The OpportunityWe 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 ResponsibilitiesTeam 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.
