Territory Sales Manager (Pittsburgh, PA)

Envista Holdings Corporation•Pittsburgh, PA

21h•Hybrid

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 uncovering opportunities to promote core Ormco products and solutions within the portfolio. The Territory Sales Manager will serve as the primary relationship builder and the face of Ormco to the customer, specifically Orthodontists and their professional and clinical teams, aiming for total value creation within the account relationship. Responsibilities include developing business plans and territory-specific tactics to achieve sales targets, cultivating deep customer relationships, and 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 attentive customer service and educational support. Ormco is part of Envista Holdings Corporation, a global dental products company.

Requirements

Bachelor's degree required.
5+ years of B2B sales experience (dental, medical device or pharma is a plus).
Successful track record in customer relationship and account management in the appropriate industry segment.
Willing to travel overnight 2-4 days per month.
Valid driver's license.

Nice To Haves

Proven selling and customer relationship and territory management skills.
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 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.
Candidate should possess a high achievement drive and new business hunting skillsets.

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.
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 consistently to promote products, share new product information, and gather feedback.
Learns and understands customer's clinical and business practices, and patient treatment philosophy.
Conducts complete territory analysis and planning, including block plan organization, management of aging receivables, and budget compliance.
Travels throughout 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.
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 company sales policies and procedures.
Follows corporate policies regarding customer entertainment and customer relations.
Performs other duties as assigned.