Envistaposted 28 days ago
$80,000 - $140,000/Yr
Full-time • Mid Level
Indianapolis, IN
Miscellaneous Manufacturing

About the position

The Territory Sales Manager is responsible for leading the business development/acquisition activities to drive sales within assigned territory and to uncover ways to pull through sales of core products amongst Ormco products and solutions portfolio. The Territory Sales Manager will be the primary relationship builder and face of Ormco to the customer- the Orthodontist and his/her professional and clinical team. The Territory Sales Manager will be responsible for the total value creation for the account relationship. The Territory Sales Manager will develop business plans and territory specific tactics to achieve monthly, quarterly, and annual sales plans; along with developing and maintaining deep relationships at each account. He/she will balance business retention, business expansion and new account cultivation to drive revenue growth.

Responsibilities

  • Sells Ormco products and solutions in the amounts required to meet and/or exceed assigned quotes and goals
  • Primary goal is to win, expand and retain Ormco business within each assigned account
  • Utilizes a consultative sales approach to build trust and relationships with the customer
  • Utilizes 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 doctor and staff to purchase and commit to using Ormco and AOA products
  • Meets with assigned group of Orthodontists and orthodontic staff on a consistent basis to promote products and services
  • Learns and understand the customer's clinical and business practices, along with patient treatment philosophy and overall care philosophy
  • Responsible for complete territory analysis and planning to ensure revenue goals are achieved
  • Travels throughout assigned territory and organizes customer meetings with established and new accounts
  • Provides timely response and resolution to customers' requests
  • Establishes and manages customers' expectations of delivery timelines for quoted products and solutions
  • 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
  • Proficient use of sales tools, collateral, and marketing materials
  • Lead translator of technical product information, clinical value, and efficiency gains via the Ormco solutions to customers
  • Maintains up-to-date and accurate sales records via Ormco designated Customer Relation Management tool(s)
  • Reviews and reports complaints received from customers and recommends corrective action
  • Demonstrates thorough knowledge of all Ormco solutions
  • Consistently works to improve personal knowledge and sales skills
  • Maintaining the necessary reporting documents, including forecasts, pipeline, market, competitor, and strategic initiatives reports
  • Responsible for all expense reporting and is compliant with all Ormco and Envista expense policies
  • Understands and supports the company's sales policies and procedures
  • Follows corporate policies regarding customer entertainment and customer relations
  • Other duties may be assigned as needed

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
  • Ability to travel with 10% overnight stays
  • Valid driver's license with acceptable driving record
  • Candidate must reside within the designated geography/territory of Indianapolis, IN

Nice-to-haves

  • Proven selling and customer relationship and territory management skills
  • Ability to effectively manage assigned accounts
  • 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
  • Strong clinical and technical knowledge
  • Professional presence that influences desired results
  • 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

Benefits

  • Annual performance bonus
  • Medical/dental/vision benefits
  • 401K match
  • Other applicable compensation plans

Job Keywords

Hard Skills
  • Business Development
  • Business Expansion
  • Core Product
  • Microsoft Office
  • Tool Management
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