Territory Sales Representative, Dental Implants MIS

Dentsply Sirona; San Jose (CA); On-site; USD 83,000 - 150,000; Full time

Job summary

Dentsply Sirona is hiring a Territory Sales Representative for Implants MIS in California. The role focuses on aggressive prospecting, new account acquisition, and expanding share of wallet within the territory. You will lead product demonstrations, strategy development, and CRM-driven activity to drive growth.

The position requires a hunter mindset, strong communication, and willingness to travel extensively within the territory. California base with competitive salary and incentive plans.

Qualifications

• Proven success in B2B dental, medical device, or value-based sales.
• Proven ability to generate new business via prospecting and territory development.
• Hunter mindset with urgency, self-direction, and discipline for underpenetrated markets.
• Sell value-based solutions and influence decisions beyond price.
• Excellent communication, negotiation, and presentation skills.

Responsibilities

• Aggressively prospect and convert new customers in the assigned territory.
• Grow current customer share of wallet where possible.
• Build a robust territory pipeline via cold outreach, visits, referrals, and events.
• Position Implants MIS value line as a clinically reliable, efficient solution.
• Develop strategies addressing customer pain points and adoption barriers.
• Deliver product presentations and business discussions connecting value to growth.
• Drive trials, adoption, and repeat utilization with clear next steps.

Skills

Hunter mindset

Prospecting

Territory planning

CRM proficiency

Presentation skills

Negotiation

Communication

Closing deals

Education

High School Diploma

Bachelor's degree preferred

Tools

CRM software

Sales tools

Job description

Requisition ID: 84319

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.

Territory Sales Representative, Implants MIS

Preferred candidate locations:

San Jose, Modesto and Fresno, CA metro areas.

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.

Assistance

If you need assistance with completing the online application due to a disability, please send an accommodation request to [e-mail].