Inside Sales Representative (North America) - 3Shape

At 3Shape, we are pioneers in digital dentistry, dedicated to transforming the dental industry with innovative solutions that improve patient care and streamline dental workflows. Our cutting-edge technology empowers dental professionals to provide superior care and enhance patient outcomes and we are committed to making a positive impact on the lives of our customers and their patients. We are seeking a dynamic and experienced Inside Sales Representative to join our team in Glendale, Arizona. In this role, you will play a crucial part in driving our mission to revolutionize dentistry. Your proven sales experience and commercial expertise will be key in promoting our products and services, building relationships with customers, and achieving sales targets.

Primary Responsibility:

The primary responsibility of the Inside Sales Representative (ISR) is to drive the sales process by developing and maturing sales opportunities through our multi-channel sales model and technical demonstrations of 3Shape TRIOS Hardware and Software solutions. The ISR team collaborates closely with the extended 3Shape team, including Customer Success Managers, commercial HQ functions, Resellers, and members of the Onboarding and Customer Support teams. The ISR engages directly with prospective customers in US and Canada and is responsible for full sales cycle management, from origination to close; including inbound and outbound prospecting, discovery, preparing and conducting online demonstrations, and developing proposals tailored to customer needs. The ISR will develop and maintain a pipeline of opportunities (in CRM) and will conduct post demo follow-up on implementation, to ensure a best-in-class customer experience. A proactive, consultative, and customer-centric mind-set, thorough organizational abilities, relationship management, and listening and discovery skills, both internally and externally is fundamental.

The ISR is expected to stay up-to date with related industry knowledge, the latest innovations by 3Shape, and will also be involved in other internal sales activities and processes, such as conducting training, attending tradeshows, events, etc.

This is an individual contributor role based out of our Glendale, Arizona office.

Reports to: Director, Inside Sales NA

Essential Job Duties:

Originate, develop, and close sales opportunities

• Inbound, outbound, cold, and warm prospecting via phone, email, social media and networking to originate new sales opportunities.
• Deep discovery of prospect’s current state, pains, and future goals and needs.
• Develop and conduct technical presentations and demos that present 3Shape solutions.
• Generate and present compelling 3Shape proposals to prospects.
• Responsible for the entire sales process from initial engagement to finalization, coordinating with all sales channels and partners.

Maintain a current sales opportunity pipeline

• Maintain a high level of productivity and engagement.
• Ensure all 3Shape proposals and relevant notes and activities are up to date in CRM.
• Conduct timely and appropriate follow-up after each prospect touchpoint, demonstrations, and for all opportunities under management.
• Define and ensure appropriate actions to drive the sales cycle and progress the sales process.
• Keep status of opportunity up to date in CRM.

Keep current on 3Shape products and services

• Stay up to date with 3shape technical dental products updates and software releases.
• Escalate improvement opportunities to process and systems to inside sales leadership.
• Develop and maintain a current understanding of the digital dentistry market.

Other Duties: The job description is not designed to cover or contain a comprehensive listing of activities, responsibilities that are required. Responsibilities, and activities may change at any time with or without notice to best meet the needs of the market and the scope of this role may change.

Ethical Conduct: Takes accountability for decisions and makes decisions that clearly adhere to industry regulations and an ethical standard

Work Location/Hours: This is a Hybrid position based out of our offices in Glendale, Arizona. At times, participation in evening reseller/partner, industry, and internal sales events, meetings, trade shows, exhibits, conventions, as well as customer or KOL meetings may be required.

Physical Demands: While performing the responsibilities of this position, the employee is regularly required to talk or hear. The employee frequently is required to use hands to handle documents, objects, tools or controls. The employee is occasionally required to stand, walk; sit, reach with hands and arms, climb or balance, and stoop, kneel, crouch or crawl. The employee will be required to travel by air, both domestically and internationally, and will physically need to be able to navigate these activities.

Travel: This position requires up to 10% travel.

Required Education and Experience:

• Bachelor’s degree in Business, Marketing, Computer Science, or other related field
• Minimum of Four (4) years of B2B sales experience in dental equipment, healthcare or technology fields
• Knowledge of sales process and methodologies
• Demonstrated relationship and rapport-building with customers and colleagues
• Proficient in utilizing MS Office and CRM software
• Able to work with, understand and embrace changes in technology
• Fluent in English (both written and verbal)

Preferred Education and Experience:

• Previous experience in the dental industry (ideally IOS or CAD/CAM).
• Understanding of Direct and Resale Channel Distribution Models
• Clinical experience in a dental office or lab
• Experience with Microsoft Dynamics CRM
• Fluent in French or Spanish is considered advantageous

Join us in shaping a company culture that makes Monday mornings worth it.

We are an exciting, visionary, and international place to work. But most of all, we are a diverse group of over 50 different nationalities who all contribute to an awesome company culture. We partake in various in-team activities. If that’s not enough, then add on:

• Medical, Dental, Eye insurance, 401K match
• Good work/life balance.
• A joint purpose: to enable dentists to provide superior dental care to every patient, every time.

Staying true to our values and DEI efforts, we encourage all relevant applicants to apply, and we ask you NOT to add any photos or sensitive information (age, marital status, nationality) during the application process.

We encourage all relevant applicants to apply. We are committed to celebrating human diversity, and we trust that the best way to reach outstanding business results, is by welcoming diverse people into our community. 

About us

3Shape started with a simple idea - to make 3D scanning better. First, we applied it to the hearing industry, then we succeeded in dentistry. Twenty years later, 3Shape has 2,000+ employees globally. With the help of dental professionals and amazing colleagues we’re creating award-winning scanning and CAD/CAM solutions to change dentistry together! Together, we contribute to a better world. Experience the everyday #lifeat3Shape across the globe on LinkedIn.