Lab Area Sales Director - Canada
13. Feb 2019
Place of work
Toronto, Montreal - Canada
Manager with direct report
Yes, above 25%
Straumann partners with passionate people who fit in with the agile dynamics of our size-for-success company. People at Straumann appreciate the opportunity to shape the future and create impact. Encouraging leadership and inspiring ideas from our people have guided us through our proud history of pioneering innovations.
The Area Sales Director is responsible for all aspects of the Sales function and business development in
an assigned geographic Area; including achievement of sales targets, training, customer development,
education events, coaching the Territory Managers, implementation of the sales systems and metrics
provided by management, and providing relevant market information to Senior Management.
This position is responsible for, but not limited to, the following:
Develops sales strategies to maximize sales revenue and meet established business targets
within Geographic Area.
Directs LTMs and to achieve individual and region sales goals, and KPIs for Lab Business
Coaches LTMs to enhance their skills through Challenger and Negotiation to ensure success.
Trains, coaches and mentors TMs to develop superior territory management, product knowledge,
industry knowledge, selling skills, and sales success.
Collaborates effectively with other businesses to maximize cross selling opportunities.
Collaborates with Education to ensure adequate training of staff and appropriate customer
Oversees, manages ProArch (Edentulous business) strategy in collaboration with other Dental
RSDs and Director of Edentulous business North America.
Enhances Straumann’s reputation in the dental lab business and leads TM’s to build our brand.
Oversees, manages and directs all educational events in the designated area to leverage the
business and market potential of the Laboratory franchise, while continuing to include all
Straumann solutions whenever possible.
Implements Straumann’s Sales Systems, including CRM and other performance metrics.
Manages expense and discount budgets to established guidelines.
Provides relevant market information to Senior Management.
General CRM Activities:
o Straumann SAP CRM provides a platform for every field based employee to plan and
measure activities to the current customer base and prospective customers. The data
input provides guidance for business strategies to report trends, customer needs and
identify Sales, Marketing and Education opportunities. All employees with customer
facing interactions are required to log quality activities with every Straumann customer
Bachelor’s degree required, MBA preferred.
Minimum 5 years of sales experience; 2-3 prior sales management experience preferred.
Medical device B2B industry experience strongly preferred.
Prior sales experience with Laboratory owners or medical professionals as the principal point of
Prior experience as a Field Sales Trainer preferred.
Dental Laboratory industry and CDT background would be an asset.
Dental prosthetics knowledge and experience and good understanding of our Technician
Demonstrated leadership ability and experience.
Good team building skills.
Strong organization and planning skills.
Strong analytical skills and business planning skills.
Proven track record of attaining sales goals and managing key accounts.
Excellent written and verbal skills.
Experience acquiring new customers and maintaining and deepening existing customer
Proven capability with Microsoft Office applications (PowerPoint, Excel, Word, etc.)