US- Territory Manager

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As 3Shape Territory Manager (TM) you will be responsible for sales and account management assigned to a particular geography. You are responsible for developing, implementing and managing an account plan for each territory of multiple reseller partners.  3Shape products sold include TRIOS Intra Oral Scanners (IOS), E-series Lab Scanners and 3Shape developed software and bundled packages.  You are accountable to deliver territory sales according to planned and agreed targets.  You will report to the Zone Director, East or West

Territories open (5):  

  1. Florida, Georgia, Alabama
  2. Northwest--Washington, Oregon, Idaho and Montana
  3. Pennsylvania (except Pittsburgh) and Eastern Seaboard
  4. Metro New York and New Jersey
  5. S. California and Las Vegas
  6. Illinois, Indiana, Michigan 

Your Responsibilities:

  • Identify, establish and foster relationships with key stakeholders and decision makers across the territory
    • Develop territory business plan for assigned sales territory
    • Foster and develop assigned reseller relationships to maximize territory penetration
    • Mobilize regional resources to anticipate and respond to customer needs, concerns, and opportunities at the territory level
    • Engage the reseller’s sales representatives to implement and execute sales demand strategies
    • Provide the reseller sales representatives with sufficient support and customer engagement to achieve or exceed the territory sales budget
    • Understand and support efforts across all 3Shape specialized industries—Clinical, Laboratory, Orthodontics and Special Markets, both within and outside assigned territory
  • Develop and implement an account plan for each reseller partner
    • Identify, establish and foster relationships with key stakeholders and decision makers across the portfolio
    • Utilize business tools to identify reseller/branch-specific growth opportunities
    • Utilize critical resources (people, process, programs, tools, and technology) to meet customer needs
    • Manage and coordinate appropriate demand resources, tailored to specific customer and level needs
    • Create cost-benefit analysis for deploying resources and prioritizing the opportunities
    • Participate in co-travels, branch meetings, reseller sales/promotional events, study club activities and business review meetings with local partners.  Ensure strong 3Shape presence.
  • Utilize 3Shape resources to support reseller and end-user customer needs and to keep abreast of business climate, general product knowledge and product enhancements
    • Provide product demos (may be with the support of the software specialists) at the local level
    • Participate in company-provided training on all 3Shape products, at the appropriate level for the territory and clients
    • Provide continued support and training of assigned reseller representatives – this may include work with both existing and new product releases
    • Participate in reseller branch promotional activities, local and national tradeshows/exhibits/conventions
    • Understand clinic and lab workflow, in addition to updates in product applications, market conditions, competitor activities, advertising and promotional trends
    • Utilize CRM to plan and record sales, training, exhibition attendance, relationship activity, etc.

Work Location/Hours:  This role is considered a remote position, with the “office” being designated as the employee’s home.   The employee is expected to be in the field a minimum of 4 days per week.    A routine workday would be from 9 a.m. to 5:00 p.m. however, there are many times that Territory Managers will be required to participate in evening reseller sales events, demos, trade shows, exhibits and conventions. This assumes one-hour allotted to a break/s each day.

Travel and Driving:  This position requires between 60 to 75% travel, which may include overnights and weekends.  Most travel will be domestic and within the territory, however there may be times where cross-country and even international travel may be required.  A valid U.S. driver’s license, current car insurance and a dependable car is required.  Mileage is reimbursed based on federal allowances.

Required Education and Experience:

  • Bachelor’s degree, preferably in a business or management function
  • A minimum of 3+ years in an account manager role—experience in the dental industry and B2B is a plus.
  • Demonstrated proficiency with Microsoft Office Suite:  Outlook, Word, Excel, PowerPoint
  • Experience working in a team environment with multiple stakeholders and decision-makers at all levels in the organization.  Having experience working with international clients or in an international environment would be a plus.
  • Demonstrated results selling direct or through reseller partners
  • Excellent written and verbal communication skills; strong presentation skills a plus
  • Experience with a consultative, relationship-oriented sales approach is desired

About us

3Shape develops 3D scanners and software solutions that enable dental and hearing professionals to treat more people, more effectively and with superior care. We are a global market-leading provider of dental and audio technology for laboratories and clinics. Creating great innovation requires diverse teams. Our growing talent pool of over 1,500 employees spans 30+ nationalities and is energized by knowing that together, we contribute to a better world. 3Shapers are entrepreneurs, challengers and innovators… values that are at the heart of everything we do.

Or, know someone who would be a perfect fit? Let them know!

Warren NJ

10 Independence Blvd
07059 Warren Directions

Inside 3Shape

Life at 3Shape is great! We bring passion and talent to work every day to innovate for superior patient care. 3Shape is built on a culture of thinking differently and being innovative when solving challenges. We embrace new ways to exchange ideas with colleagues across departments and think and work in an agile way.

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