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Territory Sales Mgr - Ortho - R111023

Job ID: 114889
Job Views: 12
Location: Pennsylvania/Carlsbad CA/Philadelphia PA, Pennsylvania, United States
Zip Code:
Job Category: Henry Schein
Employment Type: Full time
Posted: 08.15.2019

Job Description

Perform the following duties in a professional way, supporting Ortho Organizers' Quality Policy. Must understand, follow and comply with regulatory requirements as applicable to various processes.  An understanding of FDA Quality System Regulations (21 CFR 820) and ISO Standards (ISO 13485) is required.
Outside sales account manager is responsible for achieving the territory sales goals.  Promotes educational programs while conveying benefits of the products, programs and services.  Builds sustainable relationships with key professional decision makers and opinion leaders.  Encourages sustainable sales through demonstration of financial, clinical and patient benefits. Works with business establishments or individuals at customer's place of business, CE programs, and trade shows by performing the following duties.
50%                                Accountable for Ortho Organizers sales target as set forth by the management team.
Responsible for developing a business plan for assigned geography. 
Develops a monthly plan that supports the needs of their territory and region
Reviews metrics of territory in order to determine progress of plan and adjust accordingly
15%                                Increases customer satisfaction by problem solving and advocating around customer needs, product issues and market conditions. Recognizes the value of relationships thru penetrating appropriate offices.
Compiles lists of prospective customers for use as sales leads, based on information from current base of business, business directories, Ortho Organizers marketing programs and other sources.
15%                                Travels throughout assigned territory utilizing an efficient territory management plan to call on regular and prospective customers to build relationships and to solicit orders. Talks often with customers on the phone.  The travel requirement for this position is at least 50% of the time.
Attends CE programs and trade shows as needed to support the sales and growth of Ortho Organizers programs and products. Displays products, using samples and or catalog, and emphasizes saleable features.
10%                                Develops and maintains a working relationship with the inside sales team and the entire national team.  Documents all customer interactions thru CRM protocol.  Supports the region and national initiatives as set forth by sales management team
10%                                Meets training requirements including proficiency with professional selling skills, product knowledge, competitive product knowledge and territory management and time management.  Manages expense budget expectations as outlined by management team.
10%                                Works with marketing, inside sales, CE program manager and customer service as appropriate to input into training, compensation, promotional and other programs.
High value on leveraging current relationships to maintain current customers, while networking for new customers.
10%                                Communicates and provides feedback to management regarding client needs, new technologies, clinical trials, and other market activities. Provide monthly reports as directed by Sales Management
Quotes prices and credit terms and prepares sales contracts for orders obtained. Results oriented.
5%                        Effective probing and listening skills. Prioritize needs and act accordingly due to strong note taking and follow up skills.
5%                        Estimates date of delivery to customer, based on knowledge of own firm's production and delivery schedules.
5%                        Participates in special projects and performs other duties as required.
In addition to the essential duties and responsibilities listed above, all positions are also responsible for:
  • Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work related tasks in a manner that is in compliance with all Company policies and procedures including WorldWide Business Standards.
  • Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments.

Job Requirements

Experience:  Bachelor's degree (B.A. or B.S.) from four-year College or university plus a minimum of 3 years related selling experience. Related experience and or training in the dental or orthodontic field are a plus.
Specialized Knowledge and Skills:  Orthodontic sales background preferred but not required; must be articulate and able to effectively communicate with dentists, orthodontists, etc.  Must be able to self-initiate and manage themselves and their sales contacts in order to effectively produce sales for the company.  Must be effective with cold calling. Developing strategy in a competitive situation
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Ability to write reports, business correspondence, and procedures.  Ability to effectively present information and respond to questions from dentists, orthodontists, managers, clients, customers, and the general public.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
Ability to solve practical problems and resolve customer issues.  Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Competent in Microsoft programs including all Microsoft Office (Word, Excel, PowerPoint and Outlook).

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