Ormco Regional Sales Manager (Remote-Great Lakes)

Job Description:

JOB SUMMARY:

The Regional Manager is responsible for leading their sales team in efforts of business development/acquisition activities to drive sales within assigned region and to uncover ways to pull through sales of core products amongst Ormco products and solutions portfolio.  In addition, recruit, coach, mentor, manage the sales team within the Region.  The Regional Manager will be the primary executive relationship of Ormco to the customer in his/her Region.  The Regional Manager will be responsible for the achievement of financial targets within the Region.

The Regional Manager will manage and co-develop business plans and territory specific tactics to achieve monthly, quarterly, and annual sales plans with his/her team; along with developing and maintaining deep relationships with key customers; recruit, manage, lead his/her team. He/she will balance business retention, business expansion and new account cultivation to drive revenue growth. 

PRIMARY DUTIES & RESPONSIBILITIES include the following. May be assigned as needed to duties not listed here.  Any special instructions required will be issued at the time of assignment.

• Manage and co-developing annual sales plans, strategies, and tactics for the Region to enhance Ormco’s competitive position, meet customer needs, achieving monthly, quarterly, annual sale and financial goals, including but not limited to bookings, sales, and margin expectations.
• Providing regular updates, revisions and modifications to monthly, quarterly, annual plan to cross-matrix team members- namely Ormco Leadership, Sales Operations, Operations, & Product Teams.
• Develop Regional sales plans that are valid, effective and with realistic objectives that are tied to the overall business objectives and goals. Ability to pivot with shifts in market, competition or internal changes.
• Recruit, lead, and manage the Regional / Country sales team- including development plans, on-going feedback of performance, coaching and mentoring on special projects, and performance management.
• Supports and recruits a diverse team- diverse in race, sex, experience, thought, ideas.
• Evaluate market/customer trends within Region / Country to adjust plans and strategies to maintain and expand opportunities for sales growth.
• Demonstrate thorough knowledgeable of all Ormco solutions- include value proposition and content to substantiate the value proposition for your customers specific needs. In addition, coach and mentor team on use of value positioning, key tools, and overall sales techniques and relationship selling.
• Managing his/her time in the field with individual sales employees as well as focusing time on the strategic sales challenges and opportunities.
• Actively monitoring and reporting on issues affecting the Region / Country, including pricing, competitive pressures, distribution, talent, market/industry movements and other business and/or customer challenges that impact regional performance.
• Facilitates timely response and resolution to customers' requests and escalations.
• Communicating with, aligning, and collaborating with the extended team to execute on the Account strategy- may include AOA, DSO, Spark team members.
• Consistently works to improve personal knowledge and leadership skills to add greater value to all Ormco customers, potential customers, the Regional Manager’s team, and to Ormco.
• Facilitating a culture of teamwork, inclusiveness and excellence among the Ormco team in his/her Region as well throughout the organization.
• Providing support and coaching to sales employees in assigned Region / Country to facilitate a high level of product sales and contributing to corporate and regional objectives.
• Providing overall management of assigned sales region including, but not limited to: Performing regional sales forecasting, analysis, and reporting; contributing to regional, and individual goal setting and planning processes; managing to the Ormco’s travel and expense policy and review/approve expense reports; communicating and implementing company policies within assigned area; maintaining communication with the Product Marketing, Marketing Operations, Sales Operations, and other cross functional teams.
• Understands, supports, and enforces the company’s policies and procedures to provide proper and effective treatment to all the company's customers.
• Understands, supports and enforces corporate policies regarding customer entertainment and customer relations.

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.

REQUIREMENTS:

• Bachelor’s degree required in Business, Marketing, Finance, Accounting or related fields.
• 7+ plus years of related industry experience, which includes a successful track record in customer relationship and account management in the appropriate industry segment.
• 3+ years 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.  
• Demonstrated ability to recruit and retain diverse talent.
• Proven success in coaching, mentoring and developing sales teams.
• Proficient in Microsoft Office Suite, CRM (SF.com or Dynamics).

PREFERRED QUALIFICATIONS:

• Possess strong emotional intelligence.
• Self-starter, self-motivator
• Driven by professional ownership of their franchise and its success.
• Strong analytical and reasoning skills and ability to leverage data to take corrective action.
• Professional presence that influences desired results with both external and internal stakeholders.
• Ability to effectively manage broad geography that includes hundreds of accounts.
• Proven effective verbal, computer, written and presentation/communication skills.
• Ability to quickly adapt and respond to job, environmental, and industry changes.
• Demonstrated ability of critical and agile thinking.

TERRITORY:

• Geography is the Great Lakes Region.
• The ideal candidate should be based in the Indianapolis, IN, Detroit, MI or Cincinnati, OH near any major airport.
• Car allowance and mileage reimbursement through Wheels.
• Ability to travel overnight approximately 40%.

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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.