Job description

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. Learn more at https://www.envistaco.com/en

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

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.

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