Ormco Territory Sales Manager (Remote-San Diego, CA)
Envista, San Diego, California, United States, 92101
divh2Territory Sales Manager/h2pThe 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./ppThe 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./ph3Primary Duties
Responsibilities:/h3ulliThe Territory Sales Manager sells Ormco products and solutions in the amounts required to meet and/or exceed assigned quotes and goals./liliPrimary goal is to win, expand and retain Ormco business within each assigned account./liliUtilizes a consultative sales approach to build trust and relationships with the customer, which will influence the business relationship with the Orthodontist and his/her professional and clinical team./liliUtilizes an educational approach to influence doctors and staff to purchase and utilize Ormcos digital product portfolio./liliCreates and utilizes sales and educational strategies, aids, and approaches, to increase customer utilization and educational activity in their territory./liliInfluence doctor and staff to purchase and commit to using Ormco and AOA products./liliMeets with assigned group of Orthodontists and orthodontic staff on a consistent basis to promote products and services, relate new product information and receive feedback on the companys products and services./liliLearns and understand the customers clinical and business practices, along with patient treatment philosophy and overall care philosophy./liliResponsible for complete territory analysis and planning to ensure revenue goals are achieved. This would include block plan organization, management of aging receivables, and budget compliance./liliTravels throughout assigned territory and organizes customer meetings with established and new accounts. Discovering and qualifying customer needs and requirements and meeting and/or exceeding their expectations./liliProvides timely response and resolution to customers requests, such as: product questions, product quotation, product pricing, terms and conditions, educational opportunities, marketing needs, etc./liliEstablishes and manages customers expectations of delivery timelines for quoted products and solutions./liliThe Territory Sales Manager is the main communication conduit to each customer./liliMeets with customers to define product/service needs and specifications. Continuously works with customers to monitor product performance and needs./liliProficient use of sales tools, collateral, and marketing materials to best position the most suitable Ormco solution for the account needs./liliLead translator of technical product information, clinical value, and efficiency gains via the Ormco solutions to customers./liliMaintains up-to-date and accurate sales records via Ormco designated Customer Relation Management tool(s). Interfaces with marketing to quantify needs and to provide intelligence to management on competitive products and Company product enhancements./liliReviews and reports complaints received from customers and recommends corrective action to the Regional Sales Manager and/or Marketing Manager through established reporting guidelines./liliBe aware and knowledgeable of new products in the market/liliDemonstrate thorough knowledge of all Ormco solutions- include value proposition and content to substantiate the value proposition for your customers specific needs./liliConsistently works to improve personal knowledge and sales skills to add greater value to all Ormco customers, potential customers, the Territory Sales Managers team, and to Ormco./liliMaintaining the necessary reporting documents, including forecasts, pipeline, market, competitor, and strategic initiatives reports that provide adherence to Ormco leadership and Regional Management leadership requirements./liliResponsible for all expense reporting and is compliant with all Ormco and Envista expense policies./liliUnderstands and supports the companys sales policies and procedures to provide proper and effective treatment to all the companys customers./liliFollows corporate policies regarding customer entertainment and customer relations./liliPerforms other duties may be assigned as needed to duties not listed here. Any special instructions required will be issued at the time of assignment./li/ulh3Territory:/h3ulliGeography includes San Diego County and the Inland Empire - Palm Springs
Temecula./liliThe ideal candidate can reside in San Diego County or surrounding areas within reason./liliCar allowance and mileage reimbursement through Wheels./li/ulh3Job Requirements:/h3ulliBachelors Degree required. Preferred Majors: Business, Marketing, Finance, Accounting./lili5+ plus years of related industry experience, which includes a successful track record in customer relationship and account management in the appropriate industry segment./liliProven 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./liliAbility to effectively manage assigned accounts in terms of driving utilization, customer relationship management, problem resolution, and business and territory planning./liliProven effective verbal, computer, written and presentation/communication skills./liliDemonstrated ability of critical and agile