Commercial Manager- SPARK India

Job Description:

Identifies, develops, manages and retains revenue-generating opportunities for the organization through the strategic and tactical sales and support of all product and service lines. Directly, or indirectly, manages the process from lead validation to product and services delivery, working with marketing, customer service, operations and delivery providers to ensure the highest level of supply chain management is delivered to customers. This job family is intended to accommodate 1) jobs whose accountabilities span two or more job families within the job group; 2) jobs that are not covered by a defined job family within the job group; 3) managerial roles spanning more than one family that are not broad enough in scope and impact to be assigned to the Business Unit/General Management job family within the Management job group.

Job Requirements:

1. Business Planning & Strategy Execution

• Drive annual & quarterly business planning for Spark India in alignment with regional goals.

• Identify market expansion opportunities across city tiers (Tier 1, 2, 3).

• Track and support execution of key strategic initiatives (e.g., penetration into general practitioner base, youth segment targeting).

2. Sales Operations & Enablement

• Drive forecasting, target setting, and sales analysis in coordination with finance and sales heads.

• Collaborate with ZSMs to track performance vs. targets and lead corrective actions.

• Monitor and improve commercial productivity: revenue per rep, case volume, ASP trends.

• Design and implement sales incentive programs.

3. Pricing & Promotions

• Maintain price integrity while enabling volume growth through smart promotional strategies.

• Evaluate, recommend, and implement pricing strategies for aligners and associated services.

• Manage approval and tracking of special pricing and discounts.

4. Marketing & Campaign Execution

• Work with marketing to execute focused campaigns (e.g., teen aligners, esthetic treatment packages etc ).

• Track campaign ROI and lead conversion with field teams.

• Customize programs based on practitioner segment (orthodontist vs. general dentist) and market maturity.

5. KOL & Clinic Engagement

• Collaborate with Clinical and Sales to build engagement plans for high-potential Spark providers.

• Support loyalty, upgrade, and cross-sell initiatives in top clinics.

• Develop commercial programs for KOLs and mid-tier clinics to increase case starts.

6. Customer Lifecycle Management

• Monitor new customer onboarding metrics (e.g., time to first case, 90-day performance).

• Flag underperforming accounts and support sales in building reactivation plans.

• Support digital adoption (Spark portal, Approver tools, etc.) to increase engagement.

7. Cross-functional Collaboration

• Partner with Training, Clinical, Marketing, Finance, and Supply Chain to ensure end-to-end alignment.

• Represent Spark India in regional reviews and global commercial forums as required.

8. MIS & Reporting

• Own weekly and monthly commercial dashboards: sales, pipeline, case mix, growth drivers.

• Provide analytical insights for leadership decision-making.

• Track competition pricing, activity, and clinic share changes in top markets.

Desired work experience, education & skills:

• The ideal candidate should have a proven track record in sales leadership, excellent people management skills, and preferably from a medical device or dental industry.
• Experience: 10-12 years’ work experience of sales/ commercial leadership role in the medical device or dental industry.
• Education: Graduate degree in dentistry, medicine, science or Engineering preferably with MBA.
• Professional: Knowledge of the market, strategic thinker and a prompt decision maker.
• Other: Strong leadership skills and must have a proven record of managing and leading a team.

Other desired skills:

• Teamwork and collaboration
• High commitment, initiative, flexibility, and openness to innovation
• Self-motivation and perseverance
• High sense of responsibility and quality as well as customer orientated.
• Result orientated.
• High level of agility and ability to manage internal & external stakeholders.

Operating Company:

Ormco

Ormco is a global leader and innovator of high-quality orthodontic products and solutions, including brackets and wires. For more than 60 years, our team has partnered with the orthodontic community to help create over 20 million smiles in more than 140 countries. We build trusted relationships. Each one is rooted in respect and understanding. We take that approach when we help orthodontists achieve their clinical and practice management objectives. We take the same approach when we help our team bring their personal best to work each day, ready to make a difference and reach their full potential.

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