Compensation Overview

Job Description:

US Regional Sales Manager: General Dentist Market

We know that dental professionals do more than create healthy, beautiful smiles—they create confidence. To achieve their goals, they need a champion. They need someone who will be there for them, side by side and end to end. 

At Envista, we’re uniquely positioned to be this champion. Our differentiated combination of continuous improvement, a bias toward action, a deep respect for the professionals we serve, and innovative products and services embolden us to champion dental professionals like no one else can. Our comprehensive product portfolio covers an estimated 90% of dentists’ clinical needs for diagnosing, treating, and preventing dental conditions as well as improving the aesthetics of the human smile. Envista companies partner with dental professionals to help them deliver the best possible patient care. 

We believe true champions lift each other up and we are looking for new champions to join our team. If you believe champions do more than win—they stand for something bigger—you can build a meaningful career at Envista. If you believe champions work to be their best, help others be theirs, show up every day to make a difference, and celebrate the differences in others, let’s talk. Are you that champion? Learn more at envistaco.com. Together, we can do amazing things.

Role Overview/Summary: 

Reporting to the Senior Director, North American Sales,  the Regional Sales Manager will be responsible for leading a sales team in a multi-million dollar region to achieve growth targets through account acquisition and increasing customer utilization.  The Regional Sales Manager will contribute to the rapid growth of the Spark and Damon business unit of Envista.

Primary Duties and Responsibilities:

• Own and drive regional revenue outcomes, exceeding personal and team sales quotas and goals
• Leverage and implement the use of technology within the team to drive field effectiveness and efficiencies, including use of CRM
• Implement standard work, share best practices and drive KPI reporting to drive accountability of sales objectives and identify areas of risk. Execute risk mitigation initiatives
• Build sales analysis for insight into weekly, monthly and quarterly performance, execution and strategy
• Work in partnership with Envista Field Management Team to develop effective sales and training strategies designed to overachieve company objectives including monthly team funnel reviews
• Demonstrate thorough knowledge of product portfolio and processes
• Quickly identify and manage performance concerns with urgency
• Balance working in the field with direct reports, meeting with key customers and focusing on the strategic sales challenges and opportunities
• Contribute to the development of sales compensation and incentive plans to drive associates to achieve company goals
• Coach, develop and mentor representatives to succeed in all aspects of the digital sales and onboarding cycle

Job Requirements:

REQUIREMENTS: 

• Bachelor’s degree or 6+ years of successful B2B sales experience in lieu of education
• 5+ years of successful territory sales/sales management experience with at least 2 years’ experience independently managing sales teams
• Dental or Orthodontic industry and customer-level knowledge including Special Markets
• Ability to hire, develop and retain successful sales professionals
• Ability to travel up to 40% including overnight stays and possible weekends

PREFERRED QUALIFICATIONS:   

• MBA preferred
• Strong effective oral and written communication skills with the ability to influence cross functional teams
• Strong problem solving, analytical and reasoning skills- ability to leverage data to take corrective action
• Able to lead, influence and make quick impactful gains with a cross functional team of sales associates that do not have direct reporting responsibility
• Ability to effectively manage broad geography that includes hundreds of accounts
• Proven time management skills, prioritization and delivery against deadlines
• Proficient in Microsoft Office Suite (especially Excel), CRM (SF.com or Dynamics)
• Strong emotional intelligence
• Understands, supports and enforces corporate policies regarding customer entertainment and customer relations
• Demonstrated ability of critical and agile thinking
• Experience with partner sales models

Critical Success Factors: 

• Understands the Business: Knows the business and the mission-critical technical and functional skills needed to do the job; understands various types of business propositions and understands how businesses operate in general; learns new methods and technologies easily.
• Builds Extraordinary Teams: Manages people well; gets the most and best out of the people s/he has; sets and communicates guiding goals; measures accomplishments, holds people accountable, and gives useful feedback and coaching; delegates and develops; keeps people informed; builds followership.
• Leads with a Continuous Improvement Mindset: Looks for opportunities to continuously improve processes and workflow, utilizing Envista Business Systems (EBS); is good at figuring out what to measure to track progress; sets up visual management systems to track progress and facilitate problem solving; is a master at the effectiveness and efficiency of work systems; can quickly diagnose and fix a work flow problem.
• Evaluates and Deploys People Accurately: Reads people accurately; can diagnose strengths, weaknesses, and potential; knows what skills are required to fill a job or role; hires the best.
• Results Oriented: Attacks everything with drive and energy with an eye on results, costs and the bottom line; focuses on actions and outcomes; drives to finish everything s/he starts.
• Communicates Effectively: Writes and presents effectively; adjusts to fit the audience and the message; strongly gets a message across.
• Manages Diverse Relationships: Relates well to a wide variety of diverse styles and is open to differences; effective up, down, sideways, inside, and outside; builds diverse networks; quick to find common ground; Interpersonally agile; easy to approach and talk to; relates well to all kinds of people.

Culture Fit: At Envista, we reach our goals with a foundation built on our core values

Relationships Built on Respect: Diversity, inclusivity, and collaboration are at the core of what make our culture and our teams so successful. We know that when our employees show up every day as their authentic selves, there is greater teamwork, more thoughtful debates, and more reasons to celebrate.

Better Choices, Better Outcomes: By equipping our employees with the best training, teams, and opportunities, we ensure they can reach their full potential at Envista. When our employees show up with a drive for excellence and hunger for new experiences, they thrive.

Innovation in Action: With an agile approach and focus on research and development, we are positioned to drive the next wave of disruptive thinking and products. Energized and driven to put ideas into action, our employees show up every day ready to make a difference.

Continuous Improvement as Competitive Advantage: Supported by our renowned business system, we are committed to developing world-class professionals at every level. Dedicated to being their best every day, Envista employees embrace continuous improvement as a mindset, culture, and way to win.

#LI-CY1

#LI-Remote

IND123

Target Market Salary Range:

Actual 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.

Operating Company:

Ormco 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.

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.

Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate.  Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes.  An Agency must obtain advance written approval from Envista’s internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening.  Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.