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

Envista Dentistry•Milwaukee, WI

8d•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 increasing sales of core Ormco products and solutions. The Territory Sales Manager will be the primary point of contact and relationship builder for Ormco with orthodontists and their professional and clinical teams, responsible for total value creation for the account relationship. The role involves developing business plans and territory-specific tactics to achieve sales targets, while also cultivating deep customer relationships. The position requires 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, offering high-quality, innovative products and solutions backed by customer service and educational support. Ormco is part of Envista Holdings Corporation, a 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 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.
Proficient in CRM (SF.com or Dynamics).
Ability to travel with 30% overnight stays in hotels.
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 staff.
Influences doctors and staff to purchase and utilize Ormco’s digital product portfolio.
Creates and utilizes sales and educational strategies to increase customer utilization and educational activity.
Meets with assigned orthodontists and staff to promote products, share new product information, and gather feedback.
Learns and understands customer's clinical and business practices, and treatment philosophy.
Conducts 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 and organizes customer meetings with established and new accounts.
Discovers and qualifies customer needs and requirements, meeting and/or exceeding expectations.
Provides timely response and resolution to customer requests (product questions, quotations, pricing, terms, educational opportunities, marketing needs).
Establishes and manages customer expectations for delivery timelines.
Acts as 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.
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 designated Customer Relation 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 supporting 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 company sales policies and procedures.
Follows corporate policies regarding customer entertainment and customer relations.
Performs other duties as assigned.