Ormco Territory Sales Manager (Remote-Milwaukee/Madison, WI)

Envista Holdings Corporation•Madison, WI

1d•$90,000 - $105,000•Remote

About The Position

The Territory Sales Manager is responsible for leading business development and acquisition activities to drive sales within an assigned territory. This role focuses on promoting Ormco's product portfolio and acting as the primary relationship builder and representative of Ormco to orthodontists and their teams. The Territory Sales Manager is accountable for total value creation within customer accounts, developing business plans and territory-specific tactics to achieve sales goals, and cultivating deep customer relationships. The position involves balancing business retention, expansion, and new account cultivation to drive revenue growth. Ormco is an industry leader in orthodontic solutions with a 60-year history of providing innovative products and solutions backed by customer service and educational support. Ormco is part of Envista Holdings Corporation, a large global dental products company.

Requirements

Bachelor’s Degree (preferred majors: Business, Marketing, Finance, Accounting)
5+ years of related industry experience, including a successful track record in customer relationship and account management in the appropriate industry segment.
Proven selling, customer relationship, and territory management skills with the ability to navigate a sales process, maintain existing relationships, and build inroads 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).
Ability to travel with 30% overnight stays in hotel.
Proven results in previous positions with top rankings year over year as compared to peers.

Nice To Haves

Strong clinical and technical knowledge, with the confidence to knowledgeably engage customers.
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.

Responsibilities

Sells Ormco products and solutions to meet and/or exceed assigned quotes and goals.
Wins, expands, and retains Ormco business within each assigned account.
Utilizes a consultative and educational sales approach to build trust and relationships with orthodontists and their teams.
Creates and utilizes sales and educational strategies to increase customer utilization and educational activity.
Influences doctors and staff to purchase and commit to using Ormco and AOA products.
Meets with assigned Orthodontists and orthodontic staff consistently to promote products, share new product information, and gather feedback.
Learns and understands customer's clinical and business practices, patient treatment philosophy, and overall care philosophy.
Conducts complete territory analysis and planning to ensure revenue goals are achieved, including block plan organization, management of aging receivables, and budget compliance.
Travels throughout the assigned territory, organizes customer meetings with established and new accounts, discovers and qualifies customer needs, and meets/exceeds expectations.
Provides timely response and resolution to customer requests (product questions, quotations, pricing, terms, educational opportunities, marketing needs).
Establishes and manages customer expectations of delivery timelines for quoted products and solutions.
Acts as the main communication conduit to each customer.
Meets with customers to define product/service needs and specifications and continuously monitors product performance and needs.
Proficiently uses sales tools, collateral, and marketing materials to position Ormco solutions.
Translates technical product information, clinical value, and efficiency gains of Ormco solutions to customers.
Maintains up-to-date and accurate sales records via Ormco's designated Customer Relationship Management tool(s).
Interfaces with marketing to quantify needs and provide intelligence on competitive products and company product enhancements.
Reviews and reports customer complaints and recommends corrective action.
Stays aware and knowledgeable of new products in the market.
Demonstrates thorough knowledge of all Ormco solutions, including value proposition and substantiating content.
Consistently works to improve personal knowledge and sales skills.
Maintains necessary reporting documents, including forecasts, pipeline, market, competitor, and strategic initiatives reports.
Responsible for all expense reporting and compliance with Ormco and Envista expense policies.
Understands and supports the company's sales policies and procedures.
Follows corporate policies regarding customer entertainment and customer relations.
Performs other duties as assigned.