About Straumann
The Straumann Group unites global reach, experience and innovation with passion and a commitment for uncompromising quality, making enhanced dental healthcare available and accessible to customers and patients around the globe. The group unites global and international brands that stand for excellence, innovation, and quality, including Straumann, Neodent, Anthogyr, Medentika, ClearCorrect, Dental Wings and other fully- or partly owned companies and partners.
In 2017 Straumann entered the highly attractive market for Clear Aligner to support its strategy as becoming the leading provider for esthetic dentistry solutions. To achieve this step, the Straumann Group acquired the US-based company ClearCorrect. With determination, ClearCorrect grew into a viable player in the clear aligner space, which attracted the attention of many customers globally since 2006. Acquiring ClearCorrect has provided Straumann with technology and expertise in orthodontics.
People and culture are the Straumann Group's greatest assets; they are the keys to high performance and sustainable success. We strive for a culture that builds trust and collaboration, fosters diversity, embraces change, promotes agility, learning and innovation, creates opportunities, allows people to make mistakes and encourages them to take both responsibility and ownership. The fundamental driver of our culture is the player-learner mindset, which we seek to inspire and nurture in every employee.
Summary of position
Whilst Straumann is the market leader in dental implants, we are looking for talents to build a new market segment in Orthodontics across Australia. In this endeavor, the Ortho solutions specialist will focus on gaining and new and developing existing customers for ClearCorrect, generating case submission and production in their designated territory. He/she is responsible for generating new accounts from leads, converting competitive users, developing, and growing existing providers, enhance customer loyalty and utilization rate through providing excellent service and supporting patient growth activities. This is a field-based role which requires travel on a day-to-day basis. The position holder is expected to perform at a high level with limited direct supervision, in other words, a self-starter.
In this role, you are empowered to operate your territory like your own business, while also contributing to the brand and region's overall growth strategy. Your main responsibility is to meet Straumann's sales objectives for your assigned product portfolio by establishing profitable relationships with targeted practices across the dental community in your territory. This involves driving case production by reaching out to high-performing doctors to secure new business, nurturing existing accounts, assisting with initial case submissions, and fostering referrals. A successful candidate should have existing connections within the dental provider network and a strong dedication to prioritizing customer success, as their achievements directly impact ours. This field-based position requires the ability to independently meet sales targets and thrive with minimal direct supervision.
This position is responsible for, but not limited to, the following:
* Drive profitable sales growth and maximize sales revenue within a defined territory by developing, maintaining, and advancing existing accounts and prospects
* Create an unparalleled customer experience by acting as a strategic business partner to existing customers within the defined territory by focusing on customers' growth goals and how ClearCorrect and Straumann Group can help them achieve these goals
* Achieve new business targets by proactively identifying, targeting, and converting prospect accounts and new business in the defined territory
* Prepare and maintain territory business plans, sales forecasts, and a sales promotion activity budget. Assess current performance and forecast when change is necessary
* Collaborate with Product Marketing and Market Communications to support the execution of all marketing launch plans and new product sales objectives
* Attend and represent ClearCorrect and Straumann at customer events as required, including but not limited to regional events and national trade shows
* Effectively and efficiently leverage education events to develop existing customers, build brand loyalty and gain new customers. Develop Study Clubs within the territory, actively participate, ensure ClearCorrect presentation is rolled out in study club, and develop customer relationships with existing and new participants
* Keep abreast of key clinical studies and scientific papers supporting ClearCorrect's product benefits
* Regular use of all sales tools, such as SAP CRM, to effectively plan and measure sales activities against territory's current customer base and prospective customers. Routinely run reports to align trends, customer needs, and opportunities with territory business strategy. All employees with customer facing interactions are required to log quality activities with every ClearCorrect customer and prospect
* Other related duties as assigned
* Frequent travel (including overnight travel) is required and will vary depending upon the specific territory
Minimum Qualifications:
* Bachelor's Degree OR 3+ years of outside sales, account management or clinical experience in the dental field
* Must possess a valid, unencumbered Driver's License
Preferred Qualifications:
* Effective communication skills with the ability to present and negotiate
* Ability to type at least 50 words per minute
* Excellent interpersonal and written communication skills
* General computer efficiency including ability to operate Microsoft Word, Excel, and PowerPoint
* Strong oral and written communications, including presentation skills
* Capable of working both collaborative with team members within the region as well as independently
* Confident in using different insights and adapts selling approach based on customers' needs and situation
* Maintains integrity, high ethics, and professional codes of conduct at all times
* Able to deliver highly complex information in clear, structured, and compelling manner