Territory Manager, Greater New York Job at 3Shape

Job Description

At 3Shape, we are committed to leading digital dentistry and improving the lives of the people we serve. We are seeking a motivated, data-driven, and collaborative Territory Manager to support the US Greater New York area. You will play a vital role in driving revenue growth and retention by managing accounts with reseller partners as well as identifying and landing new opportunities to expand our customer base. Success in this role requires a strong balance of on-field reseller partner management, strategic prospecting and pipeline execution. You will be the primary point of contact for customers in your book of business and partner closely with different cross-functional teams like Customer Success, Inside Sales, Business Development, and Marketing.

Job Responsibility

Identify, establish and foster relationships with reseller counterparts, key stakeholders and decision makers across the territory
Foster and develop assigned reseller relationships to maximize territory penetration
Mobilize regional resources to anticipate and respond to customer needs, concerns, and opportunities at the territory level
Engage the reseller’s sales representatives to implement and execute sales demand strategies
Provide the reseller sales representatives with sufficient support and customer engagement to achieve or exceed the territory sales budget
Understand and support efforts across all 3Shape specialized industries—Clinical, Laboratory, Orthodontics and Special Markets, both within and outside assigned territory
Identify, establish and foster relationships with key stakeholders and decision makers across the portfolio
Utilize business tools to identify reseller/branch-specific growth opportunities
Utilize critical resources (people, process, programs, tools, and technology) to meet customer needs
Manage and coordinate appropriate demand resources, tailored to specific customer and level needs
Create cost-benefit analysis for deploying resources and prioritizing the opportunities
Participate in co-travels, branch meetings, reseller sales/promotional events, study club activities and business review meetings with local partners. Ensure strong 3Shape presence
Conduct live or virtual demos on 3Shape digital scanners and software solutions
Utilize 3Shape resources to support reseller and end-use customer needs and to keep abreast of business climate, sales operations processes, general product knowledge and product enhancements
Participate in company-provided training and events on all 3Shape products, at the appropriate level for the territory and clients
Provide continued support and training of assigned reseller representatives – this may include work with both existing and new product releases
Participate in reseller branch promotional activities, local and national tradeshows/ exhibits/ conventions
Understand clinic and lab workflow, in addition to updates in product applications, market conditions, competitor activities, advertising and promotional trends
Coordinate with Inside Sales Team on pipeline management and field engagement (record sales, distributor partners, training, exhibition attendance, relationship activity, etc.)
Utilize CRM to track sales activity

Requirements

Bachelor’s degree, preferably in a business or management function or equivalent experience
3+ years of sales experience in product sales within dental (preferred)
Competency in sales pipeline management and CRM tools (dynamics, salesforce)
Demonstrated proficiency with Microsoft Office Suite: Outlook, Word, Excel, PowerPoint
Experience working in a team environment with multiple stakeholders and decision-makers
Demonstrated consistent goal attainment through selling direct or reseller partners
Strong desire to learn and grow within a team-based culture
Constantly refining sales skills to adapt to an ever-changing landscape
A valid US driver’s license and legally able to work in the US

What we offer

Comprehensive medical, vision and dental benefits, 401k
A unique opportunity to work in a global, innovative MedTech company
A collaborative and international work environment
The chance to contribute to strategic partnerships that can transform digital dentistry practices

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Territory Manager, Greater New York

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