At Straumann Group, we know that the key to our growth is a high-performing sales team. The Sales Representative Dental Implants / Neodent (Canary Islands) or Territory Manager is responsible for achieving maximum sales growth and account penetration within an assigned territory/group of customers. The Territory Manager (f/m/d) is to promote, sell, and secure orders from existing and prospective customers for Straumann’s portfolio. The ideal candidate should have a strong Dental or Consultative Sales background, some commercial experience, be a quick learner with strong communication skills, and have the ability to showcase the Straumann Group offerings compellingly. Every potential customer is an opportunity for you to boost top-line revenue growth, customer acquisition rates, and profitability. This position reports to the Regional Sales Manager.
Objectives of this Role
Outbound calling and outreach via digital channels to engage prospect accounts or accounts presenting Straumann Group with growth opportunities, including working remotely via Teams/Zoom/telephone and face-to-face (as required) to build relationships with key decision makers at target accounts, identifying their needs, business issues, and aspirations, and conducting individual needs analysis.
Account management remotely and face-to-face (as required) to service, ensure continuity of demand, and grow an existing portfolio of accounts.
Representing Straumann Group products and services, starting with a comprehensive understanding of the accounts' needs and objectives to identify how our solutions can help meet their needs.
Overcoming objections and effectively communicating Straumann Group's offerings and value propositions to key decision makers regarding appropriate product offerings.
Generating leads and building relationships by nurturing warm prospects and finding new potential opportunities, managing and maintaining a pipeline of prospects.
Contributing to the success of the organization through generating leads and opportunities for the broader Straumann Group team.
Generating upselling opportunities to the existing client base.
Supporting the cover of vacant territories (i.e., maternity leave) remotely as needed.
Responsibilities
Proactively seeking out new business opportunities in the market using telephone, social media, and email to generate new sales leads for the Straumann Group Sales Organization.
Management of an assigned portfolio of accounts, working remotely and face-to-face.
Rapid qualification of leads submitted by partner organizations and the Straumann Group marketing team from events (within 24 hours) via telephone.
Providing quotes via the appropriate technology to prospects and closing sales.
Driving education event attendance based on target lists from marketing via outbound calling.
Strong and consistent usage of our CRM system (with a strong focus on data discipline), quote, and finance tools.
Required Capabilities, Skills and Qualifications
Dental sector experience (experience of helping practices grow their business) is a strong advantage.
Sales experience, with a history of exceeding lead targets, with a proven ability to quote and close.
Self-starter, highly driven.
Excellent listening and communication skills (verbal and written) in Spanish; professional proficiency in English is a plus but not mandatory.
Quick to learn and understand all forms of digital technology.
Well organized, excellent administration skills, meticulous with a strong attention to detail, and able to manage your own workload.
Ability to understand measurement tools to track progress and results.
Understanding of the sales process and pipeline, with the ability to research prospects, connect, educate, and offer solutions to qualify a prospect.
Resilient communication approach with an excellent telephone manner.
Thrives on building internal and external relationships.
Ability to uphold and reflect the brand reputation, with an ethical approach to sales.
Team player with a strong desire to learn and succeed.
Proven creative problem-solving approach and strong analytical skills.
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