Field Sales Manager - Distribution Development

VistaApex Solutions•,

2d•Remote

About The Position

VistaApex Solutions is a purpose-driven, clinician-focused healthcare platform bringing together leading dental brands, including Vista Apex, PerioProtect, and Perio Sciences. Our mission is to develop meaningful products that enhance clinicians’ treatment options and improve patient outcomes. With a value-added approach across R&D, operations, and customer experience. We empower clinicians to deliver confident, consistent, and elevated care. At our core, we operate through five foundational pillars— Product Development + Clinician Involvement, Treatment Refinement + Simplified Workflow, Expanding Innovations + Trusted Partnerships, Inspired Foresight and Quality Assured + Personal Connections —guiding our approach to innovation, collaboration, and long-term partnership. The Field Sales Manager – Distribution Development role is a quota-carrying, field-based role responsible for driving revenue growth through dental dealer and distributor partners. This position actively engages in the field with dealer sales teams to execute territory strategies, including joint sales calls, dealer sales training, product pull-through, and targeted market development initiatives. Serving as the critical link between manufacturer strategy and dealer field execution, the Distribution Field Sales Manager ensures products are effectively promoted, supported, and sold at the territory level. This role plays a key part in strengthening dealer partnerships, strategic accounts and expanding market presence while translating commercial strategy into measurable field-level results.

Requirements

7+ years of experience in dental field sales and/or channel sales
Proven success working directly with dental dealer field sales teams to drive revenue growth
Strong understanding of dealer territory structures, coverage models, and sales motion
Demonstrated ability to influence, partner, and close business through indirect sales channels
Ability and willingness to travel extensively (approximately 50–70%)
Ability to travel extensively by car and air (approximately 50–70%)
Ability to sit, stand, and walk for extended periods during customer visits, meetings, and training sessions
Ability to transport, set up, and demonstrate product materials and equipment weighing up to approximately 30 pounds
Ability to use a computer, phone, and other standard office equipment for extended periods
Ability to communicate effectively in person, by phone, and via video conferencing

Nice To Haves

Bachelor’s degree or equivalent professional experience preferred
Field sales experience within a dental manufacturing environment
Experience selling through national and regional dental dealer partners
Exposure to DSOs, group practices, and multi-location dental organizations
Hands-on experience with product demonstrations and clinical selling
Strong field execution skills with a consistent track record of deal closing
Ability to coach, influence, and enable dealer sales representatives without direct authority
Effective territory planning, account targeting, and opportunity prioritization skills
Competitive selling capabilities, including objection handling and value-based positioning
Excellent presentation, communication, and interpersonal skills
High-energy, self-directed, and results-driven with the ability to operate independently in a field-based role

Responsibilities

Carry an assigned revenue quota tied to strategic markets and distributor sales performance
Spend significant time in the field conducting training and dealer meetings
Drive product adoption and pull-through the dealer, special markets and practice levels
Support dealer sales representatives in closing opportunities through product demonstrations, clinical messaging, and objection handling via in-person and virtual engagement (email, phone, text)
Train dealer field and sales teams on product positioning, competitive differentiation, and effective selling strategies
Conduct in-person and virtual dealer sales meetings, lunch-and-learns, and ride-alongs
Reinforce consistent messaging and best-practice selling behaviors across dealer territories
Serve as the primary product and channel subject matter expert for dealer sales teams
Develop and execute territory plans in collaboration with dealer regional branches, special markets and field sales teams
Identify and prioritize high-potential accounts, including DSOs, group practices, and key influencers
Support account targeting, call cadence execution, and opportunity follow-up
Assist dealer representatives with pipeline development, deal progression, and opportunity management
Build and maintain strong working relationships with dealer sales representatives, special markets, branch managers, regional leaders, and category stakeholders
Support dealer branches through regular on-site visits and ongoing field engagement
Advocate for dealer needs internally and ensure timely responsiveness to field requests
Support dealer onboarding, activation, and compliance initiatives at the territory level
Lead and support dealer sales training initiatives as required
Lead field execution of new product launches through ride-alongs, launch blitzes, and dealer meetings
Ensure promotional programs, pricing, and incentive initiatives are clearly communicated and executed in the field
Provide real-time feedback on launch effectiveness, market response, and competitive activity
Maintain accurate pipeline, activity tracking, and forecasting in CRM
Track dealer engagement, call activity, and opportunity outcomes
Provide regular updates on territory performance, competitive threats, and customer and dealer feedback