Channel Sales Manager

This is a fully remote position, open to applicants in India.

📋 Description

• Create and implement annual and quarterly sales strategies for the Brackets & Wires portfolio in alignment with the India Annual Operating Plan (AOP).

• Propel both primary and secondary sales through designated distributors.

• Maintain an optimal product mix, ensure pricing discipline, and evaluate scheme effectiveness.

• Foster growth in market share for brackets and wires across significant regions.

• Oversee distributor sales objectives, coverage, sales data, analytics, secondary sales monitoring, inventory management, credit control, and collections.

• Conduct monthly and quarterly business reviews with distributor principals and sales managers.

• Identify areas for performance improvement and implement corrective measures.

• Cultivate relationships with high-potential orthodontists, institutions, and teaching hospitals.

• Assist in customer acquisition efforts and enhance wallet share within existing accounts.

• Monitor competitive activities and execute counter-strategies.

• Provide training to distributor sales teams on Ormco products, their clinical advantages, application selling techniques, and competitive positioning.

• Collaborate with departments such as Marketing, Clinical Affairs, Customer Service, and Supply Chain.

• Offer market insights and contribute to forecasting efforts.

• Ensure compliance with Ormco policies, ethical standards, and regulatory requirements.

• Manage unauthorized discounting, mitigate grey market risks, protect brand integrity, and ensure proper use of Ormco branding.

⛳️ Requirements

• Bachelor’s degree in business administration, Sales, or a related discipline.

• 10–12 years of sales experience, particularly in distributor/channel management.

• Preferred experience in orthodontics, dental, medical devices, or premium pharmaceutical brands.

• Demonstrated success in managing multi-region distributors.

• Strong capabilities in channel and distributor management.

• Proficient negotiation and conflict resolution skills.

• Experience in data-driven planning and forecasting.

• Ability to influence others without direct authority.

• Willingness to travel frequently.

• Strong teamwork and collaboration skills.

• High level of ownership and execution rigor.

• Commitment to initiative, adaptability, and openness to innovation.

• Self-motivated and persistent.

• Strong sense of responsibility, quality orientation, and customer focus.

• Results-oriented with agility and capability to manage relationships with internal and external stakeholders.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Opportunities for professional development and career advancement.

• Supportive work environment that values innovation and collaboration.