About HiTeck Medical InstrumentsHiTeck is a Canadian dental instrument brand with four decades of manufacturing behind it, and we are hiring a Sales Manager to lead our sales reps and our dealer partners.
We design and sell dental hand instruments - scalers, curettes, endodontic and surgical instruments, and instrument cassettes - directly to dental offices across Canada, through dealers, and online. We are a growing company with ambitious plans.
The roleThe Sales Manager grows HiTeck's sales in Canada through our sales reps and our dealers. This is a hands-on role: you will be expected to grow the sales of every rep and every dealer.
- Reports to the Owner and CEO
- Based in Mississauga, ON, with regular travel to clinics, dealers and trade shows
- Leads the full team of sales reps (field and inside), plus future hires including a western Canada territory
- Manages and grows our Canadian dental dealers
- Works with operations, shipping and warehouse, and marketing
- Full-time, permanent; existing vacancy
What you'll ownYou own the Canadian sales number, delivered through two channels: our reps and our dealers.
Lead the sales team
- Coach and hold accountable every sales rep on the team: weekly one-on-ones, ride-alongs, call reviews and a clear target for every rep.
- Make sure every inbound lead is contacted within 48 hours.
- Recruit, onboard and develop new sales reps, starting with a western Canada territory.
Grow our dealers
- Own the relationship with each Canadian dealer: regular reviews, annual targets and a growth plan per dealer.
- Train dealer sales reps on HiTeck products, and run joint visits and promotions with them.
- Track every dealer's orders and sell-through, and act early when a dealer slows down.
- Recruit new dealers where we have gaps in coverage, and keep dealer agreements current.
- Keep reps and dealers working together, not against each other, with clear account and territory rules.
Grow our customers
- Turn first-time buyers into repeat customers, and win back clinics that have gone quiet.
- Grow average order size through kits, cassettes and full-set conversions.
- Personally manage our largest accounts and multi-location groups (DSOs).
Plan and report
- Build the annual sales plan and a monthly forecast by rep and by dealer.
- Report weekly on revenue, pipeline, dealer sales and customer retention.
- Protect margin: work within the pricing and discount bands set by the CEO.
What success looks likeSuccess is measured in revenue from reps and dealers, repeat customers and margin, not activity.
First 90 days
- Ride with every rep, meet every dealer and our top 25 accounts.
- Deliver a written 12-month sales plan with a target for every rep and every dealer.
- Every inbound lead contacted within 48 hours, every week.
- A first joint promotion or training session run with at least one dealer.
First 12 months
- Canadian revenue on or ahead of the annual target.
- Every dealer on a written target, with total dealer sales growing.
- A measurable lift in repeat-order rate and average order value.
- The western Canada rep hired and productive.
What you bringWe are looking for a proven sales leader who has grown a team's numbers and worked closely with distributors or dealers.
- 7+ years in B2B sales, including 3+ years managing a sales team (field and inside) with quota responsibility.
- Experience managing dealers, distributors or channel partners: setting targets, training their reps and growing their sales.
- A manager who still sells: comfortable in a clinic, on the phone and at a trade-show booth, and willing to carry key accounts personally.
- Data-driven management: you manage by the numbers: pipeline, forecasts and margin.
- Recruiting and coaching: you have hired, developed and, when needed, exited sales reps.
- Post-secondary education in business or a related field, or equivalent experience.
- Excellent written and spoken English.
- Valid driver's licence and the ability to travel across Canada & USA.
Strong assets- Experience in dental, medical device or healthcare sales - with a dental distributor or manufacturer especially.
- Existing relationships with Canadian dental dealers, dental offices or multi-location groups (DSOs).
- Experience with trade shows (for example the ODA Annual Spring Meeting) and continuing-education (CE) course sponsorships.
- An MBA or business degree.
- French.
Compensation and benefitsBase salary of $95,000 to $115,000 a year, plus a performance bonus with a target of $30,000, paid on sales growth from our sales reps and dealers, customer retention and margin. Top performers can earn well above target.
- Car allowance
- Laptop, phone and the tools to do the job
- Direct access to the owner and fast decisions
How to applySend your resume and a one-page note on a sales team or dealer network you grew - where it started, what you did, and the numbers it reached - to sales@hiteckmedical.com with the subject line "Sales Manager".
