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Territory Sales Representative, Dental Implants MIS

Dentsply Sirona
USA
Mid
Onsite
Discovered 2 weeks ago
Prospecting

Full Job Posting

Key Responsibilities

  • Aggressively prospect, qualify, and convert new customers within the assigned territory, with a primary focus on untapped accounts, competitive users, and high-potential white-space opportunities.
  • Maintain and grow current customer share of wallet wherever possible as a secondary focus
  • Build and manage a robust territory pipeline through consistent cold outreach, office visits, referrals, study clubs, local market events, and disciplined follow-up.
  • Position the Implants MIS value line as a compelling solution for practices seeking clinical reliability, practical efficiency, and strong overall value.
  • Develop account-specific conversion strategies that identify customer pain points, competitive gaps, decision criteria, and adoption barriers.
  • Create and align with your direct manager on a clinical education strategy that utilizes both local and national resources and opportunities
  • Conduct product presentations, business discussions, and office demonstrations that clearly connect product value to practice growth, workflow needs, and patient treatment opportunities.
  • Drive trial, adoption, and repeat utilization by creating clear next steps, securing commitments, and advancing opportunities through the sales funnel.
  • Own territory growth goals, including new account acquisition, share of wallet growth, funnel progression, and revenue attainment.
  • Analyze territory data, account potential, competitor presence, and market trends to prioritize time toward the highest-value growth opportunities.
  • Collaborate with marketing, education, customer service, and sales leadership to support targeted acquisition campaigns and local market activation.
  • Maintain accurate CRM records, including prospecting activity, customer stage, competitive insights, conversion plans, follow-up actions, and forecasted opportunities.

Qualifications

  • High school diploma or equivalent required; bachelor’s degree preferred.
  • Proven success in B2B, dental, medical device, or value-based commercial sales; experience selling into dental implant or specialty dental environments preferred.
  • Demonstrated ability to generate new business through proactive prospecting, competitive conversion, and territory pipeline development.
  • Strong hunter mindset with the resilience, urgency, and self-direction required to build demand in underpenetrated markets.
  • Ability to sell value-based solutions, differentiate against competitors, and influence customer decisions beyond price alone.
  • High level of maturity and professionalism, with the confidence to engage dentists, oral surgeons, periodontists, practice owners, and office leadership.
  • Excellent communication, negotiation, objection-handling, and presentation skills.
  • Proficiency with CRM systems and sales tools, including disciplined documentation of pipeline activity and next steps.
  • Valid driver’s license and willingness to travel extensively within the territory to support prospecting, customer acquisition, and account conversion.
  • Key Skills and Competencies:
  • Persistent, goal-oriented hunter with a strong drive to create opportunities, win new customers, and exceed sales targets.
  • Skilled at identifying white space, prioritizing high-potential prospects, and developing territory plans that translate market opportunity into measurable growth.
  • Strong business acumen with the ability to understand practice economics, customer motivations, competitive dynamics, and barriers to adoption.
  • Compelling communicator who can clearly articulate the value of Implants MIS solutions and tailor messages to clinical and business stakeholders.
  • Confident closer who asks for commitments, advances opportunities with urgency, and maintains accountability for next steps.
  • Resilient and resourceful in overcoming objections, competitive resistance, and customer hesitation.
  • Data-driven in using CRM insights, market information, and sales activity metrics to improve prospecting focus and conversion effectiveness.
  • Collaborative with internal partners while maintaining strong ownership of personal sales activity, territory execution, and revenue outcomes.
  • Join Us

Preferred Qualifications

  • High school diploma or equivalent required; bachelor’s degree preferred.
  • Proven success in B2B, dental, medical device, or value-based commercial sales; experience selling into dental implant or specialty dental environments preferred.

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