What are the responsibilities and job description for the Key Market Business Manager (Great Lakes) position at Ormco?
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.
Job Requirements:
Target Market Salary Range
Actual compensation packages take into account a wide range of factors that are unique to each candidate, including but not limited to geographic location; skill sets; relevant education and certifications; depth of experience; performance; and other business and organizational needs. The disclosed reasonable estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Envista, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. The total compensation package for this position may also include an annual performance bonus, medical/dental/vision benefits, 401K match, and/or other applicable compensation plans.
$92,300 - $171,500
Operating Company
Ormco
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 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 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.
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 Ormoc 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:
- 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
- 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
- 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
Actual compensation packages take into account a wide range of factors that are unique to each candidate, including but not limited to geographic location; skill sets; relevant education and certifications; depth of experience; performance; and other business and organizational needs. The disclosed reasonable estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Envista, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. The total compensation package for this position may also include an annual performance bonus, medical/dental/vision benefits, 401K match, and/or other applicable compensation plans.
$92,300 - $171,500
Operating Company
Ormco
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 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 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.
Salary : $92,300 - $171,500
