Job Description

Reports to

: Regional Sales Manager

Location

: Field-based within assigned territory

Job Purpose

As a key commercial driver, the Territory Manager plays a central role in shaping the success of their region by building strong customer partnerships and delivering sustainable business growth. This position is responsible for maximizing sales, profitability, and account penetration by identifying new opportunities, driving strategic customer engagement, and promoting the full Straumann Group portfolio--including digital solutions. The TM acts as a trusted advisor, delivering value beyond the product through insight, education, and a deep understanding of customer business objectives.

Key Responsibilities

1. Strategic Sales & Territory Management

Drive territory growth through targeted acquisition, retention, and development strategies by leveraging CRM tools Create and execute territory plans that align with broader commercial goals. Accountable for pipeline management, accurate forecast and inform decisions

2. Customer Growth & Account Development

oAct as a strategic business partner to existing and prospective customers. oIdentify growth opportunities within accounts and the wider market.oCustomize commercial proposals based on the customer's clinical and business needs.

3. Customer Education & Market Engagement

oDeliver engaging product and business education sessions--both in-person and digitally. oPosition Straumann as a thought leader by educating on clinical pathways, digital workflows, and practice success.oPresent confidently to various audiences, adapting style and message.

4. Digital & Portfolio Expansion

oPromote the full portfolio--including digital solutions, software as a service (SaaS), and services. oDemonstrate deep understanding of digital dentistry and consultative selling approaches.oCross-sell across brands and product lines to provide holistic solutions.

5. Market & Competitor Intelligence

oStay ahead of industry trends, emerging technologies, and competitor movements. oTranslate insights into value-added conversations and business recommendations.

6. Reporting & Data Utilization

oUse data to inform decision-making, spot trends, and drive territory performance. oMaintain up-to-date reporting in CRM systems.

What Makes You Successful in This Role

Mindset & Behaviours

oGrowth mindset with curiosity and adaptability. oStrong ownership mentality and drive for results.oEntrepreneurial and proactive with a challenger attitude.

Open to feedback, coaching, and continuous improvement. Authentic relationship builder with charisma and intention. Customer-centric with a passion for elevating practice performance.

Skills & Competencies

oStrategic thinking with consultative selling ability. oExcellent verbal, written, and digital communication.oStrong presentation and facilitation skills.

Commercial and clinical business acumen. Ability to navigate ambiguity, prioritize, and thrive under pressure. Social media savvy and digitally literate.

Qualifications & Experience

oProven experience in sales, customer development, or business consulting. oDental, healthcare, or medical device experience is a plus.oTransferable skillsets (e.g., teaching, clinical roles, military) are highly valued.

Familiarity with CRM systems, data analysis, and digital platforms. * Bachelor's degree preferred but not mandatory.