Territory Sales Manager

Envista; Toronto; On-site; CAD 150,000 - 200,000; Full time

Job summary

A leading orthodontic solutions provider is seeking a Territory Sales Manager in Ontario. This role involves driving sales, building customer relationships with orthodontists, and ensuring revenue goals are met through effective territory management. Candidates should have a college degree and experience in customer relationship management, along with strong sales skills. The position requires travel and offers benefits such as a laptop and expense reimbursements.

Benefits

Car allowance

Incentive trip

Business expenses reimbursement

Qualifications

• 3+ years of related industry experience with customer relationship and account management.
• Proficient in Microsoft Office and CRM systems.
• Ability to travel with 30% overnight stays.

Responsibilities

• Drive sales and develop relationships in assigned territory.
• Conduct regular meetings with orthodontists and orthodontic staff.
• Provide product knowledge and maintain sales records.

Skills

Customer relationship management

Sales techniques

Consultative selling

Problem resolution

Education

College Degree in Biology, Business, Marketing, Finance, Accounting

Tools

Microsoft Office Suite

CRM (SF.com or Dynamics)

Job description

Job Description

The Territory Sales Manager is responsible for leading the business development / 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. They will serve as the primary relationship builder and face of Ormco to the Orthodontist and his / her professional and clinical team, creating total value for the account relationship.

ESSENTIAL RESPONSIBILITIES

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

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.

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 understands 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, which includes 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.

Is the main communication conduit to each customer.

Meets with customers to define product / service needs and specifications, continuously working 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 account needs.

Lead translator of technical product information, clinical value, and efficiency gains via Ormco solutions to customers.

Maintains up-to-date and accurate sales records via Ormco designated Customer Relationship Management tool(s). Interfaces with marketing to quantify needs and 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.

Stay aware and knowledgeable of new products in the market.

Demonstrate thorough knowledge of all Ormco solutions, including value proposition and content to substantiate the value proposition for your customer's 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.

Maintain 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.

Understand and support the company's sales policies and procedures to provide proper and effective treatment to all customers.

Follow corporate policies regarding customer entertainment and customer relations.

Laptop, iPad and Cellphone provided.

Car Allowance via Motus.

All business expenses will be reimbursed.

Eligible for incentive trip and other company-sponsored promotional activities.

Job Requirements

QUALIFICATIONS

The requirements listed below are representative of the knowledge, skill, and / or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this job. The physical demands described are representative of those that must be met by an employee to successfully perform the essential functions of this job.

REQUIRED

College Degree—preferred majors Biology, Business, Marketing, Finance, Accounting, or equivalent education / experience.

3+ years of related industry experience, including a successful track record in customer relationship and account management in the appropriate industry segment.

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

Ability to travel with 30% overnight stays in hotel.

PREFERRED

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.

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

Strong clinical and technical knowledge, with the confidence to knowledgeably engage customers (preferred).

Professional presence that influences desired results with both external and internal stakeholders.

Strong emotional intelligence.

Self‑starter, self‑motivator.

Driven by professional ownership of their franchise and its success.

Ability to quickly adapt and respond to job, environmental, and industry changes.

TRAVEL / LOCATION

Key areas : Ontario east and possibly Manitoba.

Operating Company

Ormco

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.