Channel Sales Manager

• Develop and execute annual and quarterly channel sales plans for the Brackets & Wires portfolio aligned with India AOP
• Drive primary and secondary sales through assigned distributors
• Ensure optimal product mix, pricing discipline, and scheme effectiveness
• Drive market share growth in brackets and wires across key regions
• Manage distributor sales targets, coverage, sales data, analytics, secondary sales tracking, inventory, credit control, and collections
• Conduct monthly and quarterly business reviews with distributor principals and sales managers
• Identify performance gaps and implement corrective actions
• Develop high-potential orthodontists, institutions, and teaching hospitals
• Support customer acquisition and increase wallet share in existing accounts
• Track competitive activity and implement counter-strategies
• Train distributor sales teams on Ormco products, clinical benefits, application selling, and competitive positioning
• Collaborate with Marketing, Clinical Affairs, Customer Service, and Supply Chain
• Provide market feedback and forecasting inputs
• Ensure adherence to Ormco policies, ethical standards, and compliance norms
• Control unauthorized discounting, grey market risks, brand dilution, and correct use of Ormco branding

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