Reports to: Regional Sales Manager
Location: Cardiff
Territory: CF, SA, LD, HR, WR, NP
Job Purpose
As a key commercial driver, the Territory Manager plays a central role in shaping the success of their region by building strong customer partnerships and delivering sustainable business growth. This position is responsible for maximizing sales, profitability, and account penetration by identifying new opportunities, driving strategic customer engagement, and promoting the full Straumann Group portfolio—including digital solutions. The TM acts as a trusted advisor, delivering value beyond the product through insight, education, and a deep understanding of customer business objectives.
Key Responsibilities
Strategic Sales & Territory Management
Drive territory growth through targeted acquisition, retention, and development strategies by leveraging CRM tools.
Create and execute territory plans that align with broader commercial goals.
Accountable for pipeline management, accurate forecast and inform decisions.
Customer Growth & Account Development
Act as a strategic business partner to existing and prospective customers.
Identify growth opportunities within accounts and the wider market.
Customize commercial proposals based on the customer's clinical and business needs.
Customer Education & Market Engagement
Deliver engaging product and business education sessions—both in-person and digitally.
Position Straumann as a thought leader by educating on clinical pathways, digital workflows, and practice success.
Present confidently to various audiences, adapting style and message.
Digital & Portfolio Expansion
Promote the full portfolio—including digital solutions, software as a service (SaaS), and services.
Demonstrate deep understanding of digital dentistry and consultative selling approaches.
Cross-sell across brands and product lines to provide holistic solutions.
Market & Competitor Intelligence
Stay ahead of industry trends, emerging technologies, and competitor movements.
Translate insights into value-added conversations and business recommendations.
Reporting & Data Utilization
Use data to inform decision-making, spot trends, and drive territory performance.
Maintain up-to-date reporting in CRM systems.
What Makes You Successful In This Role
Mindset & Behaviours
Growth mindset with curiosity and adaptability.
Strong ownership mentality and drive for results.
Entrepreneurial and proactive with a challenger attitude.
Open to feedback, coaching, and continuous improvement.
Authentic relationship builder with charisma and intention.
Customer-centric with a passion for elevating practice performance.
Skills & Competencies
Strategic thinking with consultative selling ability.
Excellent verbal, written, and digital communication.
Strong presentation and facilitation skills.
Commercial and clinical business acumen.
Ability to navigate ambiguity, prioritize, and thrive under pressure.
Social media savvy and digitally literate.
Qualifications & Experience
Proven experience in sales, customer development, or business consulting.
Dental, healthcare, or medical device experience is a plus.
Transferable skillsets (e.g., teaching, clinical roles, military) are highly valued.
Familiarity with CRM systems, data analysis, and digital platforms.
Bachelor's degree preferred but not mandatory.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.
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