Key Market Business Manager (West)

Job Description:

The Ormco Key Market Business Manager will establish and implement the overall sales strategy within the specified geography, to meet the growth objectives of the business and achieve maximum results within the Ormco Special Markets segment. The position will develop and grow assigned Special Market accounts by leveraging a broad product portfolio. In addition to the KMBM will seek new opportunities to partner with DSOs and OSOs within their designated geography and generate new sales opportunities through contracting. As appropriate, the KMBM will advise internal team(s), without direct authority, in support of sales objectives. This is a highly cross-functional and collaborative role.

• Strong account management and strategic planning to effectively penetrate assigned accounts, develop an understanding of customer needs, and secure profitable new business, to meet quota.
• Develop effective relationships within the Ormoco Business Unit and Envista Special Markets department, to drive sales growth.
• Build advocacy with Envista Strategic Account Manager(s) (SAM) and dealer partners to drive customer acquisition and growth within assigned accounts.
• Act as a support function between the Envista SAM and Omrco sales teams which includes, but not limited to, building, and executing impactful Ormco activities that will accelerate growth across assigned accounts.
• Build the Ormco strategic plan and deliver execution excellence to meet/achieve sales goals within the Ormco product lines.
• Lead complex contracting negotiations both internally with stakeholders to align on terms and externally with customers to negotiate deals to drive business.
• Ability to deliver C-level presentations and negotiation skill to both create and close complex contracts.
• Ability to engage in regular meetings with C-level executives and regional leaders within DSO and OSO groups.
• Increase sales at the account level within a defined region and assigned accounts by working collaboratively with the regional managers and sales representatives within the designated geography.
• Hunt for new DSO and OSO opportunities within designated geography.
• Anticipate and capitalize on critical go-to-market opportunities for profitability and growth.
• Maintain existing and develop new relationships with key end user customers, industry leaders, dental distributor representatives, and internal Envista partners.
• Use CRM and other related analysis tools to properly manage sales opportunities within the defined region and assigned accounts.
• Stay informed on products, technologies, and competitive activity to support the Sales and Marketing efforts. Work with the Ormoc Business Unit and NA marketing team to create new content relevant to the Special Market segments.
• Leverage our education team to help drive awareness and clinical consulting to our DSO partners to help drive sales.
• Manage assigned geographical territory within allocated expense budget.
• Participate and represent Ormco in local trade shows and company meetings as appropriate.

Job Requirements:

Minimum Qualifications:

• Bachelor’s degree or 6+ years' of experience successfully managing an outside sales territory in lieu of education.
• Must have 5+ years of successful outside sales experience
• Experience with various go-to-market strategies and selling channels, including distribution, manufacturer’s reps, direct and special markets
• Valid driver’s license with acceptable driving record

Preferred Qualifications:

• Preference will be given to candidates with prior dental or medical device sales experience.
• Adaptable and able to work well with people in an unstructured work environment
• Strong data analytical skills, CRM and MS-Office applications
• Independent, creative, and competitive track record of success
• Strong critical thinking skills, adaptable, agile and solutions oriented
• Excellent communication skills including oral, written, and technical

Travel/Location:

• Laptop, iPad, iPhone and Car allowance
• All business expenses will be reimbursed within policy
• Travel: Approximately 50% overnight stays required
• Successful candidate must live near major airport

Target Market Salary Range:

$92,300 – $171,500