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Territory Sales Manager
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Cammach is currently recruiting a permanent Territory Sales Manager
Cammach is currently recruiting a permanent Territory Sales Manager on behalf of our client, a global leader in dental CBCT technology. This is a remote role, with the successful candidate ideally based in Scotland's Central Belt.
The role involves regular travel across Scotland, Ireland, Northern Ireland, and the North of England, with occasional travel throughout the wider UK as required.
ROLE
We are seeking a proactive Regional Sales Manager to drive growth across Scotland, Ireland, Northern Ireland, and the North of England, while supporting opportunities nationwide when required. The ideal candidate has 3–5 years’ field sales experience and will work closely with and report to the London-based Senior Sales Manager to expand pipeline and revenue, and to build scalable processes for sustained growth.
A core part of the role is dealer enablement: equipping distributor partners and their sales teams with product knowledge, sales training, joint field activity, and opportunity management to create a strong foundation for long-term partnerships. The role also includes capacity for direct-to-practice sales on behalf of distributors (demos, presentations, trials, and closing), particularly in Scotland, where you will establish our first dedicated regional point of contact and help assess and lay groundwork for a potential future UK regional base.
Responsibilities
Key Objectives
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- Grow revenue and market share across the territory; support national campaigns as needed.
- Build a healthy pipeline with appropriate coverage and forecast accuracy.
- Raise distributor capability through structured training, coaching, and joint visits.
- Establish a visible company presence in Scotland; extend reach into Ireland, Northern Ireland, and the North of England.
- Implement repeatable territory processes (account segmentation, QBRs, enablement plans).
Key Responsibilities
- Territory Strategy & Execution: Create and execute a territory plan that expands our customer base and extends company reach across the assigned regions.
- Dealer Management: Identify, onboard, and develop distributor partners aligned with our quality-of-service standards; deliver enablement (sales & product training), conduct QBRs, and track performance against agreed objectives.
- Direct-to-Practice services: Conduct demonstrations, presentations, and evaluations; manage opportunities end-to-end from lead to close, including tenders and procurement processes.
- Training & Adoption: Provide user/operator training to customers directly and/or on behalf of distributor partners to ensure excellent onboarding and utilisation.
- Collaboration: Support the Senior Sales Manager and work cross-functionally with Sales Operations, Marketing, and CS to deliver campaigns, events, and customer programs.
- Market Intelligence: Monitor competitive activity, gather customer insights, and feed recommendations into product, pricing, and go-to-market plans.
- Reporting & Forecasting: Maintain CRM hygiene, analyse performance data, and produce accurate forecasts and action plans.
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Requirements
Qualifications and Experience
- 3–5 years’ successful field sales experience (medical/dental devices or capital equipment preferred).
- Proven track record of meeting/exceeding targets and developing new territory.
- Experience managing distributors or channel partners, including training and joint selling.
- Strong presentation, demo, and training skills; confident with executive and clinical audiences.
- Proficiency with CRM and MS Office (Excel/PowerPoint); data-driven approach to planning.
- Full UK driving licence; willingness to travel extensively across the territory.
Nice To Have
- Knowledge of dental imaging (CBCT, panoramic, intraoral) or related clinical workflows.
- Experience launching a new region or establishing a regional base/office.
- Familiarity with the UK & Ireland dental dealer landscape.
Skills And Attitude
- Ownership and accountability; builds processes that scale.
- Consultative selling, negotiation, and relationship management.
- Clear communicator and coach; elevates distributor teams.
- Highly organised self-starter; plans meticulously and executes with urgency.
- Customer-centric mindset; high standards for training and post-sale support.
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