Job Description:

The Nobel Biocare Institutional Representative’s primary function is to develop and implement the core strategies and tactics to drive training and sales performance across Special Markets specifically within Institutions (Universities, Government, VA Medical Centers, Uniformed Services, CHC and teaching hospitals) within their assigned geographic area. The Institutional Representative will be responsible for securing and maintaining dental agreements, bids, influencing product selection choices and increasing market penetration of all cross-platform products and services. The Institutional Representative will be held accountable for achieving business objectives such as, conversion of competitive business, increased portfolio penetration and forecast attainment goals in accordance with all Healthcare Compliance guidelines. A large part of the sales goals and growth is met through training and hands on courses with both predoc and post doc residents.

A successful Institutional Representative will cultivate strategic partnerships with Department Chairs, Faculty and their respective dental clinics. Teaching Hospitals you must be an expert the Chief and residents can rely upon.  Understanding the clinical, economic and business needs and aligning platform-wide resources across the dental platform to ensure access within each account and to drive demand. The Institutional Representative is expected to collaborate internally and externally with all stakeholders including: Executives in senior leadership positions, sales management, marketing, product management, customer care and clinical affairs. 

Primary Duties & Responsibilities:

• Grow annual sales revenue within their geographic area / territory and achieve assigned forecast.
• Identify new INST accounts and/or new opportunities within existing Special Markets accounts to drive category expansion, and revenue growth.
• Anticipate and respond to bids.
• Responsible for supporting and often negotiating new agreements; manage existing agreements including contract renewals. 
• Work collaboratively with all platform Directors, Operating Company (OpCo)/Business Unit (BU) Regional Managers and all Territory Sales Representatives to establish local initiatives to protect and grow existing Special Market business.
• Proactively foster relationships to partner with key executive, economic and clinical decision makers across assigned Special Markets accounts.
• Be knowledgeable about the current dental platform product portfolio and be able to train large groups. Influence thought leaders within your customer accounts and work to understand the infrastructure and culture. Understand the customer requirements and seek ways to strategically grow the business. 
• Be able to speak to and assist in managing gift in kind
• Effectively create and lead comprehensive customer business reviews in order to meet customer requirements.
• Serve as Primary Point of Contact for assigned Special Markets Accounts Lead and direct all account team activities.
• Coordinate T&E events and hands on within multiple clinics and accounts
• Must be able to speak to curriculum and help customers supplement educational material and courses.
• Host resident nights and educational events for predoc and post doc residents

The Institutional Representative position requires an individual that can manage several projects or requests at the same time with strong attention to detail throughout. This role requires an individual that can complete requests, orders, etc. in a timely manner; also, will follow up as needed or promised to support internal and external clients. The Institutional Representative must be comfortable navigating and leveraging key people across the business to get work completed. The Institutional Representative must be adept at managing up for support when needed and identifying opportunities for robust and repeatable processes to implement when appropriate.

Travel/Location:

• Laptop, Phone, and company car provided. 
• All business expenses will be reimbursed.
• Geographic Region includes:  Boston area and Brooklyn
• The ideal candidate should be based out of the Boston or surrounding area
• Travel: Approximately: 15% + overnight travel depending on location.

Job Requirements:

Education and/or Experience:

• Bachelor’s Degree or equivalent education/and or experience
• 3+ years of dental implant experience highly preferred
• At least one year of experience calling on Institutions.
• Exceptional oral and written communication skills.
• A valid driver’s license with acceptable driving record.

Required Competencies:

• Leading and Influencing:  Lead, influence, persuade, and negotiate with others (externally and internally) with or without direct authority or formalized structure.
• Stakeholder Management:  Understand the expectations, future needs, and motivations of external and internal stakeholders to build mutually beneficial collaborative relationships and build the next generation of Nobel advocates
• Analysis: Understand, analyze, interpret, and synthesize qualitative and quantitative data from a variety of sources.
• Business and Financial Acumen:  Apply an understanding of the entire platform portfolio of products, services, and value-added solutions to assess business strengths and weaknesses and make strategic decisions.
• Negotiating/Contracting:  The ability to negotiate and apply an understanding of contracting processes (for example, commercial contracts, work orders, service level agreements, vendor agreements) to develop innovative, scalable and compliant contracting strategies.
• Communication and Presentation:  Clearly and appropriately convey and present information and ideas in an effective and impactful manner through a variety of approaches.
• Special Markets Environment Acumen:  Understand and interpret the evolving dental Special Markets environment, including state to state policies and grant process. This includes the ability to shape short and long-term commercial strategy by understanding the local goals and needs of the customer, service providers and all key decision makers.
• Manages Complexity and Change:  The ability to manage complexity and make timely, sound judgments in uncertain and dynamic environments.

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Target Market Salary Range:

Actual compensation packages take into account a wide range of factors that are unique to each candidate, including but not limited to geographic location; skill sets; relevant education and certifications; depth of experience; performance; and other business and organizational needs. The disclosed reasonable estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.  At Envista, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. The total compensation package for this position may also include an annual performance bonus, medical/dental/vision benefits, 401K match, and/or other applicable compensation plans.

$83,700 – $125,600

Operating Company:

Nobel Biocare

Envista and all Envista Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available at: http://www.dol.gov/ofccp/regs/ compliance/posters/pdf/eeopost.pdf.

Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate.  Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes.  An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening.  Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.