Field Sales Manager, Alliedstar in Andover, Massachusetts at Straumann Group

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The Field Sales Manager will be responsible for driving revenue growth, dealer performance, and market expansion for Alliedstar intraoral scanners and digital dentistry solutions across the United States and Canada. This is a quota-carrying, individual contributor role with full accountability for dealer wholesale buy-in, field-level sell-out performance, pipeline development, and long-term partner success.

The Field Sales Manager will own assigned dealer relationships while also identifying, qualifying, recruiting, and onboarding new dealer partners aligned with Alliedstar’s North America commercial strategy. This includes leading commercial discussions, developing dealer-specific growth plans, supporting distribution agreement execution, and ensuring dealer partners are equipped to successfully represent, sell, and support Alliedstar solutions.

This role requires the ability to operate from dealer C-suite leadership through field sales teams — “C-suite to street” — while also engaging directly with dental professionals, labs, DSOs, KOLs, and other key market influencers. The Field Sales Manager serves as a critical link between Alliedstar corporate leadership, dealer partners, and the dental market to maximize revenue, adoption, brand visibility, and customer success.

The Field Sales Manager will be required to travel frequently across the United States and Canada, estimated at 50%–80%.

Key Responsibilities:

Sales, Revenue & Quota Ownership

• Achieve assigned revenue, unit sales, and dealer performance targets across the United States and Canada.
• Drive both dealer wholesale buy-in and sustained field-level sell-out.
• Own territory and dealer pipeline development, opportunity progression, forecasting accuracy, and conversion performance.
• Maintain disciplined CRM usage, including accurate account plans, opportunities, activities, forecasts, and competitive intelligence.
• Track, analyze, and report sales performance against assigned KPIs, including revenue, units, dealer activity, demos, close rates, and sell-through results.
• Develop and execute territory and dealer-specific business plans to drive predictable growth.

Dealer Relationship Ownership — C-Suite to Street

• Serve as the primary commercial owner for assigned dealer partners.
• Build and maintain executive-level relationships with dealer leadership, sales managers, technology teams, and field representatives.
• Align dealer partners around revenue goals, product positioning, sales execution, training expectations, and field activity.
• Hold dealers accountable for agreed-upon performance metrics, quarterly goals, and commercial commitments.
• Identify gaps in dealer execution and proactively implement corrective action plans.
• Ensure Alliedstar receives appropriate mindshare, visibility, and representation within dealer sales organizations.

New Dealer Identification & Partner Development

• Identify, evaluate, and recruit new dealer partners aligned with Alliedstar’s commercial strategy.
• Assess prospective partners based on market reach, sales capability, customer base, technical competency, financial readiness, and ability to execute both buy-in and sell-out.
• Lead commercial discussions with prospective dealers, including business opportunity, pricing structure, expectations, territory alignment, and growth plans.
• Collaborate with internal stakeholders on distribution agreements, onboarding, account setup, and launch planning.
• Oversee onboarding and ramp-up of new dealers to ensure early activity, pipeline creation, product competency, and sales traction.

Dealer Enablement & Performance Management

• Conduct ride-alongs, joint sales calls, dealer rep training, in-office demonstrations, and regional selling activities.
• Train dealer teams on Alliedstar products, digital workflows, competitive positioning, pricing, promotions, and clinical use cases.
• Equip dealer reps to confidently position Alliedstar scanners against competitive intraoral scanner solutions.
• Support dealer events, study clubs, technology nights, trade shows, and local market development programs.
• Reinforce consistent messaging, sales process discipline, and solution-based selling across dealer teams.

Customer Engagement & Market Development

• Deliver professional on-site demonstrations and presentations to dentists, specialists, dental labs, DSOs, universities, and other strategic accounts.
• Support end-user sales opportunities in partnership with dealer representatives.
• Build relationships with KOLs, clinicians, labs, and market influencers to support adoption and brand credibility.
• Identify market trends, competitive activity, customer needs, workflow gaps, and new commercial opportunities.
• Represent Alliedstar at regional and national industry meetings, dealer events, and trade shows.

