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Envista Holdings Corporation Regional Manager, Sales- Southwest in Los Angeles, California

Ormco, headquartered in Brea, CA, is a global leader and innovator of orthodontic products and solutions to enhance the lives of our customers and their patients. For nearly 60 years, Ormco has partnered with the orthodontic community to help create over 20 million smiles in over 130 countries. Distinguished products range from twin brackets (Symetri™ Clear, Titanium Orthos™ and Mini Diamond™) to pioneering the self-ligating appliances with the Damon™ System (including Damon™ Q2 and Damon™ Clear 2). Ormco’s Insignia™ Advanced Smile Design™ provides an all-inclusive customized indirect bonding solution for increased clinical efficiency. Spark™ Clear Aligner System is designed to meet the needs of the orthodontist with the TruGEN™ material and 3D Approver software. From personalized service to professional education programs and marketing support, Ormco is committed to helping orthodontists achieve their clinical and practice management objectives.

Operating Company:

Ormco

Job Description:

SUMMARY

The Regional Sales 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 Sales Manager will be the primary executive relationship of Ormco to the customer in his/her Region. The Regional Sales Manager will be responsible for the achievement of financial targets within the Region

The Regional Sales 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.

Be Part of: The industry leader in orthodontic solutions- world-class products that bring value to the clinical, technical, financial needs of our orthodontic practice. Ormco’s 60 years of distinguished history in providing the orthodontic profession with a breadth of high quality, innovative products and solutions backed by attentive customer service and educational support.

Ormco is one of three operating companies of Envista Holdings Corporation, an independent, public company, with Danaher heritage. Envista Holdings Corporation is one of the largest global dental products companies, with a differentiated portfolio including dental implants, orthodontics, and digital imaging technologies.

ESSENTIAL 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 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 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 , 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 Sales 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 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

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.

  • College Degree- preferred majors Business, Marketing, Finance, Accounting - and/or/education/experience equivalence

  • Previous successful related experience, including 7+ plus years of related industry experience, which includes a successful track record in customer relationship and account management in the appropriate industry segment

  • 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

  • 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

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

  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

  • Strong emotional intelligence

  • Self-starter, self-motivator

  • Driven by professional ownership of their franchise and its success

  • Ability to travel with 25% overnight stays in hotel In return: This position offers you the opportunity to play a critical role in the success of Ormco and Envista Holdings Corporation. You will be part of the Ormco family and at the center of a global company that builds trusted relationships with the orthodontists to help achieve practice management objectives and excellent clinical results.

Job Requirements:

ESSENTIAL 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 / Country 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 / Country 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 / Country, 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

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.

  • College Degree- preferred majors Business, Marketing, Finance, Accounting - and/or/education/experience equivalence

  • Previous successful related experience, including 7+ plus years of related industry experience, which includes a successful track record in customer relationship and account management in the appropriate industry segment

  • Previous successful sales management experience, 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

  • 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

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

  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

  • Strong emotional intelligence

  • Self-starter, self-motivator

  • Driven by professional ownership of their franchise and its success

  • Ability to travel with 25% overnight stays in hotel

In return:

This position offers you the opportunity to play a critical role in the success of Ormco and Envista Holdings Corporation. You will be part of the Ormco family and at the center of a global company that builds trusted relationships with the orthodontists to help achieve practice management objectives and excellent clinical results.

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 . #LI-EM1

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 is a global family of three companies and more than 30 trusted dental brands, united by a shared purpose: to partner with professionals to improve lives. Envista helps its customers deliver the best possible patient care through industry-leading dental consumables, solutions, technology, and services. Our comprehensive portfolio, including dental implants and treatment options, orthodontics, and digital imaging technologies, covers an estimated 90% of dentists’ clinical needs for diagnosing, treating, and preventing dental conditions as well as improving the aesthetics of the human smile. Envista companies, including KaVo Kerr, Nobel Biocare Systems, and Ormco, partner with dental professionals to help them deliver the best possible patient care.

Envista separated from Danaher as an independent company in 2019. We brought with us the proven Envista Business System (DBS) methodology, an experienced leadership team, and a strong culture grounded in continuous improvement, commitment to innovation, and deep customer focus to meet the end-to-end needs of dental professionals worldwide. Envista is now one of the largest global dental products companies, with significant market positions in some of the most attractive segments of the dental products industry. For more information, please visit www.envistaco.com .

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