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Territory Sales Manager

3 months ago

Calgary, Canada SDI (North America), Inc. Full time

About the Company

We are a Global Business leading the market with Australian made and owned dental restorative products, teeth whitening and small equipment. Founded in 1972, SDI products are now distributed in over 100 countries throughout the world. Our global head office and manufacturing plant is located in Melbourne with overseas branch offices and warehousing in the USA, Brazil and Germany.


The ideal candidate will have had experience working in the dental industry, a medical devices company or a dental office (Hygienist). A clinician working in dental office with some sales experience is the preferred candidate for this role.



Summary of Role


The Territory Sales Manager is responsible for:

  • Meeting or exceeding sales targets within the territory with a focus on achieving Hero product targets
  • Aligning sales objectives with SDI’s strategic priorities
  • Building business relationships with dentists and their dental office teams, distributor sales teams, dental schools, community health centres and government clinics
  • Ensuring and demonstrating a sound knowledge and understanding of all products and key competitor products
  • Conducting work in a safe manner and demonstrating a strong commitment to SDI’s values of passion, accountability, respect, teamwork, and innovation



Specific Responsibilities

  • Achieves or exceeds monthly, quarterly, and yearly sales targets
  • Achieves or exceeds 35 - 40 face-to-face calls per week
  • Creates a 90-day plan in consultation with manager
  • Deals with Dental offices:
  • Warm or Cold calls to promote SDI and SDI products to dentists, hygienists, practice managers and other dental office staff
  • Gives Sales presentations and demonstrations to dentists and dental office personnel to promote the benefits of using SDI products
  • Deals with Dental distributors:
  • Visits established dental distributors and, where appropriate, builds relationships with their sales management, marketing management and sales representatives
  • Gives Sales presentations to train distributor sales representatives to sell SDI products to their customers
  • Co-travels with our distributor sales representatives to dental clinics
  • Visits dental schools, universities, and government hospitals to educate, promote and sell SDI products
  • Where appropriate, visits corporate accounts and other large dental service organizations, groups and multi-practice accounts within the territory, to educate, promote and sell SDI products
  • Follows the Company marketing and promotional plans, and suggests other marketing activities for the territory
  • Efficiently manages territory using Salesforce.com CRM by entering sales call details after each call; uses mapping function to create the most efficient daily call plan to maximise the number of calls made
  • Attends trade shows, sales meetings and dental events both within the territory and outside the territory
  • Manages company personal expenses
  • Recommends improvements and opportunities within the territory



Key Relationships (internal and external)

  • SDI sales team, Sales Managers, Customer Service Team
  • Dental office teams
  • Distributor sales and marketing teams
  • Key Opinion Leaders; lecturers; influencers
  • Marketing Brand Managers
  • Dental School Staff: Researchers, Directors, Purchasing
  • Dental Study Clubs



Job Environment

  • The role is field based sales within an assigned geographic territory with home office requirements
  • Working hours: Weekdays and weekends during certain events, e.g. Tradeshows, CPD programs
  • Local, interstate and international travel as required.
  • Ability to travel overnight up to 50% of the time



Essential Qualification/ Experience

  • Either dental or sales experience preferred
  • College or Bachelors degree or Tertiary Education Qualification in Hygiene, Therapy or Dentistry is highly favorable
  • A sales professional with proven ability to meet sales targets in the dental industry is ideal, particularly with dental restorative experience
  • A sound understanding of the sales process
  • Established network within the dental industry exhibiting maintained ongoing relationships with dental professionals
  • A current Canada driver’s license is required


Essential Skills, Knowledge and Attributes:

Personal Qualities-

  • High level of self-motivation and positive mental attitude
  • Determination to succeed
  • Ability to work with a diverse range of people



Knowledge and Skills-

  • Exceptional territory planning and organizational skills
  • Problem solving ability
  • Strong negotiating and communication skills
  • Computer literate – Microsoft Office, Excel, PowerPoint, Salesforce.com CRM


Interested in this role? Click Apply to express your interest in this role.