Territory Sales Manager

Benefits

Ormco offers a benefits‑forward environment designed to support your health, finances, and ongoing professional growth. Expect comprehensive programs across Health & Wellbeing, Retirement & Financial Benefits, Life & Disability Insurance, Paid Time Off, and Learning & Career Development. The culture emphasizes collaborative partnerships with orthodontists and clinical teams, a commitment to education, and opportunities to advance your career within a values‑driven organization.

• Health & Wellbeing
• Retirement & Financial Benefits
• Life & Disability Insurance
• Paid Time Off
• Learning & Career Development

Responsibilities

• Drive sales of Ormco products and solutions to meet or exceed quoted targets and goals.
• Primary objective is to win, expand, and retain Ormco business within each assigned account.
• Apply a consultative selling approach to build trust with the orthodontist and their clinical team.
• Utilize an educational approach to promote Ormco’s digital product portfolio.
• Develop and execute sales and educational strategies to increase utilization and educational activity in the territory.
• Influence doctors and staff to purchase and commit to using Ormco and AOA products.
• Regularly meet with orthodontists and staff to promote products, share new information, and gather feedback.
• Learn and understand the customer’s clinical and business practices, patient care philosophy, and care approach.
• Perform complete territory analysis and planning to meet revenue goals, including block planning, aging receivables management, and budget compliance.
• Travel throughout the territory to meet with established and new accounts, uncover needs, and exceed expectations.
• Provide timely responses to customer requests such as product questions, quotations, pricing, terms, and educational or marketing needs.
• Establish and manage customer delivery expectations for quoted products and solutions.
• Serve as the primary communication conduit to each customer.
• Meet with customers to define product and service needs and monitor performance over time.
• Leverage sales tools, collateral, and marketing materials to position the best Ormco solution for account needs.
• Translate technical product information and clinical value into clear benefits for customers.
• Maintain up‑to‑date CRM records and collaborate with marketing to quantify needs and provide competitive insights.
• Review customer complaints and recommend corrective actions to the Regional Sales Manager or Marketing Manager per guidelines.
• Stay aware of new products entering the market and maintain thorough knowledge of all Ormco solutions and their value propositions.
• Continuously improve knowledge and sales skills to add value for all customers and the sales team.
• Maintain required reports, including forecasts, pipeline, market intelligence, and competitive insights.
• Manage expense reporting in line with Ormco and Envista policies.
• Comply with sales policies and procedures to deliver appropriate customer treatment.
• Follow corporate policies regarding customer entertainment and relations.
• Perform other duties as assigned as needed.

Requirements

• Bachelor’s degree is required.
• 3–5+ years of B2B sales experience with a proven track record in customer relationship and account management within the relevant industry segment.
• Ability to travel 3–5 days overnight per month.

Technologies

• Microsoft Office Suite
• SF.com
• Dynamics

Territory

The geography covers the entire state of Virginia, excluding the Metro DC area. The ideal candidate should reside in Richmond, VA. A car allowance and mileage reimbursement are provided through Motus.

Location

Richmond, Virginia onsite