Institutional Account Manager​/South East Coast

Ready to make an impact? We develop, manufacture, and supply dental implants, clear aligners, instruments, CADCAM prosthetics and biomaterials for use in esthetic dentistry, tooth replacement, and restoration solutions or to prevent tooth loss. We empower our employees to perform and make an impact, to question the status quo, to drive change, to stay ahead of the competition. From the first Dental Implant in 1974 to the latest Digital Solution – we do things differently 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. #We Change Dentistry every day. Be part of it.

To meet and exceed Straumann’s sales objectives for all Straumann products over a given territory by business development and managing profitable relationships with assigned university, medical and government accounts and the dental community within. The Institutional Accounts Manager is responsible for increasing Straumann presence, sales and customer satisfaction within an assigned geographic area.

• Manage an assigned institutional account territory to maximize sales revenue and meet the corporate sales objectives.
• Maintain relationship and grow existing accounts.
• Identify, target and convert prospect accounts in total and/or increased share of wallet.
• Joint business planning and execution to include Q  and year-end review with accounts.
• Pricing and contract negotiations.
• Cross functional collaboration with the education team, including Clinical Marketing and Professional Relations on long‑term strategic approach in the institutions.
• Drive ITI (International Team for Implantology) awareness and adoption in institutions – ITI campus, ITI study clubs and events.
• Plan and schedule Straumann education opportunities – speaking engagements, CE and hands‑on courses in accounts.
• Support the execution of all marketing launch plans and new product sales objectives.
• Collaborate and work in partnership with the local Straumann Territory Manager, Regional Sales Directors and Area Vice President.
• Forecast budgets within accounts.
• Balance product portfolio and services from all divisions.
• Target, manage and ultimately secure graduate orders from dental graduates.
• Participate in regional/national trade shows and meetings.
• General CRM Activities.
• Extensive travel to accounts within territory.

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

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

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

Employment Type:

Full Time
Alternative Locations:
United States :
North Carolina;
United States :
Georgia;
United States :
Maryland;
United States :
South Carolina;
United States :
Virginia;
United States :
Washington (DC)

Travel Percentage : 0 – 70%
Requisition

Base salary: $100,000 – $117,000 annually, commission potential up to $68,000 – $80,000 (100% on target achievement). The final pay for this position will vary based on geographic location and candidate experience relative to what the company reasonably anticipates for this position. Vehicle reimbursement plus mileage is also provided.

• 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!

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