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Territory Manager – Special Markets – DSO & Enterprise

We are on the lookout for an experienced Territory Manager, with experience working within the dental space, ideally experience working within Special Markets with Dental Service Organisations (DSO), Enterprise and other types of strategic partners.


As Territory Manager, you will be responsible for driving K Line's OEM and ClearX Aligner sales strategies, being an instrumental member of the NAM sales team, expanding our market presence and fostering key client relationships to solidify our position as a leader in the clear aligner industry. Your efforts will directly contribute to our revenue growth and global expansion. Additionally, your strategic vision and hunger for success will be crucial in adapting to market changes and identifying new opportunities for business development and growth. Reporting directly to the Director of Sales NAM through regular communications and interaction and working in very close collaboration with the local and global sales organisation. You will be responsible for the definition and delivery of commercial strategies that will drive sales with your given territory in the DSO and large group accounts channel and Enterprise through practice development, key account management, and services initiatives with our OEM private label end-to-end aligner services.

Essential duties and responsibilities:

  • Targeting and segmenting the NAM DSO, groups, Enterprise and other strategic accounts

  • Strong pipeline management through the use of our CRM system

  • Building and maintaining long-term strong strategic relationships within the strategic accounts and providing a best-in-class service level

  • Creation of OEM commercial offers related and adapted to strategic and large accounts

  • Working in very close collaboration with the customer onboarding team & the business operation team to define and create an optimal internal setup related to DSO customers

  • Maintain overall ownership and management of the accounts

  • Continuously monitors & measures adoption and growth within accounts

  • Driving sales excellence through monitoring KPIs and CRM utilization

  • Develop and implement key programs to address specific sales growth strategies and goals, specifically around areas of services and customer satisfaction

  • Close working with the marketing department Intense interaction with key customers and the sales organization will be imperative, at least in the early stages.

  • As a business development role, it is expected to define a strategy to grow those particular customers

  • Expected to be knowledgeable of market and industry trends, competitors, and leading customer strategies

  • Ensures the effective fulfillment of objectives and deadlines assigned

  • Participate in proactive team efforts to achieve departmental and company goals

  • Holistic approach to all business lines

  • Regular meetings with customers will be privileged to maintain and optimize the efficiency and reactivity of timeline actions

  • This role will be home-office and field-based

The successful candidate will possess:

  • Strong background in sales and business development in the orthodontic or dental technology field

  • Strong understanding of the dental market within group accounts and possesses a strong network with access to decision-makers

  • Ability to influence and provoke customers’ ways of thinking

  • A clear understanding of the conceptual/consultative selling approach

  • Strong organizational/project management skills

  • A high level of IT knowledge and a high appreciation for new technology

  • The ability to build and maintain positive mutual partnerships with internal and external customers

  • Ability to manage conversations and challenge C-Suite level individuals

  • Resilience and ability to work in a fast-paced start-up environment

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