thinking./liliProficient in Microsoft Office Suite, CRM (SF.com or Dynamics)./liliOvernight Travel up to 5% to training, local tradeshows and company events./liliProven results in previous positions with top rankings year over year as compared to peers./liliPossess a valid drivers license with an acceptable driving record./li/ulh3Preferred Qualifications:/h3ulliProven 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./liliAbility to effectively manage assigned accounts in terms of driving utilization, customer relationship management, problem resolution, and business and territory planning./liliProven effective verbal, computer, written and presentation/communication skills./liliDemonstrated ability of critical and agile thinking./liliProficient in Microsoft Office Suite, CRM (SF.com or Dynamics)./liliProven results in previous positions with top rankings year over year as compared to peers./liliStrong clinical and technical knowledge, with the confidence to knowledgably engage customers, preferred./liliProfessional presence that influences desired results with both external and internal stakeholders./liliStrong emotional intelligence./liliSelf-starter, self-motivator./liliDriven by professional ownership of their franchise and its success./liliAbility to quickly adapt and respond to job, environmental, and industry changes./li/ulpTarget Market Salary Range: $80,000 - $140,000/ppActual compensation packages take into account a wide range of factors that are unique to each candidate, including but not limited to geographic location; skill sets; relevant education and certifications; depth of experience; performance; and other business and organizational needs. The disclosed reasonable estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Envista, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. The total compensation package for this position may also include an annual performance bonus, medical/dental/vision benefits, 401K match, and/or other applicable compensation plans./ppOperating Company: Ormco/ppOrmco is a global leader and innovator of high-quality orthodontic products and solutions, including brackets and wires. For more than 60 years, our team has partnered with the orthodontic community to help create over 20 million smiles in more than 140 countries. We build trusted relationships. Each one is rooted in respect and understanding. We take that approach when we help orthodontists achieve their clinical and practice management objectives. We take the same approach when we help our team bring their personal best to work each day, ready to make a difference and reach their full potential./ppEnvista and all Envista Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by/p/div
Responsibilities:/h3ulliThe Territory Sales Manager sells Ormco products and solutions in the amounts required to meet and/or exceed assigned quotes and goals./liliPrimary goal is to win, expand and retain Ormco business within each assigned account./liliUtilizes a consultative sales approach to build trust and relationships with the customer, which will influence the business relationship with the Orthodontist and his/her professional and clinical team./liliUtilizes an educational approach to influence doctors and staff to purchase and utilize Ormcos digital product portfolio./liliCreates and utilizes sales and educational strategies, aids, and approaches, to increase customer utilization and educational activity in their territory./liliInfluence doctor and staff to purchase and commit to using Ormco and AOA products./liliMeets with assigned group of Orthodontists and orthodontic staff on a consistent basis to promote products and services, relate new product information and receive feedback on the companys products and services./liliLearns and understand the customers clinical and business practices, along with patient treatment philosophy and overall care philosophy./liliResponsible for complete territory analysis and planning to ensure revenue goals are achieved. This would include block plan organization, management of aging receivables, and budget compliance./liliTravels throughout assigned territory and organizes customer meetings with established and new accounts. Discovering and qualifying customer needs and requirements and meeting and/or exceeding their expectations./liliProvides timely response and resolution to customers requests, such as: product questions, product quotation, product pricing, terms and conditions, educational opportunities, marketing needs, etc./liliEstablishes and manages customers expectations of delivery timelines for quoted products and solutions./liliThe Territory Sales Manager is the main communication conduit to each customer./liliMeets with customers to define product/service needs and specifications. Continuously works with customers to monitor product performance and needs./liliProficient use of sales tools, collateral, and marketing materials to best position the most suitable Ormco solution for the account needs./liliLead translator of technical product information, clinical value, and efficiency gains via the Ormco solutions to customers./liliMaintains up-to-date and accurate