Institutional Account Manager, Canada

3 weeks ago

Montreal, Quebec, Canada Straumann Full time

About Straumann Group

Headquartered in Basel, Switzerland, the Straumann Group is a global leader in tooth replacement and orthodontic solutions that creates smiles and restores confidence. For more than six decades, we have been stretching the limits, entering new fields, and creating opportunities to make patients' lives better. We are the leading independent player in our industry. From the first Dental Implant in 1974 to the latest Digital Solution – we do things different than others.

We deliver innovation based on evidence. This is part of our employer culture as well as an exceptional team spirit that truly encourages diversity and a powerful "can-do" attitude.

#WeChangeDentistry every day – and want you to be a part of it

Position Summary

To meet and exceed Straumann's sales objectives for all Straumann products over a given territory by developing profitable relationships with assigned university, medical and government accounts and the dental community within. The Institutional Accounts Manager is responsible for increasing sales and customer satisfaction within an assigned geographic area. This requires an ability to uncover, understand and exceed customer expectations by "simply doing more".

Job Responsibilities

This position is responsible for, but not limited to, the following:

  • Manage an assigned institutional account territory to maximize sales revenue and meet the corporate sales objectives.
  • Service existing accounts and grow that business.
  • Identify, target and convert prospect accounts in total and/or increased share of wallet
  • Target, manage and ultimately secure graduate orders from dental graduates
  • Complete IAM each academic year as well as from a business calendar stance.
  • Support the execution of all marketing launch plans and new product sales objectives
  • Collaborate with and report to the Director of Professional Relations.
  • Balance product portfolio and services from all divisions when applicable
  • Participate in regional and national trade shows and meetings
  • General CRM Activities - Straumann SAP CRM provides a platform for every field based employee to plan and measure activities to the current customer base and prospective customers. The data input provides guidance for business strategies to report trends, customer needs and identify Sales, Marketing and Education opportunities. All employees with customer facing interactions are required to log quality activities with every Straumann customer and prospect.
  • Extensive travel required >50%

Minimum Qualifications

  • Bachelor's degree required.
  • Minimum of 3+ years of sales experience in high growth corporate markets
  • Fluent in French
  • Valid driver's license, safe driving record, maintaining auto insurance coverage.

Preferred Qualifications

  • Medical device industry experience strongly preferred.
  • Prior sales experience with physicians as the principal point of contact preferred.
  • Successful Medical/Dental Institutional sales experience preferred
  • Proficiency in consultative selling with knowledge of the Challenger technique or related method preferred.

Whether you're looking to build your career, improve your health, or brighten your SMILE, we offer generous benefits to help you achieve your goals.


• Very Competitive total compensation plans (some positions include discretionary performance bonuses or Performance Share Units).


• A 401(K) plan to help you plan for your future with an employer match


• Great health, dental and vision insurance packages to fit your needs to ensure you're happy and healthy. Straumann contributes a healthy portion towards employees' premium.


• Generous PTO allowance - plenty of time to recharge those batteries

Please understand that we do not need external support by recruiting agencies and consultants to fill this vacancy. Thank you for respecting this.

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