biscodentalproducts2mo ago

U.S. Sales Manager (Head of U.S. Sales)

United States·Schaumburgexecutive

SalesSales Manager

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Quick Summary

Overview

Technical Tools

hubspotforecasting

BISCO, Inc. is a privately owned manufacturer of high-performance dental restorative materials used by dental professionals worldwide. Since 1981, we have focused on adhesive and composite technology, developing clinically driven products supported by in-house research, manufacturing, and quality systems at our ISO 13485–certified facility in Schaumburg, Illinois. For more about us, please visit our website at www.bisco.com.
Our culture is guided by three core values:

Respectful – Professional. Humble. Considerate.
Positive – Friendly. Inclusive. Curious.
Team Player – Helpful. Cooperative. Flexible.

We operate using EOS (Entrepreneurial Operating System), providing clear priorities, leadership alignment, and accountability across the company.

The Opportunity
We are hiring a U.S. Sales Manager to lead our U.S. sales organization. This is the senior leadership role responsible for the U.S. sales strategy, team performance, and revenue and profit growth in BISCO’s direct-to-customer sales model. This role emphasizes coaching, accountability, and disciplined execution of the sales process. This position reports to the Vice President of Sales & Marketing.
What makes this role unique:

Direct sales model. BISCO sells direct from our Schaumburg headquarters rather than through traditional dental distributors.
Transformation in progress. We have a motivated team with strong product knowledge. We are building a stronger sales infrastructure, including a defined sales process, coaching rhythms, and accountability systems. You will champion the sales process (pipeline discipline, coaching cadences, and management fundamentals) that turns a capable team into a consistently high-performing organization.
Customer-focused selling philosophy. Our sales culture is grounded in the principles of Endless Customers, focused on understanding customer challenges and building long-term relationships.

Key Responsibilities
Team Leadership and Accountability

Direct two Regional Sales Managers, Special Markets Manager, Sales Operations Manager, and their teams
Run weekly L10 meetings, individual accountability sessions, and structured coaching rhythms
Build a coaching culture rooted in pre-call planning, post-call debriefing, and role-playing
Manage leading indicators and daily/weekly behaviors, not just quarterly results
Conduct quarterly conversations and annual evaluations, including right-person/right-seat assessments
Identify sales training needs and implement programs to support team growth and development

Sales Strategy and Operations

Develop and execute U.S. sales strategy, annual plans, and goals
Oversee all U.S. sales activities
Own and continuously improve BISCO’s U.S. Sales Process, including customer-centric selling practices
Monitor U.S. sales metrics daily and weekly; identify and resolve issues proactively
Oversee sales forecasting and CRM utilization (HubSpot) for consistent pipeline management
Investigate and implement new sales channels, social selling, and digital outreach
Analyze and recommend promotions and discounts based on effectiveness

Customer, Market, and Company Leadership

Monitor industry trends and competitive landscape
Represent BISCO at key industry events
Lead annual budgeting and resource planning
Oversee sales operations, including customer service, trade shows, complaints, and returns
Participate in cross-functional company initiatives

Qualifications

Bachelor's degree (MBA or equivalent experience preferred)
10+ years of progressive experience in sales and sales leadership, including at least 5 years of experience managing sales professionals and managers
Proven track record building sales infrastructure (processes, accountability systems, coaching frameworks)
Experience with consultative selling methodologies (Sandler experience a strong plus)

Dental industry experience preferred

Leadership Profile

Embodies Respectful, Positive, and Team Player in everything they do
Inspires and motivates sales teams
Finds satisfaction in building a strong sales organization rather than being the hero
Leads through accountability, not just encouragement
Creates an environment of trust, where mistakes drive learning
Believes in and can coach to a defined sales process
Manages behaviors and activities, not just end-of-quarter numbers
Develops self-sufficient sellers by coaching, not rescuing

Additional Details

Location: Schaumburg, IL (Hybrid: 1-2 days per week optional work-from-home)
Travel: Approximately 4 to 6 domestic trips per year (3 to 5 days each)
Supervises: 4 managers; 15 to 20 sales staff indirectly
FLSA Status: Exempt
Salary Range: $150-175K base salary, commensurate with experience, plus year-end bonus based on sales and profit growth
Benefits: Medical, dental, and vision insurance, HRA and FSA, short and long-term disability, life insurance, pet insurance, generous PTO, 401(k) profit-sharing with match, potential year-end bonuses.
Note: After submitting an application, candidates will be asked to complete a sales leadership assessment as part of the hiring process.