Job Description
Job Description:
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.
Be Part of: The industry leader in orthodontic solutions- world-class products that bring value to the clinical, technical, financial needs of our orthodontic practice. Ormco’s 60 years of distinguished history in providing the orthodontic profession with a breadth of high quality, innovative products and solutions backed by attentive customer service and educational support.
ESSENTIAL RESPONSIBILITIES:
- The Territory Sales Manager 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.
- Meets with assigned group of Orthodontists and orthodontic staff on a consistent basis to promote products and services.
- Learns and understands the customer’s clinical and business practices.
- 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.
- The Territory Sales Manager is the main communication conduit to each customer.
- Meets with customers to define product/service needs and specifications.
- Proficient use of sales tools, collateral, and marketing materials to best position the most suitable Ormco solution for the account needs.
- 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.
- Be aware and knowledgeable of new products in the market.
- Demonstrate thorough knowledge of all Ormco solutions.
- Consistently works to improve personal knowledge and sales skills.
- 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.
Territory:
- Geography is Northern California.
- The ideal candidate will live in SF or surrounding areas.
- Car allowance and mileage reimbursement through Wheels.
Job Requirements:
Minimum requirements:
- Bachelor's degree required.
- 5+ years of related industry experience.
- Ability to travel with 30% overnight.
Preferred requirements:
- Proven selling and customer relationship 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).
- 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.
- Candidate should possess a high achievement drive and new business hunting skillsets.