NobelProcera Lab Manager (UT, ID, MT, Eastern WA)

Envista Dentistry•Salt Lake, UT

2d•Remote

About The Position

The Nobel Procera Lab Manager represents Envista’s full suite of digital hardware, software, and consumable offerings to end-customers – private practices, Dental Service Organizations, and Dental Laboratories. The Lab Manager is an expert in end-to-end clinical workflows (from image acquisition to surgical treatment, to final restorative execution) and uses this expertise to exceed territory sales goals through solution selling. He/she forms deep end-customer relationships throughout the customer journey (pre- and post-sale) by influencing the requests of the portfolio by the clinician and the ordering of the consumables by the laboratory. Key accountabilities: Achieve and exceed sales quotas within assigned territory. Support and accelerate growth of the Nobel Biocare Procera and restorative portfolio inclusive of our digital innovations, through market penetration strategy across designated region. Develop and implement a sales plan for partner customers and competitive targets, accessing their needs and characteristics in order to grow business and increase market share. Identify and maintain regular contact with prospective customers; develop and implement creative strategies aimed at converting these prospective customers from competition to a new customer driven by digital platforms. Assess and manage sales funnel to drive quota achievement and planning accuracy. Partner with local Nobel sales teams to identify new/existing customer opportunities. Build and lead personalized, customer presentations after assessing practice needs. Develop and implement a multi-quarter sales plan that is aligned with territory and region goals. Assess and communicate territory sales trends and coordinate countermeasures where needed. Become Technical and Clinical subject matter experts of Envista digital solutions, including but not limited to: DTX Studio, 3Shape, exocad, X-Guide, IOS, 3D Printing, and Prosthetics. Study competitive and adjacent products, technologies, clinical studies, industry trends, and other general information of interest to customers. Frequent travel including some nights/weekends for contact with existing and potential customers. Schedule must follow sales plan and logical routing plan. Work trade shows / customer marketing & education events (e.g., Envista OpCo symposia). Regularly review data in CRM and other tools to identify and pursue new opportunities. Support DSO/Institutional customers with prosthetic business via Mahwah Dental Lab.

Requirements

Bachelors’ Degree highly preferred
3+ years of sales experience within a dental/medical company, or 3+ years of digitally oriented medical device sales experience (e.g. capital equipment/software, and/or prosthetic and laboratory sales)
Ability to travel at least two weeks per month (2-3 days overnight)
Valid Driver's License and acceptable driving record

Nice To Haves

Experience working with and extensive knowledge of digital workflows within dentistry, especially dental implantology highly preferred
Successful track record of prosthetics, implant, CAD/CAM sales and full arch digital workflow
Proficiency with and/or willingness to learn Microsoft Office Suite/ Microsoft Dynamics CRM
Strong verbal / written communication and interpersonal skills
Demonstrated ability to digest, to comprehend, and verbalize highly technical product and clinical information related to company and industry products
Team player who can work independently
Advanced negotiation, presentation and closing skills – strong ability to influence others
Experience with CAD/CAM dental application/materials in a sales or technical environment
Prolonged periods of sitting at a desk and working on a computer
Prolonged periods of sitting in a company vehicle between appointments/prospects
Must be able to lift 15 pounds at times
Must be able to travel

Responsibilities

Achieve and exceed sales quotas within assigned territory.
Support and accelerate growth of the Nobel Biocare Procera and restorative portfolio inclusive of our digital innovations, through market penetration strategy across designated region.
Develop and implement a sales plan for partner customers and competitive targets, accessing their needs and characteristics in order to grow business and increase market share.
Identify and maintain regular contact with prospective customers; develop and implement creative strategies aimed at converting these prospective customers from competition to a new customer driven by digital platforms.
Assess and manage sales funnel to drive quota achievement and planning accuracy.
Partner with local Nobel sales teams to identify new/existing customer opportunities.
Build and lead personalized, customer presentations after assessing practice needs.
Develop and implement a multi-quarter sales plan that is aligned with territory and region goals.
Assess and communicate territory sales trends and coordinate countermeasures where needed.
Become Technical and Clinical subject matter experts of Envista digital solutions, including but not limited to: DTX Studio, 3Shape, exocad, X-Guide, IOS, 3D Printing, and Prosthetics.
Study competitive and adjacent products, technologies, clinical studies, industry trends, and other general information of interest to customers.
Frequent travel including some nights/weekends for contact with existing and potential customers.
Schedule must follow sales plan and logical routing plan.
Work trade shows / customer marketing & education events (e.g., Envista OpCo symposia).
Regularly review data in CRM and other tools to identify and pursue new opportunities.
Support DSO/Institutional customers with prosthetic business via Mahwah Dental Lab.