Channel Sales Manager

Overview

The Channel Sales Manager drives sales growth and market expansion through distributor partners for Ormco's Brackets & Wires and core orthodontic products in India.

What you'll do

• Develop and execute annual and quarterly channel sales plans for the 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.
• Manage end-to-end distributor performance, including sales targets and coverage, sales data management and business analytics, secondary sales tracking, inventory norms and stock rotation, and credit control and collections.
• Conduct regular business reviews (monthly/quarterly) with distributor principals and sales managers, and implement corrective actions to improve distributor productivity.
• 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.
• Train distributor sales teams on the Ormco product portfolio and differentiation, clinical benefits and application selling, and competitive positioning versus local and global brands.
• Drive consistent sales discipline and reporting.
• Work with Marketing on regional promotions and campaigns, Clinical Affairs on courses, workshops, and KOL engagement, and Customer Service & Supply Chain on service excellence.
• Provide structured market feedback and forecasting inputs.
• Ensure strict adherence to Ormco policies, ethical standards, and compliance norms.
• Control unauthorized discounting, grey market risks, and brand dilution, and ensure correct use of Ormco branding by distributors.

What you'll need

• Bachelor's degree in business administration, sales, or a related field.
• 10–12 years of sales experience, with strong distributor/channel management exposure.
• 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.
• High ownership mindset and execution rigor.
• Willingness to travel extensively.

Nice to have

• Experience in orthodontics, dental, medical devices, or premium pharma brands.

Details

• Location: India, remote.
• Willingness to travel extensively.