Territory Sales Manager

Company Overview
We are a global business leading the market with Australian‑made and owned dental restorative products, teeth whitening and small equipment. Founded in 1972, SDI products are distributed in over 100 countries. The head office and manufacturing plant are located in Melbourne, with overseas branch offices and warehousing in the USA, Brazil and Germany.

Key Responsibilities

Achieve or exceed monthly, quarterly, and yearly sales targets.

Achieve or exceed 40 face‑to‑face calls per week.

Create a 90‑day plan in consultation with manager.

Deal with dental offices:

Make warm or cold calls to promote SDI and SDI products to dentists, hygienists, practice managers and other dental office staff.

Give sales presentations and demonstrations to promote the benefits of using SDI products.

Train distributor sales representatives to sell SDI products to their customers.

Co‑travel with distributor sales representatives to dental clinics, dental schools, universities and government hospitals.

Visit corporate accounts and multi‑practice accounts to educate, promote and sell SDI products.

Follow company marketing and promotional plans and suggest additional marketing activities for the territory.

Efficiently manage territory using Salesforce.com CRM by entering sales call details after each call; use mapping function to create the most efficient daily call plan to maximise the number of calls made.

Attend trade shows, sales meetings and dental events both within and outside the territory.

Manage company personal expenses.

Recommend improvements and opportunities within the territory.

Key Relationships (Internal and External)

SDI sales team, Sales Managers, Customer Service Team

Dental office teams

Distributor sales and marketing teams

Key Opinion Leaders; lecturers; influencers

Marketing Brand Managers

Dental School Staff: Researchers, Directors, Purchasing

Dental Study Clubs

Job Environment

The role is field‑based sales within an assigned geographic territory with home office requirements.

Working hours include weekdays and weekends during certain events (e.g., Tradeshows, CPD programs).

Local, interstate and international travel as required.

Ability to travel overnight up to 50% of the time.

Essential Qualifications and Experience

Either dental or sales experience preferred.

College, Bachelor degree or tertiary education qualification in Hygiene, Therapy or Dentistry highly favourable.

A sales professional with proven ability to meet sales targets in the dental industry, particularly with dental restorative experience.

A sound understanding of the sales process.

Established network within the dental industry exhibiting maintained ongoing relationships with dental professionals.

A current Florida driver’s license is required.

Essential Skills, Knowledge and Attributes
Personal Qualities

High level of self‑motivation and positive mental attitude.

Determination to succeed.

Ability to work with a diverse range of people.

Knowledge and Skills

Exceptional territory planning and organisational skills.

Problem‑solving ability.

Strong negotiating and communication skills.

Computer literate – Microsoft Office, Excel, PowerPoint, Salesforce.com CRM.

Desired Skills and Experience
Meeting or exceeding sales targets within the territory with a focus on achieving hero product targets.

Aligning sales objectives with SDI's strategic priorities.

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