Associate Manager, Inside Sales

Associate Manager, Inside Sales
Location: Amherst, NY

Ivoclar has been a leader in dentistry for over a century.  Today, we are one of the world’s leading dental companies. Our integrated solutions are helping to improve the state of oral health throughout the world.  We share one mission: Making People Smile!

We are seeking a results-driven inside sales profesional to join a dymanic and collaborative North American inside sales team.  This indivivual will play a critical role in driving the performance, development, and scalability of the Inside Sales functions. This role serves as the primary owner of onboarding, training, and coaching for Sales Development of Clinical SDC’s, and assist with the Technical Account Manager Development ensuring consistent execution of outbound campaigns, lead qualification, customer engagement strategies, and opportunity development / winning where applicable.

By translating sales strategy into structured daily execution, reinforcing best practices, and supporting ongoing skill development, this position enables the Inside Sales team to improve productivity, strengthen pipeline generation, and contribute to revenue through growth, retention, and recapture activities.

The salary range for this position is between $64,000 -$73,000 annually, depending on experience, qualifications and location.  Final compensation will be determined during the interview process.   

Essential Functions:

Management (with people reporting responsibilities) -

• Create and maintain a safe, secure, diverse, inclusive, engaged and compliant work environment that empowers employees to achieve departmental and company result
• Adhere to the corporate code of conduct
• Plan, organize and maintain department control in support of executing corporate and departmental business objectives that ensures productivity, goal achievement, budget and forecast adherence and allows for effective and efficient operations
• Recruit, select, onboard, and train new employees Lead and execute performance management activities to include performance improvement plans that support employee development
• Commit and foster adherence to the company's quality management system and timely execution of tasks assigned within it
• Work together with fellow managers in a professional, respective and collaborative manner

Sales Enablement & Training (Clinical & Technical):

• Assist with design, implementation, and continuously improving department onboarding progra
• Deliver structured training in:
  • Sales fundamentals (call strategy, objection handling, qualification)
  • Product knowledge and application
  • CRM and campaign workflows
• Identify skill gaps and develop targeted training plans to accelerate ramp time
• Maintain ongoing training materials and ensure consistency across Clinical and Technical Teams

Sales Development Coordinators Directly Reports to this role and is responsible for Coaching & Performance Development:

• Provide ongoing coaching through:
  • Call reviews and feedback
  • Role play facilitation and reinforcement sessions
  • Real-time performance coaching
• Partner with Inside Sales leadership to identify performance gaps and recommend development actions
• Reinforce standards for:
• Quality conversations and engagement
• Opportunity identification and qualification
• Customer interaction best practices

IS Department Sales Execution & Campaign Support (Technical & Clinical):

• Support rollout and execution of Inside Sales campaigns (growth, retention, and recapture)
• Ensure clarity:
  • Campaign objectives
  • Target customers and prioritization
  • Messaging and product focus
• Monitor execution consistency and provide feedback to improve campaign performance

Process and Playbook Development:

• Maintain, and update Inside Sales Department playbooks, including:
  • Call frameworks and talk tracks
  • Qualification criteria
  • Campaign execution guidelines
• Ensure consistent adoption of sales processes across the SDC team
• Translate sales strategy into repeatable, scalable workflows

Cross Functional Coordination:

• Partner with Marketing, Education, Sales Operations, and Field Sales to:
  • Align campaign messaging and priorities
  • Support lead follow-up workflows (MQLs, education attendees
• Serve as a key point of coordination for resolving execution-related issues impacting the SDC team
• Provide feedback to cross-functional teams to improve lead quality and campaign effectiveness

Performance Insights and Continuous Improvement:

• Monitor activity and performance trends (calls, conversations, opportunities, orders)
• Identify execution gaps and recommend improvements to training, campaigns, and processes
• Support Inside Sales leadership with insights that connect daily activity to business outcomes
• Help drive consistency and reduce variability in performance across the team
• Maintain reporting for campaigns and sales initiatives as needed

Your Qualifications:

• 5 years sales experience
• 2 years experience with coaching, and mentoring or equivalent leadership experience
• Bachelor’s degree in business, Marketing, Communications, or related field (preferred).
• Excellent written and verbal communication skills.
• Highly organized with strong attention to detail.
• Proficiency in Microsoft Excel, PowerPoint, and Google Workspace.
• Collaborative mindset and a service-oriented attitude.

Bonus Skills:

• Experience with order entry/ERP systems (e.g., SAP, NetSuite).
• Familiarity with technical products or solutions-based selling.

Why Join Ivoclar?

• Be part of a global leader with a legacy of innovation in dentistry.
• Lead impactful marketing strategies that drive business growth.
• Collaborate with talented professionals across North America and around the world.
• Make a meaningful contribution to improving oral health and supporting dental professionals.

If you are looking for a career where you can contribute actively, develop personally and professionally and make a lasting difference then this is the right place for you. As an international family business with a long-term perspective, we know that it is our 3600 employees that are the key to our success. Let's achieve our goal together: Making people smile.

 Ivoclar is committed to Equal Employment Opportunity and, as such, affirms in policy and practice to recruit, hire, train, and promote, in all job classifications, without regard to race, religion, color, national origin, citizenship, sex, age, veteran status, disability, genetic information, sexual orientation, gender identity or any other protected characteristic. Ivoclar will not discriminate against persons because of their disability and will make reasonable accommodations for known physical or mental limitations of qualified employees and applicants with disabilities. We will also make reasonable accommodation during the interview and selection process. 

Candidates must be legally authorized to work in the United States on a permanent basis. This position is not eligible for employer-based visa sponsorship now or in the future.