Territory Sales Representative (Metro Chicago)

As a Territory Sales Representative at ZimVie, your primary responsibility is to achieve and exceed sales goals within your assigned territory, located in the Metro Chicago area. This involves developing strong relationships with existing customers and actively seeking new ones, ensuring they understand how our dental solutions can meet their needs. You'll conduct territory business planning, execute local customer programs, and ensure proper product usage to promote patient safety. In addition, collaboration with the ZimVie Solutions Team and participation in marketing initiatives are vital to drive growth.

To qualify as a Territory Sales Representative at ZimVie, candidates should possess a Bachelor’s degree, preferably in Business or Health Science. We seek individuals with a minimum of 2-3 years of demonstrable sales experience and a proven track record of achieving sales goals. Ideal candidates will have B2B sales experience in the health science sector, although it is not strictly required. Formal consultative sales training is also highly beneficial.

The Territory Sales Representative at ZimVie will experience significant travel requirements, up to 95%, predominantly by car. Depending on the territory you are assigned, local travel may involve 0% to 20% overnight stays, and some air travel may be necessary. Being comfortable with travel is key for succeeding in this role, as it plays a crucial part in building customer relationships across the assigned area.

At ZimVie, we are dedicated to professional development for our Territory Sales Representatives. You’ll benefit from a collaborative culture where you can engage with multidisciplinary teams, including Marketing and Education, to further enhance your skills and knowledge. Additionally, the use of modern sales tools like Salesforce provides valuable insights into sales activities, preparing you for strategic decision-making and personal growth within the role.

ZimVie is firmly committed to fostering diversity and inclusion across the workplace, including in its Territory Sales Representative roles. Our Equal Opportunity Employer status emphasizes that all qualified applicants will be considered for employment decisions without regard to race, gender, religion, and other statuses protected by law. We believe that diverse teams enhance our capabilities and drive innovative solutions in the life sciences industry.

When handling objections, it’s essential to listen actively to the customer's concerns and empathize with their position. Clarifying questions can help uncover underlying issues. Then, using product benefits and relevant case studies, you can provide information to counter the objections and highlight how ZimVie products meet their needs. Remember, overcoming objections is about building trust and demonstrating genuine concern for the customer's satisfaction.

To impress interviewers, structure your response using the STAR method (Situation, Task, Action, Result). Describe a challenging situation where you set a target, the specific actions you undertook to achieve it, and the results you garnered, such as a percentage increase in sales or acquisition of key accounts. Making sure you connect your experience back to how you would replicate your success at ZimVie will be impactful.

When discussing this, provide a clear narrative of the relationship dynamics. Explain the challenges the client posed and the strategies you implemented to nurture the relationship. Highlight your communication skills, patience, and how you turned that challenging client into a satisfied customer. Emphasize how understanding the client's needs and providing tailored solutions can reflect your approach for ZimVie.

Effective territory management requires careful planning and execution. Discuss your methods, such as leveraging CRM tools like Salesforce to track customer interactions and sales performance. Explain how you identify high-potential clients, schedule regular check-ins, and adapt your strategies based on data analysis. Highlighting a balance between steady engagement and flexibility to seize new opportunities will demonstrate your proactive approach.

Showing your commitment to ongoing learning is crucial. You could mention subscribing to industry journals, participating in relevant webinars, and attending trade shows or conferences to keep abreast of the latest trends. Networking with professionals on platforms like LinkedIn can also aid in gaining insights from peers. Emphasizing your proactive nature in staying updated will signal your dedication to your role at ZimVie.

Discuss personal motivations, such as achieving sales goals, contributing to improved patient outcomes, or being part of an innovative team. Relate this to ZimVie’s mission and how working for a company that focuses on restoring lives aligns with your values. This connection will show that you are not only driven by numbers but also by the positive impact that successful sales can create.

Successful Territory Sales Representatives often measure their success through various key performance indicators (KPIs) such as meeting or exceeding sales quotas, building strong relationships, and ensuring customer satisfaction. Mention any specific metrics you track and how you use them to inform your strategies. This illustrates your results-driven mindset, which is essential for roles at ZimVie.

Highlight your familiarity with CRM tools, particularly Salesforce, if applicable. Discuss how you've used these platforms to manage customer relationships, track sales activities, and analyze data to drive business decisions. Providing specific examples of how efficient use of CRM has led to better organization and results in past roles will demonstrate your competency in utilizing technology to enhance sales.

In product education, first assess the customer’s knowledge level and tailor your approach accordingly. Utilizing demonstrations, hands-on training, and sharing educational materials can be very effective. Encourage an interactive learning process to keep your customer engaged. Emphasizing the importance of proper product usage, particularly regarding patient safety within ZimVie’s offerings, can further illustrate your dedication in this area.

Researching ZimVie’s mission and product offerings is crucial. Discuss how ZimVie’s commitment to improving patient lives through cutting-edge dental solutions and a focus on innovation positions it as a leader in the industry. Mentioning ZimVie’s positive reputation and significant contribution to healthcare while aligning your values with their mission will show your genuine interest in the company.