Territory Manager

Institut Straumann AG; Glendale, Andover (CA, MA); On-site; USD 82,000 - 98,000; Full time

Benefits offered by this job

Vehicle reimbursement plus mileage

401(k) with employer match

Health, dental and vision insurance

Job summary

Straumann Group is seeking a Territory Manager in California to drive profitable sales growth, manage existing accounts, and pursue new business opportunities with dental professionals. You will act as a strategic partner, leveraging education events and collaboration with marketing to achieve growth goals.

The role emphasizes ownership, agility, and strong communication to deliver value in a high-performance dental sales environment.

Qualifications

• Minimum: Bachelor’s Degree or 3+ years of sales experience in high-growth markets.
• Valid driver’s license, safe driving record, and ability to maintain auto insurance coverage.

Responsibilities

• Focus on Customers: Build genuine relationships with dental professionals and tailor solutions across Straumann’s product lines.
• Take Ownership: Drive profitable sales growth and maximize revenue within the defined territory.
• Create Opportunities: Identify and convert new business opportunities with dental professionals within the territory.
• Collaborate: Partner with Product Marketing and Market Communications to support marketing launch plans and new product objectives.
• Engage: Use education events to develop customers, build brand loyalty, and gain new customers.
• Be Agile: Adapt to changing customer needs and use sales tools like SAP CRM to plan activities.

Skills

Sales experience

Relationship building

Negotiation

Communication skills

Driver's license

Education

Bachelor's degree

3+ years sales experience

Tools

SAP CRM

MS Office

Job description

Position Summary

Are you ready to unlock your potential? At Straumann Group we’re on an exciting journey of growth, innovation, and impact - driven by our mission to improve oral health and transform millions of lives worldwide. United by purpose, we bring our best selves to work every day, embracing a high-performance, player-learner culture that inspires collaboration, curiosity, and ambition. Here, you’ll have the opportunity to take charge of your own career, harnessing your skills, passion, and enthusiasm for learning to continually grow and progress. Together, we’re not just shaping brighter smiles, we’re unlocking the potential of people everywhere, including our own.

As a Territory Manager, you will embody our core values of collaboration, agility, ownership, and innovation. This role is pivotal in driving profitable sales growth and maximizing sales revenue within a defined territory. You will develop, maintain, and advance existing accounts while identifying and converting new business opportunities. By acting as a strategic business partner to dental professionals, you will help them achieve their growth goals and create opportunities for success.

Why Straumann?

• Global Market Leader: The Straumann Group has built a distinguished legacy as a global leader in implant and restorative dentistry. For more than 60 years, we have been recognized for Swiss precision, scientific excellence, and unwavering quality, shaping the standards of modern dental care. Trusted by clinicians worldwide, Straumann embodies innovation, reliability, and prestige in advancing oral health and patient confidence.
• Number One Implant System :More than one in every four dental implants placed globally is a Straumann Group implant, reflecting our 29% market share in a $6 billion global market.
• Swiss Quality and Precision :Straumann is synonymous with Swiss engineering, offering premium products backed by long-term scientific evidence and trusted by dental professionals worldwide.
• Innovation and Excellence :With a relentless focus on innovation, Straumann continues to expand the scope of dental care, providing transformational solutions that empower dental professionals to excel. Our digital strategy is about creating an integrated ecosystem across hardware, software and services — designed to reduce manual work, streamline workflows, and bring digital precision and collaboration into every stage of dental care.

Essential Duties and Responsibilities

• Focus on Customers: Build genuine relationships with dental professionals by understanding their needs and providing tailored solutions that align with Straumann’s Digital, Implant, Biomaterial, and Restorative product and service lines.
• Take Ownership: Drive profitable sales growth and maximize sales revenue within a defined territory by developing, maintaining, and advancing existing accounts and prospects.
• Create Opportunities: Identify, target, and convert new business opportunities with dentists, periodontists, prosthodontists, dental laboratories and oral surgeons in the defined territory.
• Collaborate: Partner with Product Marketing and Market Communications to support the execution of marketing launch plans and new product sales objectives.
• Engage: Leverage education events to develop existing customers, build brand loyalty, and gain new customers. Actively participate in Study Clubs, ensuring Straumann presentations are delivered and relationships are built with participants.
• Be Agile: Adapt proactively to changing customer needs and market conditions. Utilize sales tools, such as SAP CRM, to effectively plan and measure sales activities against the territory’s customer base and prospective customers.
• Communicate Effectively: Stay informed about key clinical studies and scientific papers supporting Straumann’s product benefits. Deliver highly complex information in a clear, structured, and compelling manner.
• Build Trust: Maintain integrity, high ethics, and professional codes of conduct at all times.

Minimum Qualifications

• Bachelor’s Degree OR 3+ years of sales experience in high-growth corporate markets.
• Valid driver’s license, safe driving record, and ability to maintain auto insurance coverage.

Preferred Qualifications

• Experience in the medical device industry.
• Prior sales experience with physicians as the principal point of contact.
• Effective communication skills with the ability to present and negotiate.
• Strong oral and written communication skills, including presentation abilities.
• Ability to work collaboratively with team members within the region as well as independently.
• Confidence in using insights and adapting selling approaches based on customer needs and situations.
• Proficiency in consultative selling, with knowledge of the Challenger technique or a related method.
• General computer proficiency, including the ability to operate Microsoft Word, Excel, and PowerPoint.

Annual base salary range: $82,000-98,000 + $55,000-60,000 commission range at plan (uncapped over plan).

The final base 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.

Whether you’re looking to build your career, improve your health, or brighten your SMILE, we offer generous benefits to help you achieve your goals.

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!

Please understand that we do not need external support by recruiting agencies and consultants to fill this vacancy. Thank you for respecting this.

Notice for California Applicants

Straumann may use artificial intelligence ("AI"), automated decision systems, or technology-assisted tools as part of the recruitment and hiring process. These tools may assist in evaluating application materials, screening qualifications, scheduling interviews, assessing skills, or supporting hiring decisions. Any rankings or recommendations generated by these tools are intended to assist the hiring process and are one factor among multiple considerations used in evaluating applicants. Employment decisions are made by company personnel and not by AI or automated systems alone. Human decision-makers review relevant information and exercise independent judgment throughout the hiring process.

Information considered by these tools may include information you submit during the application process, such as your resume, application responses, interview materials, skills assessments, and other job-related information.

AI-assisted tools are used to support the hiring process and are not intended to make decisions in a discriminatory manner or in violation of applicable law. Hiring decisions are reviewed in accordance with applicable employment laws and company policies.

Questions regarding this notice may be directed to [e-mail]

All resumes and applications are accepted officially online only through our Careers Website.