Zone Director, West

Make a difference! Join a team that strives to change the dental industry. Be part of the leader in intraoral and laboratory scanners.
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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

The Zone Director (ZD) is ultimately responsible for the sales result in the relevant Zone and for leading a team of 7 to 10 Territory Managers (TM) to implement the 3Shape business strategy for the US and Canada, which includes relationship management with key reseller partners within the specific geography.  The ZDs and TMs are responsible for delivering on activity levels, the quality of customer engagements, and Zone targets related to sales and deployment of 3Shape products, that may include hardware (both TRIOS and Lab scanners), software, and full portfolio solutions. The ZD is responsible for hiring the team and provides sales leadership and personal development to the respective team and individuals. The ZDs own and develop the 3Shape North America (NA) sales call model and sales competency framework and are part of the senior leadership team. ZDs will have additional project-related accountabilities.


 

Your key responsibilities will be to:

  • Develop, drive, cascade, monitor, and coach to develop and deliver on annual and quarterly business plans for the Zone
    • Own the sales results for the Zone.
    • Establish individual Territory Manager business plans, targets, and objectives based on 3Shape-wide objectives.
    • Utilize critical resources such as CRM to develop demand creation strategies as well as measure and drive Zone business and account management activity. Wortk with actionable tools/reports with CRM as the foundation to create action-oriented business insights.
    • Aggregate and analyze sales, marketing, market, and competitive data in order to understand not only “what” but also “why” – and then target priority accounts, activities, and opportunities.
    • Actively assist TMs with prioritization of opportunities.
    • Provide consistent, effective coaching, and feedback around communications, business tactics, workflows, processes, sales engagement, and actual sales performance required for TM activities. 
  • Identify, prioritize, and nurture relationships across the region
    • Ensure ongoing alignment with 3Shape National Account Director, Marketing & Business Development Director, Academy Director, and Support Director.
    • Foster and develop peer reseller relationships and collaboration at the branch and region level based on company’s priorities – and enable TMs to do the same.
    • Engage the reseller’s management to support the implementation and execution of 3Shape’s demand creation plans and activities.
    • Understand and support efforts across all 3Shape commercial functions.
    • Actively participate in co-travels, branch meetings, reseller sales/promotional events, study club activities, and business review meetings with local partners on a regular basis. Ensure strong 3Shape presence by TMs, Trainers, and others.
    • Be the face of 3Shape in the region, including at major customer engagements.
  • Utilize 3Shape resources to support Territory Managers; Keep abreast of business climate, general product knowledge, and product enhancements
    • Ensure all TMs are able to conduct a professional, relevant, and convincing product demonstration (demo) that is proven to enable sales; Provide feedback and support to those conducting demos. If deficiency develop a plan to ensure the TM is able to reach necessary milestones and competencies.
    • Participate in company-provided training on all 3Shape products, at the appropriate level for being able to credibly engage with customers and internal stakeholders as well to increase TM effectiveness.
    • Participate in and/or arrange reseller branch promotional activities, local, and national tradeshows/exhibits/conventions, Branch Days, Quarterly Business Review meetings.
    • Understand clinic and lab workflow, in addition to updates in product applications, market conditions, competitor activities, advertising, and promotional trends.
  • Perform as an inspirational organizational and Team leader
    • Create followership and a sense of Team identity.
    • Provide insight, information, and feedback to 3Shape leaders, peers, and others in both NA and HQ as to the territory management function and strategy, business activities, market share, competition, and general in-market trends.
    • Understand and manage to regional and organizational budgets, including the review and approval of TM expense reports. Reconcile differences.
    • Provide consistent (and in line with 3Shape priorities and values) feedback, coaching, and direction to TMs and other 3Shape employees regarding performance – both quantitatively and qualitatively
    • Co-travel or attend virtual demos with TMs at last 3 days a week.
    • Participate in weekly one-on-one workbook reviews.
    • Ensure TMs in region have the appropriate training and resources to maximize business; advocate for resources, if needed.
    • Initiate opportunities for active knowledge sharing and cross-regional/cross-team projects and initiatives.
    • Be an ambassador of and follow 3Shape Valu3s, company guidelines and policies, regulations, legislation re: 3Shape products and management of employees.
    • Be the first line for escalation from Territory Managers.
  • Participate as an active and engaged leader of the NA Leadership Team
    • Participate in weekly Zone review meetings with General Manager.
    • Initiate and lead prioritized projects to help support the 3Shape Inc. business.
    • Display behaviors and communications that reflect the 3Shape Valu3s—be a role model for others.
    • Engage with other members of the NA Leadership Team and international colleagues to provide effective problem-solving and escalation.
    • Collaboratively engage with other 3Shape leaders on ensuring adequate staffing and support for Trade Shows and events.
    • Keep all commercial employees in NA appropriately aware of business activity or issues in the territory.
    • Invest actively in driving a sense of Team spirit in NA.

 

 To succeed in this position, you will need to:

  • Bachelor’s degree, preferably in a business or management function.
  • A minimum of 5+ years in an account manager or TM role – experience in the dental industry is preferred; B2B and demonstrated results selling direct or through reseller partners.
  • A minimum of 5+ years in a sales or account-related people manager role or demonstration of managerial and leadership skills within a 3Shape team.
  • 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.
  • Excellent written and verbal communication skills; strong presentation skills a plus.
  • Experience with a consultative, relationship-oriented sales approach is desired.
  • Demonstrated ability to deduce and infer key insights from analytical sources such as data sets and reports.

Embraces Change:  Able to be proactive, adaptive, results oriented and creative considering competing priorities and tight timeframes

Results Orientation:  Always has the result in mind and works to that end.  Able to gain results both individually and within a team.

Customer Orientation:  Maintains a commitment to customers, clients and employee colleagues providing them with an enjoyable and supportive experience.  Pleasant, easy to work with.

Attention to Detail and Organization:  Maintains detailed records, information and organizes it in such a way that supports the organization or employee’s needs. 

Time Management:  Both at the individual level and for the project.  Able to effectively use other team members to support key deliverables

Technologically Savvy—able to work with, understand and embrace changes in technology

Ethical Conduct—takes accountability for decisions, makes decisions that clearly adhere to an ethical standard



What do we offer -- A full benefits package that includes health, dental, vision and prescription drug coverage. Tuition Reimbursement program. Remote/Work From Home. Energetic, engaged and excited team atmosphere. Opportunity to travel internationally. 

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

US - California

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Our biggest assets are our people and culture 💗

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. Experience the everyday #lifeat3Shape across the globe on Facebook. 

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