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Territory Sales Manager – Great Lakes Region

VITA North America is seeking an experienced Territory Sales Manager for our Great Lakes Region (IL, MN, WI, MI, MO, IA, IN) to join our team. VITA North America is an innovator in dental products and materials with a philosophy of attracting and hiring forward thinking talent. Our team spans across North America to provide a consistent set of shared core values that create a rewarding and highly satisfying work environment. As a member of the Vita North America team, we offer the opportunity to become an integral component that is making positive contributions to the success of both our customers and our company. The name VITA Zahnfabrik is known worldwide for top-quality products and consistent, competent outcome because our people lead the way. Territory Sales Managers, under the direction of the US Sales Manager, and within corporate guidelines, sells VITA products and services in the field within an assigned sales territory to the end user/customer (Dentists, Denturists, Dental Laboratories) with the goal of achieving an assigned sales quota. Sales generated from these efforts are both direct, and through dealer partners. Additional duties include management of territory, customer relations data, fiscal responsibility, educational and sales events, and occasional travel to key customers and events, working with assigned Inside Sales Representative, as well as other duties as assigned. RESPONSIBILITIES<ul><li>Manage an assigned sales territory with full ownership of achieving or exceeding monthly, quarterly, and annual revenue goals through in‑person customer visits, phone and email outreach, and the promotion and delivery of in‑office and off‑site educational programs.</li><li>Analyze territory performance by monitoring customer relationships, retention trends, new business development, product usage gaps, and overall growth opportunities.</li><li>Drive attendance and engagement for VITA educational programs by identifying qualified prospects and partnering with the Marketing & Events team to plan and execute a set number of events each year.</li><li>Gather and communicate competitive insights, including market trends and new opportunities, to support marketing initiatives and sales strategy.</li><li>Collaborate effectively with Inside Sales and Customer Service to jointly support territory growth, customer satisfaction, and revenue generation.</li><li>Assess customer needs and potential, aligning opportunities with the VITA product portfolio and managing leads through the full sales cycle—from initial qualification to conversion.</li><li>Maintain accurate and timely data in the CRM (Mapline) and manage all sales opportunities through the Opportunity Funnel.</li><li>Utilize sales and budget reports along with CRM tools to track performance, guide decision‑making, and support sales planning.</li></ul> QUALIFICATIONS AND SKILLS REQUIRED<ul><li>Industry Expertise: Minimum 2+ years of experience in dental sales, dental lab management/sales, or clinical dentistry (e.g., dental assistant, hygienist).</li><li>Technical Knowledge: Strong understanding of dental materials (ceramics, alloys, zirconia), dental laboratory technology and restorative dentistry.</li><li>Digital Proficiency: Familiarity with digital dentistry, CAD/CAM systems, 3D printing, and intraoral scanners is highly preferred.</li><li>Sales Acumen: Proven experience in B2B sales, managing a territory, and closing, with strong negotiation skills.</li><li>Education: Bachelor’s degree in business, marketing, or a related field (or equivalent practical dental industry experience).</li><li>Requirements: Valid driver's license and ability to travel frequently to dental offices.</li><li>Excellent verbal, written, and communications skills.</li><li>Must be results-oriented, assertive, and a self-starter who thrives in goal-oriented sales environment.</li><li>Must be able to manage time effectively, while maintaining and growing business relationships. The job requires knowledge of basic math and percentages to write price quotes, total orders, and apply discounts.</li><li>Possess a working knowledge of MS Office Suite (Word, Excel, Outlook and PPT), CRM, and ERP applications. Familiarity with FDA 21 CFR, Part 820, Quality System Regulation.</li></ul> TRAVEL<ul><li>Requires up to 90% automobile/airline travel within assigned territory and up to 20% national or international travel for trade shows and educational programs.</li></ul> VITA North America is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

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