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Full-Time

Ormco Territory Sales Manager

Remote-Raleigh, NC

Posted on 9/27/2024

Envista

Envista

1,001-5,000 employees

Global provider of dental products and technologies

Healthcare
Biotechnology

Compensation Overview

$96.2k - $144.3kAnnually

+ Annual Performance Bonus + Medical Benefits + Dental Benefits + Vision Benefits + 401K Match

Senior

Raleigh, NC, USA

Position may require occasional presence in Raleigh, NC.

Category
Field Sales
Sales & Account Management
Required Skills
Sales
Communications
Management
Segment
Marketing
Requirements
  • Bachelor's degree required.
  • 5+ plus years of related industry experience, which includes a successful track record in customer relationship and account management in the appropriate industry segment.
  • Ability to travel with 30% overnight.
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, which will influence the business relationship with the Orthodontist and his/her professional and clinical team.
  • 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.
  • Influence 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, relate new product information and receive feedback on the company's 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. This would include block plan organization, management of aging receivables, and budget compliance.
  • Travels 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.
  • Provides timely response and resolution to customers' requests, such as: product questions, product quotation, product pricing, terms and conditions, educational opportunities, marketing needs, etc.
  • 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. Continuously works with customers to monitor product performance and needs.
  • Proficient use of sales tools, collateral, and marketing materials to best position the most suitable Ormco solution for the account needs.
  • 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). Interfaces with marketing to quantify needs and to provide intelligence to management on competitive products and Company product enhancements.
  • Reviews and reports complaints received from customers and recommends corrective action to the Regional Sales Manager and/or Marketing Manager through established reporting guidelines.
  • Be aware and knowledgeable of new products in the market.
  • Demonstrate thorough knowledge of all Ormco solutions- include value proposition and content to substantiate the value proposition for your customers specific needs.
  • Consistently works to improve personal knowledge and sales skills to add greater value to all Ormco customers, potential customers, the Territory Sales Manager’s team, and to Ormco.
  • Maintaining the necessary reporting documents, including forecasts, pipeline, market, competitor, and strategic initiatives reports that provide adherence to Ormco leadership and Regional Management leadership requirements.
  • 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 to provide proper and effective treatment to all the company's customers.
  • Follows corporate policies regarding customer entertainment and customer relations.

Envista provides a wide range of dental products and services aimed at supporting dental professionals in their work. Their product portfolio includes dental implants, orthodontics, and digital imaging technologies, which together address about 90% of the clinical needs for diagnosing, treating, and preventing dental conditions. Envista's products are designed to help dental professionals create healthy and aesthetically pleasing smiles for their patients. What sets Envista apart from its competitors is its commitment to continuous improvement and a strong partnership with dental professionals. They focus on being a champion for these professionals by offering not just products, but also support and resources that empower them to excel in their practice. The goal of Envista is to uplift dental professionals by providing them with the tools and support they need to succeed, ultimately enhancing the confidence and satisfaction of their patients.

Company Stage

IPO

Total Funding

N/A

Headquarters

Brea, California

Founded

N/A

Growth & Insights
Headcount

6 month growth

5%

1 year growth

5%

2 year growth

5%
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Simplify's Take

What believers are saying

  • Envista's participation in high-profile conferences like Baird's 2024 Global Healthcare Conference underscores its industry leadership and visibility.
  • The company's recent leadership appointments, including a new CEO and CFO, bring fresh perspectives and potential for strategic growth.
  • Envista's philanthropic efforts, such as the $2.1 million donation to USC's Dental Health Equity and Access to Care Initiative, enhance its reputation and social impact.

What critics are saying

  • The recent financial performance, including a significant net loss in Q2 2024, raises concerns about financial stability.
  • Frequent leadership changes, including the appointment of a new CEO and CFO, could lead to strategic misalignments and operational disruptions.

What makes Envista unique

  • Envista's comprehensive product portfolio covers an estimated 90% of dentists’ clinical needs, making it a one-stop solution for dental professionals.
  • The company's strong culture of continuous improvement and innovation, embodied in the Envista Business System (EBS), sets it apart from competitors.
  • Envista's commitment to partnering with dental professionals to improve patient lives, as demonstrated by initiatives like the Envista Smile Project, highlights its deep customer focus.