Envista Holdings Corporation develops and manufactures dental care products and technologies for professionals worldwide. Through a portfolio of more than 30 brands, the company supports orthodontics, implants, endodontics, imaging, infection prevention, and digital dentistry. Its work combines product innovation, professional education, and continuous improvement to help dental teams deliver effective patient care. Envista also identifies diversity and inclusion, sustainability, and operational improvement as important parts of how it supports practitioners and advances the dental industry.
Senior Channel Sales Manager, India (Remote)
Lead Ormco’s orthodontic product growth in India by building distributor capability and increasing market share. Oversee channel sales execution, premium brand stewardship, and sales performance.
Description
- Create annual and quarterly channel sales plans for the Brackets & Wires portfolio in line with India’s AOP.
- Grow primary and secondary sales through assigned distributors.
- Maintain an effective product mix, pricing discipline, and promotional schemes.
- Expand bracket and wire market share across key regions.
- Oversee distributor targets, coverage, sales analytics, secondary sales tracking, inventory, credit control, and collections.
- Hold monthly and quarterly business reviews with distributor principals and sales managers.
- Spot performance gaps and put corrective actions in place.
- Build relationships with high-potential orthodontists, institutions, and teaching hospitals.
- Help win new customers and grow sales within existing accounts.
- Monitor competitor activity and develop counter-strategies.
- Train distributor sales teams on Ormco products, clinical benefits, application selling, and competitive positioning.
- Work with Marketing, Clinical Affairs, Customer Service, and Supply Chain.
- Share market feedback and contribute to forecasts.
- Follow Ormco policies, ethical standards, and compliance requirements.
- Prevent unauthorized discounting, grey-market activity, and brand dilution, and ensure Ormco branding is used correctly.
Requirements
- Bachelor’s degree in business administration, sales, or a related field.
- 10–12 years of sales experience, including substantial distributor or channel management.
- Experience in orthodontics, dentistry, medical devices, or premium pharmaceutical brands is preferred.
- Demonstrated success managing distributors across multiple regions.
- Strong channel and distributor management skills.
- Negotiation and conflict resolution skills.
- Data-driven planning and forecasting capabilities.
- Ability to influence without formal authority.
- Willingness to travel extensively.
- Collaborative approach to teamwork.
- Strong ownership and disciplined execution.
- Commitment, initiative, flexibility, and openness to innovation.
- Self-motivation and perseverance.
- Strong sense of responsibility and quality, with a customer-focused approach.
- Results orientation.
- Agility in managing internal and external stakeholders.