Job Description:
The Lab Manager is an expert in end-to-end clinical workflows (from image acquisition to surgical treatment, to final restorative execution) and uses this expertise to meet or exceed territory sales goals through solution selling. He/she forms deep customer relationships throughout the customer journey (pre- and post-sale) by influencing the requests of the portfolio by the clinician and the ordering of the consumables by the laboratory.
Key accountabilities:Ā
- Achieve and exceed sales quotas within assigned territory.
- Support and accelerate growth of the Nobel Biocare Procera and restorative portfolio inclusive of our digital innovations, through market penetration strategy across designated region.
- Develop and implement a sales plan for partner customers and competitive targets, accessing their needs and characteristics in order to grow business and increase market share.
- Identify and maintain regular contact with prospective customers; develop and implement creative strategies aimed at converting these prospective customers from competition to a new customer driven by digital platforms.
- Assess and manage sales funnel to drive quota achievement and planning accuracy.
- Partner with local Nobel sales teams to identify new/existing customer opportunities.
- Build and lead personalized, customer presentations after assessing practice needs.
- Develop and implement a multi-quarter sales plan that is aligned with territory and region goals.
- Assess and communicate territory sales trends and coordinate countermeasures where needed.
- Become Technical and Clinical subject matter experts of Envista digital solutions, including but not limited to: DTX Studio, 3Shape, exocad, X-Guide, IOS, 3D Printing, and Prosthetics.
- Study competitive and adjacent products, technologies, clinical studies, industry trends, and other general information of interest to customers.
- Frequent travel including some nights/weekends for contact with existing and potential customers. Schedule must follow sales plan and logical routing plan.
- Work trade shows / customer marketing & education events (e.g., Envista OpCo symposia).
- Regularly review data in CRM and other tools to identify and pursue new opportunities.
- Support DSO/Institutional customers with prosthetic business via Procera Complete.
Job Requirements:
Minimum Qualifications:Ā
- Bachelorsā Degree highly preferred
- 3-5 years of sales experience within dental/medical device; 3+ years of digitally oriented medical device sales experience (e.g. capital equipment/software, and/or prosthetic and laboratory sales) is a huge plus
- Valid Driver's License and acceptable driving record
- Overnight travel ā 3-4 times per month; 2-3 days at a time
Preferred:
- Experience working with and extensive knowledge of digital workflows within dentistry, especially dental implantology highly preferred
- Successful track record of prosthetics, implant, CAD/CAM sales and full arch digital workflow
- Proficiency with and/or willingness to learn Microsoft Office Suite/ Microsoft Dynamics CRM
- Strong verbal / written communication and interpersonal skills
- Demonstrated ability to digest, to comprehend, and verbalize highly technical product and clinical information related to company and industry products
- Team player who can work independently
- Advanced negotiation, presentation and closing skills ā strong ability to influence others
- Experience with CAD/CAM dental application/materials in a sales or technical environment
- Prolonged periods of sitting at a desk and working on a computer
- Prolonged periods of sitting in a company vehicle between appointments/prospects
- Must be able to lift 15 pounds at times
- Must be able to travel
Territory:
- Covers BC, AB, SK, and MB; most of your time will be spent in Calgary and Vancouver
#LI-RJ1
SAL123
#LI-Remote
Operating Company:
Nobel Biocare
Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate. Ā Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes. Ā An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening. Ā Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.