Ormco: Sales Associate Representative (North Carolina and South Carolina)

Ormco, headquartered in Brea, CA, is a global leader and innovator of orthodontic products and solutions designed to enhance the lives of our customers and their patients. For nearly 60 years, Ormco has partnered with the global orthodontic community to help create over 20 million smiles in over 130 countries. Our 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).  Our latest Spark™ Clear Aligner System is designed to meet the needs of the orthodontist with the TruGEN™ material and 3D Approver software, making a more comfortable and aesthetically pleasing aligner experience for patients. From personalized service to professional education programs and marketing support, Ormco is committed to helping orthodontists achieve their clinical and practice management objectives. For more information about Ormco, visit www.ormco.com

Job Description:

JOB SUMMARY

The Ormco Sales Associate Representative will be paired with a Senior Territory Manager to assist in the development and acquisition activities to drive sales within the assigned territory.  The Sales Associate Representative will uncover ways to pull through sales of core products and Spark aligners, amongst Ormco products and solutions portfolio. This individual will be work closely with a Senior Territory Manager to execute Elite account maintenance.  This individual will also be tasked with prospecting activities within the territory.  This individual will balance business retention, business expansion and new account cultivation to drive revenue growth.  This will be done under the direction, instruction, and guidance of the Senior Territory Manager and Regional Sales Manager. 

PRIMARY DUTIES & RESPONSIBILITIES:

• The Sales Associate Representative sells Ormco products and solutions in the amounts required to meet and/or exceed assigned quotes and goals.
• Primary goal is to win, expand and retain Ormco business within each assigned account
• Utilizes a consultative sales approach to build trust and relationships with the customer, which will influence the business relationship with the Orthodontist and their professional and clinical team. 
• Influence doctor and staff to purchase and commit to using Ormco’s full portfolio of products. 
• Meets with assigned group of Orthodontists and orthodontic staff on a consistent basis to promote products and services, relate new product information and receive feedback on the company's products and services.
• Learns and understand the customer’s clinical and business practices, along with patient treatment and overall care philosophy.
• Travels throughout assigned territory and organizes customer meetings with established and new accounts.  Discovering and qualifying customer needs and requirements and meeting and/or exceeding their expectations.
• Provides timely response and resolution to customers' requests, such as: product questions, product quotation, product pricing, terms and conditions, educational opportunities, marketing needs, etc.
• Establishes and manages customers’ expectations of delivery timelines for quoted products and solutions.
• The Sales Associate Representative is the main communication conduit to each customer.
• Meets with customers to define product/service needs and specifications. Continuously works with customers to monitor product performance and needs.
• Proficient use of sales tools, collateral, and marketing materials to best position the most suitable Ormco solution for the account needs.
• Lead translator of technical product information, clinical value, and efficiency gains via the Ormco solutions to customers.
• Maintains up-to-date and accurate sales records via Ormco designated Customer Relation Management tool(s). Interfaces with marketing to quantify needs and to provide intelligence to management on competitive products and company product enhancements.
• Reviews and reports complaints received from customers and recommends corrective action to the Regional Sales Manager and/or Marketing Manager through established reporting guidelines
• Be aware and knowledgeable of new products in the market.
• Demonstrate thorough knowledgeable of all Ormco solutions- include value proposition and content to substantiate the value proposition for your customers specific needs.
• Consistently works to improve personal knowledge and sales skills to add greater value to all Ormco customers, potential customers, the Territory Sales Manager’s team, and to Ormco
• Maintaining the necessary reporting documents, including forecasts, pipeline, market, competitor, and strategic initiatives reports that provide adherence to Ormco leadership and Regional Management leadership requirements.
• Responsible for all expense reporting and is compliant with all Ormco and Envista expense policies.
• Understands and supports the company's sales policies and procedures to provide proper and effective treatment to all the company's customers.
• Follows corporate policies regarding customer entertainment and customer relations
• May be assigned as needed to duties not listed here.  Any special instructions required will be issued at the time of assignment.

Job Requirements:

• Bachelor’s degree required.
• 2 plus years of outside sales experience is preferred; successful track record in customer relationship and account management is a plus.
• Valid Drivers License and an acceptable driving record.

PREFERRED QUALIFICIATIONS:

• 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.
• Ability to effectively manage assigned accounts in terms of driving utilization, customer relationship management, problem resolution, and business and territory planning.
• Proven effective verbal, computer, written and presentation/communication skills.
• Demonstrated ability of critical and agile thinking.
• Proficient in Microsoft Office Suite, CRM (SF.com or Dynamics).
• Professional presence that influences desired results with both external and internal stakeholders.
• Strong emotional intelligence.
• Self-starter, self-motivator.
• Driven by professional ownership of their franchise and its success.
• Ability to quickly adapt and respond to job, environmental, and industry changes.

TRAVEL/LOCATION:

• Laptop, iPad, iPhone and company car provided.
• All business expenses will be reimbursed.
• Eligible for incentive trip and other company sponsored promotional activities.
• Ability to travel with 15% overnight.
• The ideal candidate should be based out of the Charleston, SC or surrounding areas.

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IND123

Operating Company:

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.