Channel Sales Manager

Channel Sales Manager

Envista is a global family of more than 30 trusted dental brands, united by a shared purpose: to partner with professionals to improve lives. Envista helps its customers deliver the best possible patient care through industry-leading dental consumables, solutions, technology, and services. Our comprehensive portfolio, including dental implants and treatment options, orthodontics, and digital imaging technologies, covers an estimated 90% of dentists' clinical needs for diagnosing, treating, and preventing dental conditions as well as improving the aesthetics of the human smile. Envista companies, including KaVo, Kerr, Nobel Biocare and Ormco, partner with dental professionals to help them deliver the best possible patient care.

Envista separated from Danaher as an independent company in 2019. We brought with us the proven Envista Business System (EBS) methodology, an experienced leadership team, and a strong culture grounded in continuous improvement, commitment to innovation, and deep customer focus to meet the end-to-end needs of dental professionals worldwide. Envista is now one of the largest global dental products companies, with significant market positions in some of the most attractive segments of the dental products industry.

The Channel Sales Manager is responsible for driving sales growth and market expansion through distributor partners for Ormco's Brackets & Wires and core orthodontic products in India. The role focuses on channel execution, distributor capability building, premium brand stewardship, and consistent achievement of sales and mix objectives.

Job Requirements

1. Channel Strategy & Sales Execution

• Develop and execute annual and quarterly channel sales plans for B&W portfolio aligned with India AOP.
• Drive primary and secondary sales achievement through assigned distributors.
• Ensure optimal product mix, pricing discipline, and scheme effectiveness in line with Ormco's premium positioning.
• Drive market share growth in brackets and wires across key regions.

2. Distributor Performance Management

• Manage end-to-end distributor performance, including:
• Sales targets and coverage
• Sales Data Management & Business Analytics
• Secondary sales tracking
• Inventory norms and stock rotation
• Credit control and collections
• Conduct regular business reviews (monthly/quarterly) with distributor principals and sales managers.
• Identify gaps and implement corrective actions to improve distributor productivity.

3. Market Development & Key Account Focus

• Identify and develop high-potential orthodontists, institutions, and teaching hospitals in assigned regions.
• Support new customer acquisition and increase wallet share in existing accounts.
• Track competitive activity and implement counter-strategies to protect Ormco share.

4. Sales Capability & Training

• Train distributor sales teams on:
• Ormco product portfolio and differentiation
• Clinical benefits and application selling
• Competitive positioning vs local and global brands
• Drive consistent sales discipline & reporting.

5. Cross-functional Collaboration

• Work closely with:
• Marketing for execution of regional promotions and campaigns
• Clinical Affairs for courses, workshops, and KOL engagement
• Customer Service & Supply Chain to ensure service excellence
• Provide structured market feedback and forecasting inputs.

6. Compliance, Governance & Brand Protection

• Ensure strict adherence to Ormco policies, ethical standards, and compliance norms.
• Control unauthorized discounting, grey market risks, and brand dilution.
• Ensure correct use of Ormco branding and communication materials by distributors.
• Key Performance Indicators (KPIs)
• Sales Achievement vs AOP (Primary & Secondary)
• B&W Product Mix & Strategic SKU Penetration
• Market Share Growth –
• Distributor Productivity & Coverage Metrics
• Inventory Turns & Overdue Reduction
• Distributor Sales Team Capability Improvement

Qualifications

• Bachelor's degree in business administration, Sales, or a related field.
• 10–12 years of sales experience, with strong distributor/channel management exposure
• Experience in orthodontics, dental, medical devices, or premium pharma brands preferred
• Proven track record in managing multi-region distributors

Skills & Competencies

• Strong channel & distributor management capability
• Negotiation and conflict resolution skills
• Data-driven planning and forecasting
• Ability to influence without authority
• High ownership mindset and execution rigor
• Willingness to travel extensively
• Teamwork and collaboration
• High commitment, initiative, flexibility, and openness to innovation
• Self-motivation and perseverance
• High sense of responsibility and quality as well as customer orientated.
• Result orientated.
• High level of agility and ability to manage internal & external stakeholders.

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.