Note: The job is a remote job and is open to candidates in USA. Cefla is seeking an experienced Territory Sales Manager to drive sales growth and market development across an assigned Central South U.S. territory. The role owns territory strategy, dealer and customer engagement, opportunity progression, sales execution, forecasting, and cross-functional coordination within dental, veterinary, and medical capital-equipment markets.
Responsibilities
- Develop and execute annual, quarterly, and monthly territory plans aligned to assigned order-intake, revenue, gross-margin, product-mix, strategic-account, dealer and market-development objectives
- Manage the assigned territory as a business by prioritizing markets, authorized dealer partners, customers, opportunities, allocating time and travel effectively; and maintaining disciplined expense management
- Identify, qualify, develop, and close new and existing business opportunities
- Provide clear performance updates, risks, recovery actions, decisions needed, and resource requirements to sales leadership and keep territory action plans current
- Maintain accurate customer, opportunity, pipeline, and forecasting information within company-designated systems
- Develop strong relationships with authorized dealer leadership, branch managers, equipment specialists, territory representatives, and other channel partners
- Create dealer and market-development plans designed to increase product awareness, customer engagement, and sales activity
- Conduct joint customer calls and support dealer meetings, product education, local events, and approved incentive programs
- Identify opportunities to expand or reactivate dealer and branch engagement within the assigned territory
- Partner with dealers to develop qualified customer opportunities while supporting the company’s channel strategy
- Develop opportunities with dental practices, veterinary practices, specialty medical organizations, group practices, DSOs, institutional customers, government organizations, and other approved accounts
- Conduct effective discovery to understand customer workflow, technology, service, implementation, and financial needs
- Recommend appropriate solutions based on customer requirements and available product offerings
- Develop strong customer relationships throughout the sales process and remain the primary commercial point of contact
- Coordinate accurate quotes, commercial documentation, order information in accordance with company pricing and approval policies
- Collaborate with internal teams to support a smooth transition from sale through order fulfillment, installation, training, and initial customer adoption
- Maintain proactive launches, trade shows, dealer events, webinars, promotions, and other approved market-development initiatives
- Provide timely customer, win/loss, and market feedback to Sales, Product, and Marketing leadership
- Participate in sales meetings, business reviews, training, forecast and demand reviews, and cross-functional action plans; communicate decisions, risks, owners, dates, and follow-up clearly and on time
- Partner constructively with Customer Service / Sales Administration, Technical Services, Product Specialists, Marketing, Logistics, Finance, Demand Planning, QA/RA and global Product teams while respecting functional decision rights
- Represent Cefla professionally and consistently and support onboarding or peer mentoring when assigned, without implying formal people-management authority
Skills
- Five or more years of successful field sales experience in dental, veterinary or medical capital equipment, digital technology, software-enabled equipment or a closely related B2B environment, including experience selling in partnership with distributors or dealers
- Demonstrated ability to achieve sales objectives, manage a complex multi-state territory, develop channel relationships and progress multi-stakeholder capital-equipment opportunities
- Bachelor's degree or an equivalent combination of relevant education and directly applicable experience, subject to HR approval
- Strong business, financial and analytical judgment, including pipeline management, forecasting, pricing discipline, territory planning and demand-planning support
- Technical aptitude and the ability to learn and accurately communicate equipment, software, workflow, installation, and service
- Excellent presentation, negotiation, written communication, interpersonal and follow-through skills
- Ability to work independently, make sound decisions within authority, manage concurrent priorities and collaborate across functions and time zones
- Proficiency with standard business applications and the ability to use company-designated CRM, forecasting, collaboration, demand-planning and escalation systems
- Valid driver's license
- Authorization to work in the United States
- This is a remote, field-based position requiring frequent travel throughout the Southeast U.S. territory. Travel may reach approximately 75% during peak business seasons and may include overnight, national, and occasional international
- Regularly sit, stand, walk, and move throughout customer, dealer, trade-show, and other business environments
- Frequently enter and exit automobiles and travel by commercial aircraft
- Navigate airports, customer facilities, trade shows, and other field locations while carrying normal business and sales materials
- Lift, carry, move, and transport sales, demonstration, or related equipment weighing up to 50 pounds, with or without reasonable accommodation
- Perform the physical activities associated with frequent field travel rather than working exclusively in a sedentary office environment
- Experience with dental imaging, CBCT/2D systems, intraoral sensors, imaging software/digital workflow, treatment centers, sterilization or related dental, veterinary or specialty-medical equipment
- Established relationships within major dental dealer networks, equipment-specialist communities, group practices, DSOs, institutional or government accounts
- Experience with product launches, strategic-account pricing, dealer incentives, qualified demonstrations, training coordination and order-to-install execution
- Experience using CRM and forecast data to support Demand Collection, inventory/supply discussions and executive business reviews
Benefits
- Remote, field-based position
- Occasional international travel
Company Overview