Territory Sales Manager

Envista Holdings Corporation•San Antonio, TX

60d•$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 uncovering opportunities to promote core Ormco products and solutions. The Territory Sales Manager will serve as the primary relationship builder and the face of Ormco to orthodontists and their professional teams, responsible for total value creation within the account relationship. Key responsibilities include developing business plans and territory-specific tactics to achieve sales goals, 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 of providing high-quality, innovative products and educational support. Ormco is part of Envista Holdings Corporation, a large global dental products company.

Requirements

Bachelor’s degree
4+ years related industry experience, including a successful track record in customer relationship and account management in the appropriate industry segment.
Valid driver’s license with acceptable driving record.
Ability to travel 25%+ including overnight stays.
Candidate must reside within the designated geography/territory or surrounding area of San Antonio, TX.

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.
Proven selling and customer relationship and territory management skills with the 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).
Proven results in previous positions with top rankings year over year as compared to peers.
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 sales approach to build trust and relationships with the customer (Orthodontist and their professional/clinical team).
Uses an educational approach to influence doctors and staff to purchase and utilize Ormco’s digital product portfolio.
Creates and utilizes sales and educational strategies, aids, and approaches to increase customer utilization and educational activity in their territory.
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 and services, share new product information, and gather feedback.
Learns and understands customer’s clinical and business practices, patient treatment philosophy, and overall care philosophy.
Responsible for complete territory analysis and planning to ensure revenue goals are achieved, including block plan organization, management of aging receivables, and budget compliance.
Travels throughout assigned territory and organizes customer meetings with established and new accounts, discovering and qualifying customer needs and requirements.
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 suitable 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 the company's sales policies and procedures.
Follows corporate policies regarding customer entertainment and customer relations.
Performs other duties as assigned.