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Job Description: Territory Sales Manager – (USA)

Position Title: Territory Sales Manager
Department: Sales
Location: United States (Field-Based)
Employment Type: Full-Time
Reports To: Director of Sales / VP of Sales

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Position Overview

This role is responsible for driving new business, managing strategic accounts, conducting product demonstrations, and supporting clinicians throughout the buying and post-installation process. The position requires travel, strong consultative selling skills, and the ability to influence decision-makers in a highly competitive market.

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Key Responsibilities

Sales & Business Development

• Achieve and exceed monthly, quarterly, and annual sales targets.
• Develop and execute territory sales strategies to expand market share.
• Identify, qualify, and close new opportunities with general dentists, orthodontists, oral surgeons, endodontists, and DSOs.
• Maintain an active pipeline using CRM tools and deliver accurate forecasts.
• Execute product demonstrations, onsite evaluations, and clinical/technical presentations.

Customer Engagement & Relationship Management

• Build and sustain long-term relationships with dental professionals, office managers, and clinical teams.
• Engage regularly with KOLs, industry consultants, and distributors to strengthen brand presence.
• Provide pre-sale and post-sale support, ensuring high customer satisfaction.
• Attend and support regional and national dental trade shows, conferences, and training events.

Product Expertise & Training

• Maintain expert knowledge of Dental Imaging Products, hardware, software, imaging workflows, and clinical applications.
• Educate customers on best practices for Dental Imaging Products, utilization and integration into their diagnostic and treatment workflows.
• Collaborate with product specialists, clinical trainers, and technical teams during installation and onboarding.

Market Intelligence

• Monitor competitor activities, market trends, and emerging technologies.
• Provide actionable feedback to marketing, product management, and leadership teams.
• Contribute to the development of sales tools, promotional materials, and market positioning strategies.

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Required Qualifications

• Minimum 3–5 years experience in dental equipment, imaging systems, capital equipment, or medical devices.
• Proven success on dental digital imaging business, or related high-value dental technologies.
• Strong understanding of dental practice workflows and diagnostic imaging.
• Demonstrated ability to close complex sales cycles with multiple stakeholders.
• Excellent communication, negotiation, and presentation skills.
• Proficiency with CRM platforms and digital sales tools.
• Valid driver’s license and willingness to travel regionally/nationally (50–70%).

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Key Competencies

• Existing network across DSOs, dental groups, and specialist practices.
• Experience conducting clinical demonstrations or training.
• Prior experience collaborating with distributors or dealer networks.
• Background in radiology, dental imaging software, or 3D imaging preferred.

• Consultative selling approach
• Technical and clinical aptitude
• High sense of ownership and accountability
• Strategic territory management
• Strong problem-solving and decision-making skills
• Customer-centric mindset and excellent follow-through