Territory Sales Manager (Ontario)

Envista Holdings Corporation•Mississauga, ON

3d•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 increasing sales of core Ormco products and solutions by building strong relationships with orthodontists and their professional teams. The Territory Sales Manager is accountable for total value creation for the account relationship, developing business plans and territory-specific tactics to achieve sales goals, and balancing business retention, expansion, and new account cultivation for revenue growth.

Requirements

College Degree (preferred majors: Biology, Business, Marketing, Finance, Accounting) and/or education/experience equivalence.
3+ years of related industry experience with a successful track record in customer relationship and account management.
Proficient in Microsoft Office Suite.
Proficient in CRM (SF.com or Dynamics).
Ability to travel with 30% overnight stays.

Nice To Haves

Proven selling and customer relationship and territory management skills.
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.
Proven results in previous positions with top rankings year over year as compared to peers.
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 or exceed assigned quotes and goals.
Wins, expands, and retains Ormco business within assigned accounts.
Utilizes a consultative sales approach to build trust and relationships with customers.
Influences doctors and staff to purchase and commit to using Ormco and AOA products.
Meets with assigned Orthodontists and orthodontic staff regularly to promote products and services, share new product information, and gather feedback.
Learns and understands customer's clinical and business practices, 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 and organizes customer meetings with established and new accounts.
Discovers and qualifies customer needs and requirements, meeting and exceeding their expectations.
Provides timely response and resolution to customer requests, including product questions, quotations, pricing, terms, educational opportunities, and 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.
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.
Interfaces with marketing to quantify needs and provide intelligence on competitive products and company product enhancements.
Reviews and reports customer complaints and recommends corrective actions.
Stays aware and knowledgeable of new products in the market.
Demonstrates thorough knowledge of all Ormco solutions, including value proposition and supporting content.
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.