Field Sales Manager - Distribution Development

Job Title: Field Sales Manager – Distribution Development

Company: VistaApex Solutions

Location: Remote | Racine, WI Based

Reports to: Director of Sales, VistaApex Distributor Accounts

About VistaApex Solutions

VistaApex Solutions is a purpose-driven, clinician-focused healthcare platform bringing together leading dental brands, including Vista Apex, PerioProtect, and PerioSciences. Our mission is to develop meaningful products that enhance clinicians’ treatment options and improve patient outcomes. With a value-added approach across R&D, operations, and customer experience. We empower clinicians to deliver confident, consistent, and elevated care.

At our core, we operate through five foundational pillars— Product Development + Clinician Involvement, Treatment Refinement + Simplified Workflow, Expanding Innovations + Trusted Partnerships, Inspired Foresight and Quality Assured + Personal Connections —guiding our approach to innovation, collaboration, and long-term partnership.

Position Overview

The Field Sales Manager – Distribution Development role is a quota-carrying, field-based role responsible for driving revenue growth through dental dealer and distributor partners. This position actively engages in the field with dealer sales teams to execute territory strategies, including joint sales calls, dealer sales training, product pull-through, and targeted market development initiatives.

Serving as the critical link between manufacturer strategy and dealer field execution, the Distribution Field Sales Manager ensures products are effectively promoted, supported, and sold at the territory level. This role plays a key part in strengthening dealer partnerships, strategic accounts and expanding market presence while translating commercial strategy into measurable field-level results.

Key Functions

• Field Sales Execution
  • 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)

• Dealer Sales Enablement & Training
  • 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
• Territory & Account Development
  • 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
• Dealer Relationship 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
• Product Launch & Promotion Execution
  • 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
• Reporting & Forecasting
  • 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

Qualifications

• Education
  • Bachelor’s degree or equivalent professional experience preferred
• Experience
  • Required
    • 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
    • Ability and willingness to travel extensively (approximately 50–70%)
  • Preferred
    • 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
• Skills and Competencies
  • 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

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Ability to travel extensively by car and air (approximately 50–70%)
• Ability to sit, stand, and walk for extended periods during customer visits, meetings, and training sessions
• Ability to transport, set up, and demonstrate product materials and equipment weighing up to approximately 30 pounds
• Ability to use a computer, phone, and other standard office equipment for extended periods
• Ability to communicate effectively in person, by phone, and via video conferencing
• Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of this role.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• This position operates in a field-based sales environment with significant time spent traveling within assigned territory. The role regularly works from dental practices, dealer branches, training facilities, and other customer locations, as well as from a home office when not in the field. Work is performed in a mix of professional office settings, clinical environments, and remote locations.
• The role requires frequent interaction with dealer sales teams, dental professionals, and internal cross-functional partners through in-person meetings, video conferencing, phone calls, and electronic communication. Travel schedules may include early mornings, evenings, and occasional overnight stays to support business needs, training sessions, and territory execution.

Why Join Us?

At VistaApex Solutions, we value our employees and invest in their well-being. Here’s what eligible employees can expect:

• Comprehensive Health Benefits – Medical, dental, and vision insurance
• Generous PTO and paid holidays
• 401(k) with Company Match to help you plan for the future.
• Mental Health & Wellness Programs
• Team Culture – Regular team events and company gatherings

Pre-Employment Screening:

All offers of employment are contingent upon successful completion of pre-employment screening, which may include background checks, employment verification, and other job-related assessments as permitted by law.