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Ormco · 4 days ago

Territory Sales Manager (Philadelphia)

Philadelphia, PA

Full-time

Hybrid

Mid, Senior Level

$84K/yr - $126K/yr

5+ years exp

Ormco is a global leader and innovator of high-quality orthodontic products and solutions. The Territory Sales Manager is responsible for leading business development activities to drive sales within the assigned territory and build relationships with orthodontists and their teams.

DentalMedical Device

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

Other duties may be assigned as needed to duties not listed here. Any special instructions required will be issued at the time of assignment

Qualification

Sales experienceCustomer relationship managementTerritory managementMicrosoft Office SuiteCRM proficiencyVerbal communicationWritten communicationPresentation skillsCritical thinkingEmotional intelligenceSelf-motivated

Required

Bachelor's Degree

5+ plus years of sales experience, which includes a successful track record in customer relationship and account management

Proven 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

Ability to effectively manage assigned accounts in terms of driving utilization, customer relationship management, problem resolution, and business and territory planning

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)

Proven results in previous positions with top rankings year over year as compared to peers