The primary role of the Territory Manager, Practice Development is to increase production from co-treatment patients identified by general dentists and other dental practitioners by increasing the network of participating practitioners in the territory, and by developing practitioners to increase the volume of co-treatment patients. The Territory Manager, Practice Development must identify target practitioners, plan persuasive approaches and pitches, onboard new practitioners and their staff, and facilitate their training and development to optimize/increase case identification and initiation of co-treatment with ClearChoice, and foster ongoing relationships with participating practitioners. Candidates should possess strong relationships with dental practitioners in the territory, have strong sales and relationship skills, and a thorough knowledge of the local market.
- Leverage existing network and relationships to facilitate introduction of the ClearChoice practice development program to dental practitioners in the territory
- Prospect for new practitioners by networking, cold calling, advertising or other means of generating interest from potential clients, develop a robust pipeline of potential co-treatment partners.
- Conduct meetings with decision makers in potential co-treatment practices, facilitate education on the ClearChoice practice development program, ClearChoice values, methods of operation, treatment philosophy, and the co-treatment model
- Negotiate and execute professional services agreements with co-treatment practitioners
- Foster training, development, and onboarding of co-treatment practices to facilitate continued partnership
- Work with team to develop proposals that speaks to the partner’s needs, concerns, and objectives
- Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion
- Develop, maintain, and enhance relationships with participating practices by providing training, service, and support
- Attend and present at local and regional events (such as study clubs) to educate the dental community on the co-treatment program
- Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends
- Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels
- Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
- Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators
- Submit weekly progress reports, ensure that data is accurately entered and managed within the company’s CRM system
- Achieve sales targets as set by management
- A bachelor’s degree with a business concentration is preferred
- Must have five to seven years of experience in a sales.
- Dental and/or medical industry sales experience required
- Existing relationships with general dentists, other dental practitioners and staff in target market
- Must demonstrate outstanding leadership, communication and interpersonal skills
- Must demonstrate strength in sales and business development strategies and methodologies, strategic planning and execution
- Strong oral and written communication skills, excellent analytical, strong business judgment, and high level of initiative are all required
- Demonstrated ability to articulate logical and persuasive arguments across an organization
- Demonstrated ability to respond effectively to multiple conflicting priorities, continuously prioritize and reprioritize deliverables and to respond to unexpected changes
Other Skills and Qualifications
Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, and Google.