Territory Sales Manager (Richmond, VA)

About the Role

The Territory Sales Manager is responsible for leading business development and acquisition activities to drive sales within an assigned territory. This role focuses on uncovering opportunities to pull through sales of core products within Ormco’s portfolio and serves as the primary relationship builder and face of Ormco to orthodontists and their professional and clinical teams. The Territory Sales Manager is accountable for total value creation within each account relationship, developing business plans, and executing territory-specific tactics to achieve monthly, quarterly, and annual sales goals. The role balances business retention, expansion, and new account cultivation to drive revenue growth.

Ormco is the industry leader in orthodontic solutions, offering world-class products that address the clinical, technical, and financial needs of orthodontic practices. With 60 years of history, Ormco provides innovative products backed by customer service and educational support. As one of three operating companies under Envista Holdings Corporation, Ormco benefits from the heritage of a global dental products leader.

Responsibilities

• Sell Ormco products and solutions to meet or exceed assigned sales quotes and goals, focusing on winning, expanding, and retaining business within each assigned account.
• Utilize a consultative sales approach to build trust and relationships with orthodontists and their clinical teams.
• Employ an educational approach to influence doctors and staff to purchase and utilize Ormco’s digital product portfolio.
• Create and implement sales and educational strategies to increase customer utilization and activity in the territory.
• Influence orthodontists and staff to commit to using Ormco and AOA products.
• Consistently meet with assigned orthodontists and staff to promote products, share new product information, and gather feedback.
• Understand customers’ clinical and business practices, patient treatment philosophies, and overall care approaches.
• Conduct complete territory analysis and planning, including block plan organization, aging receivables management, and budget compliance.
• Travel throughout the assigned territory to organize meetings with established and new accounts, discovering and qualifying customer needs.
• Provide timely responses and resolutions to customer requests, including product questions, quotations, pricing, terms, educational opportunities, and marketing needs.
• Manage customers’ expectations regarding delivery timelines for quoted products and solutions.
• Serve as the primary communication conduit for each customer, defining product and service needs and monitoring product performance.
• Utilize sales tools, collateral, and marketing materials to position the most suitable Ormco solutions for account needs.
• Translate technical product information, clinical value, and efficiency gains into customer-friendly terms.
• Maintain accurate and up-to-date sales records using Ormco’s designated Customer Relationship Management (CRM) tools.
• Interface with marketing to quantify needs and provide competitive intelligence on products and enhancements.
• Review and report customer complaints, recommending corrective actions to management as needed.
• Stay informed about new products in the market and demonstrate thorough knowledge of all Ormco solutions, including their value propositions.
• Continuously improve personal knowledge and sales skills to add value to customers, potential customers, and the team.
• Maintain required reporting documents, including forecasts, pipeline, market, competitor, and strategic initiatives reports.
• Handle all expense reporting in compliance with Ormco and Envista policies.
• Support and adhere to the company’s sales policies and procedures to ensure proper and effective customer treatment.
• Follow corporate policies regarding customer entertainment and relations.
• Perform other duties as assigned.

Requirements

• Territory covers all of Virginia (excluding Metro DC).
• Ideal candidate will reside in Richmond, Virginia.

Car allowance and mileage reimbursement provided through Motus.