Cross-Functional Collaboration & Strategic Input

• Collaborate with marketing, clinical education, technical support, operations, legal, finance, and leadership teams to support dealer and customer success.
• Serve as the voice of the dealer and customer, providing field insight on pricing, product needs, competitive dynamics, training gaps, and market opportunities.
• Partner with internal teams to resolve commercial, operational, support, or customer experience issues.
• Contribute to ongoing improvements in dealer programs, sales tools, launch execution, and go-to-market strategy.

Pricing, Reporting & Executive Communication

• Support execution of approved pricing strategies, promotions, dealer programs, and commercial initiatives.
• Prepare clear, accurate reports and updates for leadership on sales performance, dealer activity, pipeline, risks, opportunities, and market feedback.
• Provide professional executive-level communication, including account updates, dealer business reviews, and performance summaries.
• Ensure commercial decisions are aligned with company strategy, profitability expectations, and long-term partner success.

Minimum Qualifications:

• Bachelor’s degree OR 4+ years field sales experience
• 5+ years of recent sales experience in dental technology

• 5+ years of recent sales experience in dental technology, dental technology equipment, or digital dentistry

• Must possess a valid, unencumbered Driver’s License

Preferred Qualifications:

• Bachelor’s degree in business, sales, marketing, dental hygiene, healthcare, or a related field
• 2+ years of recent experience selling intraoral scanners, CAD/CAM systems, dental imaging, or digital dentistry solutions
• Existing network of dental distribution partners, dealer executives, dental technology reps, equipment specialists, labs, DSOs, and/or key clinical influencers
• Experience managing dealer relationships from executive leadership through field sales execution
• Demonstrated ability to recruit, onboard, train, and grow dealer partners
• Strong competitive knowledge of the intraoral scanner market and digital dentistry landscape
• Experience with CRM systems, sales forecasting, territory planning, and pipeline management
• Ability to deliver compelling product demonstrations and workflow-based presentations
• Comfortable operating in a high-growth, entrepreneurial, and performance-driven environment
• Strong communication, presentation, negotiation, and relationship-building skills
• High level of self-motivation, organization, accountability, and field execution discipline
• Proven track record of achieving or exceeding sales targets

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

Employment Type: Full Time

Alternative Locations: United States : Alabama || United States : Arizona || United States : Arkansas || United States : California || United States : Colorado || United States : Connecticut || United States : Delaware || United States : District of Columbia || United States : Florida || United States : Georgia || United States : Idaho || United States : Illinois || United States : Indiana || United States : Iowa || United States : Kansas || United States : Kentucky || United States : Louisiana || United States : Maine || United States : Maryland || United States : Massachusetts || United States : Michigan || United States : Minnesota || United States : Mississippi || United States : Missouri || United States : Montana || United States : Nebraska || United States : Nevada || United States : New Hampshire || United States : New Jersey || United States : New Mexico || United States : New York || United States : North Carolina || United States : North Dakota || United States : Ohio || United States : Oklahoma || United States : Oregon || United States : Pennsylvania || United States : Rhode Island || United States : South Carolina || United States : South Dakota || United States : Tennessee || United States : Texas || United States : Utah || United States : Vermont || United States : Virginia || United States : Washington || United States : Washington (DC) || United States : West Virginia || United States : Wisconsin || United States : Wyoming

Travel Percentage: 0 - 80%

Requisition ID: 20952

Base salary: $100,000 - 120,000/Annually, commission potential up to 40% of base salary (100% on target achievement). The final pay for this position will vary based on geographic location and candidate experience relative to what the company reasonably anticipates for this position. Vehicle reimbursement plus mileage is also provided.

Whether you’re looking to build your career, improve your health, or brighten your SMILE, we offer generous benefits to help you achieve your goals.

• Very Competitive total compensation plans (some positions include discretionary performance bonuses or Performance Share Units).

• A 401(K) plan to help you plan for your future with an employer match

• Great health, dental and vision insurance packages to fit your needs to ensure you’re happy and healthy. Straumann contributes a healthy portion towards employees’ premium.

• Generous PTO allowance - plenty of time to recharge those batteries!

Please understand that we do not need external support by recruiting agencies and consultants to fill this vacancy. Thank you for respecting this.

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