sales records via Ormco designated Customer Relation Management tool(s). Interfaces with marketing to quantify needs and to provide intelligence to management on competitive products and Company product enhancements./liliReviews and reports complaints received from customers and recommends corrective action to the Regional Sales Manager and/or Marketing Manager through established reporting guidelines./liliBe aware and knowledgeable of new products in the market/liliDemonstrate thorough knowledge of all Ormco solutions- include value proposition and content to substantiate the value proposition for your customers specific needs./liliConsistently works to improve personal knowledge and sales skills to add greater value to all Ormco customers, potential customers, the Territory Sales Managers team, and to Ormco./liliMaintaining the necessary reporting documents, including forecasts, pipeline, market, competitor, and strategic initiatives reports that provide adherence to Ormco leadership and Regional Management leadership requirements./liliResponsible for all expense reporting and is compliant with all Ormco and Envista expense policies./liliUnderstands and supports the companys sales policies and procedures to provide proper and effective treatment to all the companys customers./liliFollows corporate policies regarding customer entertainment and customer relations./liliPerforms other duties may be assigned as needed to duties not listed here. Any special instructions required will be issued at the time of assignment./li/ulh3Territory:/h3ulliGeography includes San Diego County and the Inland Empire - Palm Springs
Temecula./liliThe ideal candidate can reside in San Diego County or surrounding areas within reason./liliCar allowance and mileage reimbursement through Wheels./li/ulh3Job Requirements:/h3ulliBachelors Degree required. Preferred Majors: Business, Marketing, Finance, Accounting./lili5+ plus years of related industry experience, which includes a successful track record in customer relationship and account management in the appropriate industry segment./liliProven 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./liliAbility to effectively manage assigned accounts in terms of driving utilization, customer relationship management, problem resolution, and business and territory planning./liliProven effective verbal, computer, written and presentation/communication skills./liliDemonstrated ability of critical and agile thinking./liliProficient in Microsoft Office Suite, CRM (SF.com or Dynamics)./liliOvernight Travel up to 5% to training, local tradeshows and company events./liliProven results in previous positions with top rankings year over year as compared to peers./liliPossess a valid drivers license with an acceptable driving record./li/ulh3Preferred Qualifications:/h3ulliProven 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./liliAbility to effectively manage assigned accounts in terms of driving utilization, customer relationship management, problem resolution, and business and territory planning./liliProven effective verbal, computer, written and presentation/communication skills./liliDemonstrated ability of critical and agile thinking./liliProficient in Microsoft Office Suite, CRM (SF.com or Dynamics)./liliProven results in previous positions with top rankings year over year as compared to peers./liliStrong clinical and technical knowledge, with the confidence to knowledgably engage customers, preferred./liliProfessional presence that influences desired results with both external and internal stakeholders./liliStrong emotional intelligence./liliSelf-starter, self-motivator./liliDriven by professional ownership of their franchise and its success./liliAbility to quickly adapt and respond to job, environmental, and industry changes./li/ulpTarget Market Salary Range: $80,000 - $140,000/ppActual compensation packages take into account a wide range of factors that are unique to each candidate, including but not limited to geographic location; skill sets; relevant education and certifications; depth of experience; performance; and other business and organizational needs. The disclosed reasonable estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Envista, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. The total compensation package for this position may also include an annual performance bonus, medical/dental/vision benefits, 401K match, and/or other applicable compensation plans./ppOperating Company: Ormco/ppOrmco is a global leader and innovator of high-quality orthodontic products and solutions, including brackets and wires. For more than 60 years, our team has partnered with the orthodontic community to help create over 20 million smiles in more than 140 countries. We build trusted relationships. Each one is rooted in respect and understanding. We take that approach when we help orthodontists achieve their clinical and practice management objectives. We take the same approach when we help our team bring their personal best to work each day, ready to make a difference and reach their full potential./ppEnvista and all Envista Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by/p/div