Territory Manager - Prostho - Delhi, India

Scope of the Role

To drive sales growth by effectively influencing dental clinicians and Dentsply Sirona dealers, ensuring achievement of revenue and business objectives aligned with company strategy.

The role requires applying structured sales processes across diverse customer segments, analysing market trends, and developing territory business plans to maximise current and future opportunities.

Key Responsibilities

• Serve as the subject matter expert on Dentsply Sirona products and solutions.
• Plan and conduct customer meetings, product demonstrations, and training sessions, including dealer/vendor days and telesales enablement.
• Deliver professional presentations to dental care professionals and clinical audiences.
• Build and maintain strong relationships with key customers, dealers, and internal stakeholders.
• Ensure full compliance with corporate governance and regulatory standards.
• Collaborate with the Clinical Affairs team for KOL engagements, meetings, and presentations.
• Support onboarding and training of new Territory Sales Managers.
• Partner with marketing teams to execute campaigns, ensuring accurate tracking, reporting, and follow-up.
• Clearly articulate both clinical and commercial value propositions of products.
• Manage and resolve customer complaints professionally in line with company procedures.

Parameters for Success

• Consistent achievement of sales dashboard metrics and KPIs.
• Delivery of sales targets within budget, with a focus on exceeding goals.
• Development of strong key accounts built on long-term partnerships.
• Demonstrated regional growth in focus product categories.
• Strong customer-centric approach aligned with Dentsply Sirona brand values.
• Display of all required core competencies and professional behaviours.

Financial Accountability

• Achieve and exceed assigned sales budgets.
• Contribute to overall country-level financial targets and profitability.

Qualifications

• Bachelor’s degree or equivalent combination of education and experience.
• Sales experience (mandatory); dental/healthcare sales experience preferred.
• Strong commercial acumen with a track record of delivering results.
• Demonstrated ability to apply best-in-class sales techniques.
• Highly results-driven with the ability to work independently and in a team environment.

Experience

• Strong product and industry knowledge.
• Proven ability to build and manage key customer relationships.
• Highly organised, efficient, and customer-focused mindset.
• Excellent communication and presentation skills.
• Strong analytical and planning abilities, including territory management.
• Ability to interpret business data (e.g., PCDSO) to drive performance.
• Application of professional selling skills across customer interactions.

Key Skills

• Proficiency in MS Office (Word, Excel, PowerPoint, Outlook) and CRM tools.
• Strong negotiation and influencing skills.
• Excellent presentation and communication abilities across varied audiences.
• Confident, articulate, and capable of handling objections and conflict resolution.
• Strong problem-solving and decision-making skills.

Leadership Behaviours

• Champion and promote Dentsply Sirona’s vision, values, and strategy.
• Provide clear direction and goal alignment where applicable.
• Build trust and motivate teams through inclusive and informed decision-making.
• Drive a culture of high performance, innovation, and continuous improvement.
• Foster strong commercial awareness and relationship management.
• Act as a collaborative team player with peers and leadership.
• Maintain clear visibility of targets, KPIs, and performance metrics.