Territory Sales Manager (Richmond, VA)

Job Description:

JOB SUMMARY:

The Territory Sales Manager is responsible for leading the business development/acquisition activities to drive sales within assigned territory and to uncover ways to pull through sales of core products amongst Ormco products and solutions portfolio. The Territory Sales Manager will be the primary relationship builder and face of Ormco to the customer- the Orthodontist and his/her professional and clinical team. The Territory Sales Manager will be responsible for the total value creation for the account relationship. 

The Territory Sales Manager will develop business plans and territory specific tactics to achieve monthly, quarterly, and annual sales plans; along with developing and maintaining deep relationships at each account. He/she will balance business retention, business expansion and new account cultivation to drive revenue growth. 

Be Part of: The industry leader in orthodontic solutions- world-class products that bring value to the clinical, technical, financial needs of our orthodontic practice.   Ormco’s 60 years of distinguished history in providing the orthodontic profession with a breadth of high quality, innovative products and solutions backed by attentive customer service and educational support.

Ormco is one of three operating companies of Envista Holdings Corporation, an independent, public company, with Danaher heritage.  Envista Holdings Corporation is one of the largest global dental products companies, with a differentiated portfolio including dental implants, orthodontics, and digital imaging technologies.

PRIMARY DUTIES & ESSENTIAL RESPONSIBILITIES:

• The Territory Sales Manager sells Ormco products and solutions in the amounts required to meet and/or exceed assigned quotes and goals.

• Primary goal is to win, expand and retain Ormco business within each assigned account.

• Utilizes a consultative sales approach to build trust and relationships with the customer, which will influence the business relationship with the Orthodontist and his/her professional and clinical team. 

• Utilizes an educational approach to influence doctors and staff to purchase and utilize Ormco’s digital product portfolio.

• Creates and utilizes sales and educational strategies, aids, and approaches, to increase customer utilization and educational activity in their territory.

• Influence doctor and staff to purchase and commit to using Ormco and AOA products. 

• Meets with assigned group of Orthodontists and orthodontic staff on a consistent basis to promote products and services, relate new product information and receive feedback on the company's products and services.

• Learns and understand the customer’s clinical and business practices, along with patient treatment philosophy and overall care philosophy.

• Responsible for complete territory analysis and planning to ensure revenue goals are achieved. This would include block plan organization, management of aging receivables, and budget compliance.

• Travels throughout assigned territory and organizes customer meetings with established and new accounts.  Discovering and qualifying customer needs and requirements and meeting and/or exceeding their expectations.

• Provides timely response and resolution to customers' requests, such as: product questions, product quotation, product pricing, terms and conditions, educational opportunities, marketing needs, etc.

• Establishes and manages customers’ expectations of delivery timelines for quoted products and solutions.

• The Territory Sales Manager is the main communication conduit to each customer.

• Meets with customers to define product/service needs and specifications. Continuously works with customers to monitor product performance and needs.

• Proficient use of sales tools, collateral, and marketing materials to best position the most suitable Ormco solution for the account needs.

• Lead translator of technical product information, clinical value, and efficiency gains via the Ormco solutions to customers.

• Maintains up-to-date and accurate sales records via Ormco designated Customer Relation Management tool(s). Interfaces with marketing to quantify needs and to provide intelligence to management on competitive products and Company product enhancements.

• Reviews and reports complaints received from customers and recommends corrective action to the Regional Sales Manager and/or Marketing Manager through established reporting guidelines.

• Be aware and knowledgeable of new products in the market

• Demonstrate thorough knowledge of all Ormco solutions- include value proposition and content to substantiate the value proposition for your customers specific needs.

• Consistently works to improve personal knowledge and sales skills to add greater value to all Ormco customers, potential customers, the Territory Sales Manager’s team, and to Ormco.

• Maintaining the necessary reporting documents, including forecasts, pipeline, market, competitor, and strategic initiatives reports that provide adherence to Ormco leadership and Regional Management leadership requirements.

• Responsible for all expense reporting and is compliant with all Ormco and Envista expense policies.

• Understands and supports the company's sales policies and procedures to provide proper and effective treatment to all the company's customers.

• Follows corporate policies regarding customer entertainment and customer relations.

• Other duties may be assigned as needed to duties not listed here.  Any special instructions required will be issued at the time of assignment.

TERRITORY:

• Geography covers all of Virginia (except Metro DC).

• The ideal candidate will live in Richmond, Virginia.

• Car allowance and mileage reimbursement through Motus

Job Requirements:

REQUIRED QUALIFICATIONS:

• Bachelor's degree required.

• 3-5 plus years of B2B sales experience, which includes a successful track record in customer relationship and account management in the appropriate industry segment.

• Ability to travel 3-5 days overnight per month

PREFERRED QUALIFICATIONS:

• Proven selling and customer relationship and territory management skills with the ability to navigate a sales process, maintaining existing relationships, and building in-roads into new/competitive accounts.

• Ability to effectively manage assigned accounts in terms of driving utilization, customer relationship management, problem resolution, and business and territory planning.

• Proven effective verbal, computer, written and presentation/communication skills.

• Demonstrated ability of critical and agile thinking.

• Proficient in Microsoft Office Suite, CRM (SF.com or Dynamics).

• Strong clinical and technical knowledge, with the confidence to knowledgably engage customers, preferred.

• Professional presence that influences desired results with both external and internal stakeholders.

• Strong emotional intelligence.

• Self-starter, self-motivator.

• Driven by professional ownership of their franchise and its success.

• Ability to quickly adapt and respond to job, environmental, and industry changes.

• Candidate should possess a high achievement drive and new business hunting skillsets.

COMPENSATION:

• The target OTE ranges from $160,000-$180,000 inclusive of variable incentive compensation.

#LI-RJ1

SAL123

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.

$90,000 - $105,000

Operating Company:

Ormco

Ormco is a global leader and innovator of high-quality orthodontic products and solutions, including brackets and wires. For more than 60 years, our team has partnered with the orthodontic community to help create over 20 million smiles in more than 140 countries. We build trusted relationships. Each one is rooted in respect and understanding. We take that approach when we help orthodontists achieve their clinical and practice management objectives. We take the same approach when we help our team bring their personal best to work each day, ready to make a difference and reach their full potential.

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.