Territory Sales Manager - Ormco & Spark

Job Description:

Identifies, develops, manages and retains revenue-generating opportunities for the organization through the strategic and tactical sales and support of all product and service lines. Directly, or indirectly, manages the process from lead validation to product and services delivery, working with marketing, customer service, operations and delivery providers to ensure the highest level of supply chain management is delivered to customers. This job family is intended to accommodate 1) jobs whose accountabilities span two or more job families within the job group; 2) jobs that are not covered by a defined job family within the job group; 3) managerial roles spanning more than one family that are not broad enough in scope and impact to be assigned to the Business Unit/General Management job family within the Management job group.

Job Requirements:

Job Title:                    Territory Sales Manager – Ormco & Spark – South Africa

Department:               Sales

Reports To:                Country Manager South Africa

Position Location:     Cape Town (preferably Helderberg or Southern Suburbs), South Africa

ENVISTA CORPORATE SUMMARY

Envista is a global family of three operating companies and more than 30 trusted dental brands, united by a shared purpose: to partner with professionals to improve lives. Envista helps its partners deliver the best possible patient care through industry-leading products, solutions, and technology.

The operating companies that form Envista (DEXIS, Kerr Dental, Nobel Biocare, Ormco and others) represent more than 125 years of dental industry excellence. These companies, and the trusted brands comprising them, stand together to meet the end-to-end needs of dental professionals worldwide.

Job Description

The Senior Territory Sales Manager will utilize a consultative sales and educational approach to influence doctors and staff to purchase and utilize Envista’s Ormco and Spark product portfolios. Meet with assigned group of general practitioners and orthodontists as well as orthodontic staff on a consistent basis to promote products and services, relate new product information, receive feedback on the company's products and services, and provide in depth training/onboarding. They travel throughout assigned territory to call on established and prospective customers to increase product utilization, or to qualify them as prospects for the company. The Territory Sales Specialist is responsible to maintain set number of meetings per day, week, and month in order to grow sales revenue and utilization to established levels over prior year.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Achieve set target as outlined in the Sales Incentive Plan – by Month, Quarter and Year, by business unit.
• Provide in depth training, onboarding, educational and technical support to customers for Envista’s Spark and Ormco business.
• Provide quick response (max 24Hrs) and resolution to customers' requests.
• Ensure course attendance numbers, as set out in annual KPI.
• Establish a track record of converting key brand business to Envista’s product suite from the competition.
• Understand and support the company's sales training policies and procedures to provide proper and effective treatment to all the company's customers.
• Relate new product ideas and product extensions to Marketing for evaluation.

• Create and utilize sales and educational strategies, aids, and approaches, in order to increase customer utilization and educational activity in respective territory.
• Follow corporate policies regarding customer entertainment and customer relations.
• Develop and fully utilize territory management tools to include account coverage and fiscal management. This would include block plan organization and budget compliance.
• Display or demonstrate product, using all necessary selling aids and clinically established techniques to emphasize salable features and benefits through customer visits, study groups, lunch and learns and workshop/congress attendance.
• Estimate date of delivery to customer, based on knowledge of company's production and delivery schedules.
• Coordinate with other Territory Sales Managers to share information on leads, best practice and market information.
• Utilize CRM to upload all customer calls, leads and opportunities and maintain on a weekly basis
• Analyze and assess customer and sales trends.  Plan activities based on customers’ needs to ensure that BU attains or exceeds assigned monthly, quarterly and/or annual goals.
• Develop and maintain accurate customer files and records to have complete and up-to-date customer information.
• Report any product issues, the loss or potential loss of key customers, or competitive sales strategies that negatively or positively affect local sales to management (For example, competitor’s offer strategy, competitor T&E calendars, speakers, products, etc.)
• Study and stay informed on products, technologies, clinical studies, competitive activity and other general information of interest to the company or to customers. Apply this knowledge to your strategies and tactics to develop your commercial activity.
• Maintain a comprehensive knowledge of all company policies and procedures and demonstrate the ability to effectively implement them at the BU level. 

TRAVEL:

• 25% Travel Required
• The Region Consists of Western Cape, Eastern Cape, Durban and Namibia
• .International travel as required by the company.
• Team meetings, Workshop Attendance as required

QUALIFICATIONS & COMPETENCIES

• Bachelor’s degree Or Diploma in a Dental Field
• Dental clinical skills and knowledge
• Minimum 5 Years Dental Sales Experience – preferably from a Global Multi-National
• Strong track record of achieving and exceeding targets
• Strong Dental Customer References
• Ability to work in a high-paced, high-pressure environment
• Demonstrated ability to digest, to comprehend, and verbalize highly technical product and clinical information related to company and industry products.
• Strong understanding of South African market “Scientific Societies, tender process, Key Expert, Local practice regulations and guidelines and market trends in the past 12 months.
• Strong market access capabilities with dental scientific societies/associations in South Africa.
• Demonstrated professional sales and business devolvement skills. 
• Strong verbal and written communication and interpersonal skills. 
• Advance computer skills
• Good knowledge of using Microsoft Office (Word, Excel, and PowerPoint)
• Ability to work closely with different teams in a cross-culture environment.
• Fluent in English and one other South African Language (Afrikaans, Zulu or isiXhosa preferred)

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 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.