Territory Sales Manager

Job Description:

SUMMARY
The Territory Sales Manager is responsible for leading the business development and acquisition activities to drive sales within the assigned territory and to uncover ways to pull through sales of core products amongst Ormco products and solutions portfolio. The role is the primary relationship builder and face of Ormco to the customer—the orthodontist and his/her professional and clinical team—creating total value for the account relationship.

The manager will develop business plans and territory‑specific tactics to achieve monthly, quarterly, and annual sales plans, building deep relationships at each account and balancing business retention, expansion, and new account cultivation to drive revenue growth.

BE PART OF
Ormco is the industry leader in orthodontic solutions, offering world‑class products that meet the clinical, technical, financial, and educational needs of orthodontic practices. With 60 years of history, Ormco supports the orthodontic profession with high‑quality, innovative products and solutions backed by attentive customer service and educational support.

ESSENTIAL RESPONSIBILITIES

Sells Ormco products and solutions to meet or exceed assigned quotes and goals.

Wins, expands, and retains Ormco business within each assigned account.

Uses a consultative sales approach to build trust and relationships with the orthodontist and their professional and clinical team.

Employs an educational approach to influence doctors and staff to purchase and use Ormco’s digital product portfolio.

Creates and utilizes sales and educational strategies, aids, and approaches to increase customer utilization and educational activity in the territory.

Influences doctors and staff to commit to using Ormco and AOA products.

Meets consistently with assigned orthodontists and staff to promote products, introduce new information, and receive feedback.

Learns and understands the customer’s clinical and business practices, treatment philosophy, and overall care philosophy.

Conducts complete territory analysis and planning to achieve revenue goals, 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, discovering and qualifying customer needs and exceeding expectations.

Provides timely responses and resolution to customer requests—product questions, quotations, pricing, terms, educational opportunities, and marketing needs.

Sets and manages customer expectations for delivery timelines of quoted products and solutions.

Acts as the main communication conduit to each customer.

Meets with customers to define needs and specifications, continuously monitoring product performance.

Uses sales tools, collateral, and marketing materials to position the most suitable Ormco solution for account needs.

Translates technical product information, clinical value, and efficiency gains to customers.

Maintains accurate sales records via Ormco’s designated Customer Relations Management tool, interfaces with marketing to quantify needs and provide intelligence on competitive products and product enhancements.

Reviews and reports customer complaints, recommending corrective action to the Regional Sales Manager or Marketing Manager.

Stays aware of new products in the market.

Demonstrates thorough knowledge of all Ormco solutions, including value proposition and content to substantiate value for customer needs.

Continuously improves personal knowledge and sales skills to add greater value to Ormco customers and team.

Maintains necessary reporting documents: forecasts, pipeline, market, competitor, and strategic initiatives reports that comply with Ormco leadership and Regional Management requirements.

Manages all expense reporting, complying with Ormco and Envista expense policies.

Upholds company sales policies and procedures for effective customer treatment.

Follows corporate policies regarding customer entertainment and relationships.

Performs other duties as assigned.

Job Requirements
REQUIRED

Bachelor’s degree.

4+ years related industry experience, with a track record in customer relationship and account management in the appropriate segment.

Valid driver’s license with an 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.

PREFERRED SKILLS

Strong clinical and technical knowledge to engage customers effectively.

Professional presence that influences desired results with stakeholders.

Proven selling and customer relationship and territory management skills, navigating a sales process and building relationships in new and competitive accounts.

Effective management of assigned accounts, driving utilization, relationship management, problem resolution, and territory planning.

Proven verbal, computer, written, and presentation/communication skills.

Critical and agile thinking.

Proficient in Microsoft Office Suite and CRM (SF.com or Dynamics).

Proven results in previous positions with top rankings yearly versus peers.

Strong emotional intelligence.

Self‑starter and self‑motivator.

Professional ownership of franchise and success.

Adaptability to job, environmental, and industry changes.

Target Market Salary Range
$96,600 - $118,100

Operating Company
Ormco

EEO Statement
Envista 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 law. The “EEO is the Law” poster is available at: http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf.

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