Field Sales Manager - Distribution Development

VistaApex Solutions is a purpose-driven, clinician-focused healthcare platform bringing together leading dental brands. The Field Sales Manager – Distribution Development drives revenue growth through dental dealer and distributor partners by executing territory strategies, training dealer sales teams, supporting product adoption, and strengthening strategic partnerships.

Responsibilities:

• Carry an assigned revenue quota tied to strategic markets and distributor sales performance
• Spend significant time in the field conducting training and dealer meetings
• Drive product adoption and pull-through the dealer, special markets and practice levels
• Support dealer sales representatives in closing opportunities through product demonstrations, clinical messaging, and objection handling via in-person and virtual engagement (email, phone, text)
• Train dealer field and sales teams on product positioning, competitive differentiation, and effective selling strategies
• Conduct in-person and virtual dealer sales meetings, lunch-and-learns, and ride-alongs
• Reinforce consistent messaging and best-practice selling behaviors across dealer territories
• Serve as the primary product and channel subject matter expert for dealer sales teams
• Develop and execute territory plans in collaboration with dealer regional branches, special markets and field sales teams
• Identify and prioritize high-potential accounts, including DSOs, group practices, and key influencers
• Support account targeting, call cadence execution, and opportunity follow-up
• Assist dealer representatives with pipeline development, deal progression, and opportunity management
• Build and maintain strong working relationships with dealer sales representatives, special markets, branch managers, regional leaders, and category stakeholders
• Support dealer branches through regular on-site visits and ongoing field engagement
• Advocate for dealer needs internally and ensure timely responsiveness to field requests
• Support dealer onboarding, activation, and compliance initiatives at the territory level
• Lead and support dealer sales training initiatives as required
• Lead field execution of new product launches through ride-alongs, launch blitzes, and dealer meetings
• Ensure promotional programs, pricing, and incentive initiatives are clearly communicated and executed in the field
• Provide real-time feedback on launch effectiveness, market response, and competitive activity
• Maintain accurate pipeline, activity tracking, and forecasting in CRM
• Track dealer engagement, call activity, and opportunity outcomes
• Provide regular updates on territory performance, competitive threats, and customer and dealer feedback

Requirements:

• 7+ years of experience in dental field sales and/or channel sales
• Proven success working directly with dental dealer field sales teams to drive revenue growth
• Strong understanding of dealer territory structures, coverage models, and sales motion
• Demonstrated ability to influence, partner, and close business through indirect sales channels
• Strong field execution skills with a consistent track record of deal closing
• Ability to coach, influence, and enable dealer sales representatives without direct authority
• Effective territory planning, account targeting, and opportunity prioritization skills
• Competitive selling capabilities, including objection handling and value-based positioning
• Excellent presentation, communication, and interpersonal skills
• High-energy, self-directed, and results-driven with the ability to operate independently in a field-based role
• Bachelor's degree or equivalent professional experience
• Field sales experience within a dental manufacturing environment
• Experience selling through national and regional dental dealer partners
• Exposure to DSOs, group practices, and multi-location dental organizations
• Hands-on experience with product demonstrations and clinical selling