Territory Sales Representative, Dental Implants MIS

Dentsply Sirona Inc.; California; Hybrid; USD 83,000 - 150,000; Full time

Job summary

Dentsply Sirona is seeking a Territory Sales Representative for Implants MIS in California. The role focuses on opening new doors, converting competitive accounts, and growing share of wallet among GP offices, with a hunter mentality and disciplined prospecting.

Travel within the territory is required. The position offers a base salary in a range described in the job posting, with variable compensation and an incentive program based on performance.

Qualifications

• Proven success in B2B, dental, medical device, or value-based sales.
• Hunter mindset with urgency and self-direction to build demand.
• Ability to sell value-based solutions and influence decisions beyond price.
• Proficient with CRM systems and sales tools; disciplined pipeline documentation.

Responsibilities

• Aggressively prospect, qualify, and convert new customers within the territory; focus on untapped accounts and white-space opportunities.
• Maintain and grow current customer share of wallet as a secondary focus.
• Build and manage a robust territory pipeline through cold outreach, visits, referrals, events, and follow-up.
• Position Implants MIS as a compelling solution emphasizing clinical reliability, efficiency, and overall value.
• Develop account-specific conversion strategies addressing pain points and adoption barriers.
• Align with manager on a clinical education strategy utilizing local and national resources.
• Conduct product presentations and office demonstrations linking product value to growth and workflow needs.
• Drive trial, adoption, and repeat utilization with clear next steps and commitments.
• Own territory growth goals including new accounts and revenue attainment.
• Analyze territory data, competitor presence, and market trends to prioritize opportunities.
• Collaborate with marketing, education, customer service, and sales leadership for targeted campaigns.

Skills

Hunter mindset

Prospecting

Territory planning

CRM proficiency

Communication skills

Education

High school diploma

Bachelor's degree

Tools

CRM software

Job description

Territory Sales Representative, Dental Implants MIS

Dentsply Sirona is the world’s largest manufacturer of professional dental products and technologies, with over a century of innovation and service to the dental industry and patients worldwide. Dentsply Sirona develops, manufactures, and markets a comprehensive solutions offering including dental and oral health products as well as other consumable medical devices under a strong portfolio of world class brands.

Dentsply Sirona’s products provide innovative, high-quality, and effective solutions to advance patient care and deliver better and safer dental care. Dentsply Sirona’s headquarter is located in Charlotte, North Carolina. The company’s shares are listed in the United States on NASDAQ under the symbol XRAY. Visit www.dentsplysirona.com for more information about Dentsply Sirona and its products.

Territory Sales Representative, Implants MIS

Preferred candidate locations: San Francisco, Santa Rosa, and Concord, CA metro areas.

We are seeking a driven, commercially minded Sales Professional to accelerate growth for the Implants MIS value line. This role is focused on opening new doors, converting competitive accounts, growing current share of wallet opportunities, expanding white space, and positioning value-oriented implant solutions within the dental implant placement community w/ a focus on GP’s. The ideal candidate brings a hunter mentality, disciplined prospecting habits, and the ability to create urgency around customer acquisition and share of wallet gain.

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:
If you are a results‑driven sales professional who thrives on prospecting, opening new accounts, converting competitive business, and growing white space, we encourage you to apply and help expand the reach of the Implants MIS brand.

The base salary and variable compensation for this role in the state of California is between $82,500 and $150,000+. Top performers may exceed these earnings through the role's incentive compensation program. Actual compensation is influenced by a wide array of factors, including but not limited to skill set, level of experience, and specific office location.

Equal Opportunity Employer: Dentsply Sirona is an Equal Opportunity Employer. All qualified applicants will be considered without unlawful discrimination or regard for race, color, religion, sex, sexual orientation, sexual or gender identity, national or ethnic origin, age, marital status, disability, genetic factors, military and veteran status, or any other characteristics protected by applicable local law.

Eligibility: All successful applicants must be eligible to work in the country the position is based.