Field Sales Operations Manager

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

📋 Description

• Oversees sales performance within designated DSOs, ensuring both customer and doctor satisfaction; regularly reports performance metrics to leadership.

• Directs the creation, implementation, and enhancement of DSO/OSO pilot programs, integration processes, and growth initiatives.

• Collaborates with the North America General Manager to synchronize field execution with the organization's objectives.

• Guides, mentors, and develops the Strategic Account Sales Team; manages the recruitment, hiring, and onboarding processes for new team members.

• Promotes the adoption and effective use of aligner solutions through hands-on training and support for DSO doctors and their clinical teams.

• Sets team-wide expectations for territory management and call planning.

• Conducts quarterly co-travel with each Strategic Account Representative to assess field performance, provide immediate coaching on sales call execution, and offer actionable feedback to enhance skills and foster continuous improvement.

• Cultivates a culture of accountability, collaboration, and customer focus.

• Utilizes CRM tools to oversee pipeline management, opportunities, and account activities.

• Manages team expense budgets, travel arrangements, and reporting requirements.

• Represents the organization at significant conventions, meetings, and DSO leadership events.

• Evaluates market trends, competitive actions, and DSO performance to uncover risks and growth opportunities.

• Works in tandem with Marketing, Commercial Operations, Training, and Product teams to facilitate field execution and program launches.

• Delivers precise forecasting and business insights for assigned accounts to management.

⛳️ Requirements

• Bachelor’s degree preferred; 7+ years of experience in sales, strategic account management, or marketing within Orthodontics, Dentistry, or MedTech.

• Demonstrated experience working with DSOs/OSOs or managing enterprise-level healthcare accounts.

• In-depth knowledge of DSO and/or OSO Operations and Strategies.

• Established connections at the C-suite level within North American DSOs and a proven track record in successful contract negotiations.

• Excellent communication and presentation skills, including the capacity to present compelling business cases to C-suite audiences.

• Highly organized with exceptional time management abilities and a keen attention to detail.

• Capable of working independently, navigating ambiguity, and executing tasks with minimal supervision.

• Analytical thinker with the ability to assess data, identify trends, and convert insights into actionable strategies.

• Strong negotiation and influencing skills; skilled at managing complex organizations, resolving conflicts, and driving alignment.

• Proficient in CRM and sales management tools.

• Valid driver’s license, clean driving record, passport, and willingness to travel across North America.

🏝️ Benefits

• Travel is approximately 50% with overnight stays required.

• Car allowance provided; must maintain a reliable working vehicle and have car insurance.

• We offer a competitive base salary, a sales incentive bonus program, and comprehensive benefits.

• Eligible for an annual sales incentive trip.