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.

About the role

A Territory Manager is expected to:

• Enable reseller account management by implementing an account plan for the responsible territory.
• Responsible for delivering the territory sales target.
• Responsible for identifying and fostering relationships with key stakeholders and decision makers across the territory, especially with our reseller sales representatives and dentist or Lab KOLs.

Your key responsibilities will be to:

• Mobilize regional resources to anticipate and respond to customer needs, problems, and opportunities at the territory level.
• Enroll the reseller’s sales representatives to implement and execute sales demand strategies.
• Implement the account plan for each reseller.
• Identify and foster relationships with key stakeholders and decision makers across the portfolio.
• Assure critical enablers are utilized effectively (people, process, programs, tools, and technology to meet customer needs).
• Manage and coordinate appropriate resources, tailored to specific customer level needs.
• Create cost-benefit analysis for deploying resources and prioritizing the opportunities. Leverage and collaborate across 3Shape China for resources to meet needs.
• Examine contract issues, and based upon financial analysis, arrive at the best recommendation/decision for the customer and company.
• Utilize business acumen tools to identify facility specific growth opportunities.
• Coach reseller sales representatives to achieve individual business plans.
• Work with local teams to execute the selling process in a concise, compliant, professional, ethical, and persuasive manner; leading the customer to action.
• The ability to travel, including overnight and/or weekends, up to 60% of the time.
• Be able to use and showcase the complete product and software portfolio of 3Shape China.
• Perform other work-related tasks determined by the Regional Business Director.

To succeed in this position, you will need to:

• Undergraduate bachelor’s degree (or equivalent) in an applicable field or dental background (e.g. dental technician) is preferred. More than 3+ years (preferably 5+ years) in clinical sales, marketing, professional education, sales learning/ development, or commercial functional experience is strongly preferred – previous dental experience a big plus.
• Demonstrate the ability to handle customer product questions and objections in a manner that is consistent with sales training methodology; conduct sales presentations using current sales methods. Understand appropriate use of products, and coach reseller representatives to target and segment customers accordingly. Conduct business reviews and set the tone for the reseller partner or for others in accordance with 3Shape policies and procedures. The Territory Manager will also have excellent computer skills with Microsoft Office.
• Also, moderate command of verbal and especially written English language (for example to understand HQ policies and follow up on the CRM system data updates), CET-4 and above.

What do we offer

• The possibility to be part of an ambitious, successful and fast-growing company.
• Be part of a dynamic team with an open and trust-based work and communication culture.
• The chance to influence the next generation of 3D software and the future of an expanding company.
• Being part of a young and entrepreneurial team in Greater China.