Territory Sales Representative, Implants MIS

About the role

Dentsply Sirona is the world’s largest manufacturer of professional dental products and technologies, with over a century of innovation and service to the dental industry and patients worldwide. The company develops, manufactures, and markets a comprehensive solutions offering including dental and oral health products as well as other consumable medical devices under a strong portfolio of world class brands. Its products provide innovative, high-quality, and effective solutions to advance patient care and deliver better and safer dental care. Headquartered in Charlotte, North Carolina, the company’s shares are listed on NASDAQ under the symbol XRAY. The Territory Sales Representative, Implants MIS role is based in the DMV (DC, Maryland, Virginia) area and seeks a driven, commercially minded Sales Professional to accelerate growth for the Implants MIS value line, focusing on opening new doors, converting competitive accounts, growing share of wallet, expanding white space, and positioning value‑oriented implant solutions within the dental implant placement community with a focus on general practitioners.

Responsibilities

• Aggressively prospect, qualify, and convert new customers within the assigned territory, with a primary focus on untapped accounts, competitive users, and high‑potential white‑space opportunities.
• Maintain and grow current customer share of wallet wherever possible as a secondary focus.
• Build and manage a robust territory pipeline through consistent cold outreach, office visits, referrals, study clubs, local market events, and disciplined follow‑up.
• Position the Implants MIS value line as a compelling solution for practices seeking clinical reliability, practical efficiency, and strong overall value.
• Develop account‑specific conversion strategies that identify customer pain points, competitive gaps, decision criteria, and adoption barriers.
• Create and align with your direct manager on a clinical education strategy that utilizes both local and national resources and opportunities.
• Conduct product presentations, business discussions, and office demonstrations that clearly connect product value to practice growth, workflow needs, and patient treatment opportunities.
• Drive trial, adoption, and repeat utilization by creating clear next steps, securing commitments, and advancing opportunities through the sales funnel.
• Own territory growth goals, including new account acquisition, share of wallet growth, funnel progression, and revenue attainment.
• Analyze territory data, account potential, competitor presence, and market trends to prioritize time toward the highest‑value growth opportunities.
• Collaborate with marketing, education, customer service, and sales leadership to support targeted acquisition campaigns and local market activation.
• Maintain accurate CRM records, including prospecting activity, customer stage, competitive insights, conversion plans, follow‑up actions, and forecasted opportunities.

Qualifications

• High school diploma or equivalent required; bachelor’s degree preferred.
• Proven success in B2B, dental, medical device, or value‑based commercial sales; experience selling into dental implant or specialty dental environments preferred.
• Demonstrated ability to generate new business through proactive prospecting, competitive conversion, and territory pipeline development.
• Strong hunter mindset with the resilience, urgency, and self‑direction required to build demand in underpenetrated markets.
• Ability to sell value‑based solutions, differentiate against competitors, and influence customer decisions beyond price alone.
• High level of maturity and professionalism, with the confidence to engage dentists, oral surgeons, periodontists, practice owners, and office leadership.
• Excellent communication, negotiation, objection‑handling, and presentation skills.
• Proficiency with CRM systems and sales tools, including disciplined documentation of pipeline activity and next steps.
• Valid driver’s license and willingness to travel extensively within the territory to support prospecting, customer acquisition, and account conversion.

Skills

• Persistent, goal‑oriented hunter with a strong drive to create opportunities, win new customers, and exceed sales targets.
• Skilled at identifying white space, prioritizing high‑potential prospects, and developing territory plans that translate market opportunity into measurable growth.
• Strong business acumen with the ability to understand practice economics, customer motivations, competitive dynamics, and barriers to adoption.
• Compelling communicator who can clearly articulate the value of Implants MIS solutions and tailor messages to clinical and business stakeholders.
• Confident closer who asks for commitments, advances opportunities with urgency, and maintains accountability for next