Territory Manager Orthodontics South Norway

5 days ago

Oslo, Oslo County, Norway Institut Straumann AG Full time

About Straumann Group

The Straumann Group unites global reach, experience and innovation with passion and a commitment for uncompromising quality, making enhanced dental healthcare available and accessible to customers and patients around the globe. The group unites global and international brands that stand for excellence, innovation, and quality, including Straumann, Neodent, Anthogyr, Medentika, ClearCorrect, Dental Wings and other fully- or partly owned companies and partners.

In 2017 Straumann entered the highly attractive market for Clear Aligner to support its strategy as becoming the leading provider for esthetic dentistry solutions. To achieve this step, the Straumann Group acquired the US-based company ClearCorrect. With determination, ClearCorrect grew into a viable player in the clear aligner space, which attracted the attention of many customers globally since 2006. Acquiring ClearCorrect has provided Straumann with technology and expertise in orthodontics.

People and culture are the Straumann Group's greatest assets; they are the keys to high performance and sustainable success. We strive for a culture that builds trust and collaboration, fosters diversity, embraces change, promotes agility, learning and innovation, creates opportunities, allows people to make mistakes and encourages them to take both responsibility and ownership. The fundamental driver of our culture is the player-learner mindset, which we seek to inspire and nurture in every employee.

Summary of position

Whilst Straumann is the market leader in dental implants, we are looking for talents to build a new market segment in Orthodontics across the Nordics. In this endeavor, the Ortho Territory Manager (TM) will focus on gaining new and developing existing customers for ClearCorrect. Generating case submission and production in their designated territory. He/she is responsible for generating new accounts from leads, converting competitive users, developing and growing existing providers, enhance customer loyalty and utilization rate through providing excellent service and supporting patient growth activities. This is a field-based role which requires travel on a day-to-day basis. The position holder is expected to perform at a high level with limited direct supervision, in other words, a self-starter.

In this role, you will…

  • Drive sales results for ClearCorrect:
    • Establish, develop, and maintain business relationships with current customers and prospective customers to generate new cases and sales revenue.
    • Make phone calls, virtual meetings and in-person visits to existing and prospective customers.
    • Deliver sales presentations highlighting product/solution benefits, value proposition and competitive edge, to win new customers and grow share at existing customers.
    • Train the clinic staff, motivate them to actively engage in communicating ClearCorrect to patients when appropriate.
    • Coordinate sales effort with Inside Sales, Provider Service, Clinical Advisor and marketing team in order to provide best-in-class service to providers, answer their requests and resolve complaints.
    • Act as a partner to providers by finding out needs and matching them to activities that makes them grow. E.G. Plan patient growth activities such as "ClearCorrect days".
    • Analyze the assigned territory potential, identify opportunities, and craft personal sales strategies to allocate time and resources smartly, accelerate business growth and maximize Return on Time Investment.
    • Report out account activities through sales funnel (IANOS) in CRM as required, use sales dashboard to keep account visibility high. Use Salesforce analytics reports to follow up on cases and providers.
    • Meet sales targets and other metrics set by manager on weekly, monthly, quarterly, and yearly basis.
    • Develop growth and account plans for core customers and core prospects to build reference customers and local "lighthouses".
    • Participate in trade shows and conventions as required.
    • Provide reports on customer needs, interests, issues, competitor activities and patient behaviors for new product development and service upgrade.
    • Attend and contribute to team and company meetings to stay up to date on relevant information.
    • Complete all required company training for this position and apply self-learning necessary for this role.
    • Continually work to increase knowledge of orthodontics, market trends, and company processes.
    • Know and communicate our Vision and Mission to understand the priorities of the team & company.
      • Other duties may be assigned, directed, or requested.

Personal attributes and cultural fit that would help the position holder succeed in this role

  • Curious, not afraid to ask challenging questions to customers.
  • Proactive sales-driven personality with hunter mentality.
  • Being humble and open for coaching and self-development.
  • Positive to test new ideas and ways to continuously improve and to make customers grow.
  • Ability to build mutually beneficial relationships based on trust and respect.
  • Result-driven self-starter, entrepreneurial, and can-do mentality.
  • Excellent interpersonal and written communication skills.
  • Team player, motivational and personable personality is welcome.
  • Comfortable with travelling for business, can work independently and within a team.
  • Enthusiastic about providing excellent support & service, always customer-centric.
  • If you always know best, have all the answers and are not afraid of stating that when ideas do not work out, please do not apply.

Qualification and requirements:

To perform this job successfully, the position holder needs to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. A reasonable accommodation may be made to ensure individuals with disabilities able to perform the essential functions of the role.

  • Dental/medical background, orthodontic experience is a big plus.
  • Strong track record in sales/account management is a big plus.
  • Solid presentation skills and language proficiency required for the assigned territory; good English language skills required.
  • Ability to analyze data and generate reports on metrics defined by management.
  • Ability to read and interpret training documents, safety rules, and procedural documents.
  • Ability to apply common sense understanding to carry out instructions furnished in written, oral or diagram form.
  • Ability to analyze, segment and prioritize customers based on potential and/or performance.
  • Native/bilingual Norwegian proficiency, English C1 mandatory.

Additional Information

All your information will be kept confidential according to EEO / GDPR guidelines. The Straumann Group is proud to be an equal opportunities organization. We truly value diversity in all its forms recognizing that to truly deliver value to our patients, we must reflect our patient diversity in our internal workforce. Together we are creating smiles and restoring confidence.

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