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Territory Manager

West Montreal
Job Order: CT-712

Job Descriptions:

  • Effectively manage an assigned Postal Code Territory by calling on dental offices, dealers and institutions / dental schools.
  • Generate incremental sales revenue through new product launches, conversions, new users, and increased product usage by current users. 
  • Develop, implement, and execute a business plan and plan of action.
  • Maintain adequate level of Customer Relationship Management information as well as continually providing timely competitive information and customer feedback to sales management, peer group, and marketing team.
  • Effectively utilize CRM to capture, share and use information for developing a business plan.
  • Balance dealer and direct sales activities in proportion to size of business  and opportunities
  • Drive growth through NPLs and protect market share of mature brands
  • Develop business relationships at Dealer branches and key opinion leaders
  • Develop relationships/utilize dealer reps to increase the business
  • Acquire product expertise and deliver educational and training events to customers and dealers
  • Achieves territory sales objectives in all categories, including new product launches and increasing sales within the assigned territory.
  • Maintains high retention rate of customer base through delivery of outstanding service and through effective analysis of the business needs of the customer.
  • Develops a Monthly Business/Action Plan that supports the needs of their territory and region and to drive business strategies and develop strong relationships with a customer base.
  • Regularly reviews the performance metrics of his/her territory in order to determine progress to their plan and adjusts accordingly.
  • Penetrates accounts and develops long-term partnerships with appropriate audiences
  • Creates call continuity/addresses opportunities from previous calls
  • Conscientiously works the “Sales Process” within each account
  • Implements the systematic conversion process after any new system sale.
  • Maintains a comprehensive and accurate customer data base within the Contact Management System, replicating daily.
  • Completes and submits on a timely basis all required reports, data input requirements, requests. (ie: KPI’s, expense reports, PTO summary, etc)
  • Coordinates, sets-up and hosts trade-show/exhibit/seminars/clinical meetings as assigned to build product demand.
  • Coordinates and conducts meetings and product training sessions with a variety of audiences to build product demand.
  • Processes customer orders and provides account service to assigned and prospective customers.
  • Handles and processes customer service complaints in a timely and uniform manner, according to the Product and Service Complaint Procedures.
  • Demonstrates fiscal restraint and exhibits behavior associated with a desire to increase earnings and profitability in the territory.
  • Continually increases technical and industry knowledge.
  • Complies with company and departmental policies including the Code of Conduct


Job Requirements:

  • Business savvy sales professional
  • Strong ability to develop business  relationships in a multilayered business environment
  • Comfortable challenging customer views/debating, using evidence-based materials
  • Strong ability to assess business situation/opportunity
  • Capable of developing and discussing ROI with customers
  • Strong Territory Management/ analytical skills
  • Effective in using data and preparing computer-based business plan
  • Effective in managing dealer relationships
  • Collaborative approach with ISR for Territory management
  • Highly Competitive
  • Results and Action Oriented, focused on end result
  • Disciplined, Responsible and Adaptable
  • Experience/willingness to manage large geographic territory. Overnight travel required (30%)
  • Min.  five (4) years of sales success in highly competitive sales environment
  • College diploma in Business Management; University degree preferred
  • Dental education/experience an asset
  • Valid driver’s license
  • Experienced working in highly competitive environment, Consumer Packaged goods,  Financial/Educational Services, Medical, and others


DATE POSTED 2019-10-01

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