Dental Capital Equipment Sales Specialist

Position Summary:

The Digital Solutions Specialist (DSS) works under a unified 'One Team' structure, supporting all brands across the Straumann Group. Reporting directly to the Digital Sales Director, the role expands beyond product-specific selling to a solution and workflow-based consultative model. The DSS acts as a product-neutral advisor, identifying cross-brand opportunities and driving integrated portfolio adoption. Responsibilities include partnering across CCS and Sales teams to deliver end-to-end digital workflows tailored to customer needs, ensuring strategic alignment and premium customer experience. The ideal candidate can live in Quebec City or Montreal - Candidate will need to travel to either Quebec City or Montreal (or outside their living area) every 2 weeks.

Responsibilities:

This position is responsible for, but not limited to, the following:

• Achieve or exceed sales goals in an assigned region through the effective selling and marketing of company products.


• Drive new leads, develop a strong sales pipeline, and implement strategies to increase short and long-term market penetration through engagement with the local commercial regional team.


• Follow up phone calls and/or Teams support with peers and customers.


• Co-travel with local Territory Manager team to drive opportunities in specified region.


• Product demonstrations in the specified region – live or virtual.


• Digital event execution.


• Plan sales activity based on defined sales process to ensure that region meets or exceeds assigned monthly and/or annual sales goals.


• Coaches Territory Managers on digital solutions workflows & fields qualified digital leads.


• Supports regional Territory Managers with quoting large digital solutions bundle proposals.


• Collaborate on regional team meetings with their dental team peers and host business discussions regarding Digital Workflows to advance Territory Manager knowledge on how to position with clinicians & strategic accounts (labs, DSO, GPO, Edu. And others).


• Supports the implementation of Digital Plans in the Field; product launches, key projects, product testing, etc., serving as the local expert to DTMs & customers.


• Implements digital Lab Services Strategic Projects in the Field in close collaboration with Area Lab Business Development Managers.


• Analyze customer’s digital business needs and opportunities; and plan with customer ways to increase business flow.


• Develop and maintain relationships with key influential thought leaders. Utilize these relationships to expand market share.


• Study and keep informed on company policies, new technologies, products, competitive activity, and other general information, as necessary.


• Manage assigned geographical territory within allocated expense budget.


• Working closely with the Digital Sales Director – providing recommendations for priorities, timetables and manages resources/tasks as it relates to the businesses.


• Provides weekly, monthly, and quarterly projections of revenue and units. Provides input to the development of the annual sales forecast.


• General CRM Activities: Straumann Group SAP CRM provides a platform for every field-based employee to plan and measure activities to the current customer base and prospective customers.


• Applies advanced knowledge in sales to handle complex situations or accounts, where existing methods or procedures may not apply.


• Support all Straumann Group brands under the unified CCS structure.


• Shift focus from product-only selling to solution and workflow-based consultative selling.


• Act as a product-neutral advisor to identify cross-brand opportunities and integrated portfolio solutions.


• Drive adoption of digital workflows as a strategic differentiator against competitors.


• Participate in culture-building initiatives, onboarding exercises, and other activities.


• Ensure adherence with new compensation structure and performance KPIs.


• Provide strategic business support to customers, including efficiency and revenue growth consulting.


• Other related duties as assigned.


• Frequent travel (including overnight travel) is required and will vary depending upon the specific territory.

Minimum Requirements:

• High School Diploma


• 3+ years of sales experience in high-growth corporate markets.


• Must possess a valid, unencumbered Driver’s License.

Preferred Requirements:

• Bachelor’s degree in any discipline.


• Proficient in CAD and planning software operation.


• Fluent in digital workflows like IOS, 3D printing and CAD/CAM Milling.


• Proven track record of achieving sales targets and objectives.


• Prior sales experience with Physicians as the principal point of contact.


• Effective communication skills with the ability to present and negotiate.


• Capable of working both collaboratively with team members within the region as well as independently.


• Confident in using different insights and adapts selling approach based on customers’ needs and situation.


• Maintains integrity, high ethics, and professional codes of conduct at all times.


• Able to deliver highly complex information in clear, structured, and compelling manner.


• Proficiency in consultative selling with knowledge of the Challenger technique or related method.


• Experience supporting multiple brands and integrated portfolio solutions.


• Strong consultative selling skills focused on workflows and business strategy.


• Ability to collaborate across CCS and Dental Sales teams to drive unified goals.


• Comfortable leading digital workflow programs and training to small groups of customers and peers.

Management Responsibilities:

• This position does not have any direct reports

Physical Attributes:

• Frequent travel (up to 50-70%).


• Ability to sit, stand, and operate digital tools or office equipment for extended period

Work Environment:

• Remote-based with regular travel to meet with team members and customers.

Annual base salary range: $85,000-90,000 + $50,000-60,000 commission range at plan (uncapped over plan). The final base pay for this position will vary based on geographic location and candidate experience relative to what the company reasonably anticipates for this position.