Account Executive

Job Summary

We Are Patterson!  Patterson Companies, Inc. is focused on providing the best products, technologies, services and business solutions to the animal and oral health markets. The Account Executive is responsible for overseeing and nurturing an existing book of business while also closing qualifying leads.  This role is focused on the overall health of practices and provides bold solutions that enable strong customer growth in a rapidly changing market.  The Account Executive works in a team sales environment and the ideal candidate will rise as a leader to strategically guide support roles on account priority.

Essential Functions

To perform this job successfully, an employee must be able to perform each essential function satisfactorily, with or without reasonable accommodation. To request a reasonable accommodation, notify Human Resources or the manager who oversees the position.

• Responsible for driving profitable sales growth across all categories including consumables, equipment, technology, software, etc.  Develops trusted relationships with doctors and key practice staff.  Generates referrals from current customers, business network, and manufacturers’ representatives. 

• Responsible for driving new business growth by prioritizing and working qualifying leads generated by the Business Development Representative.

• Establishes and promotes best sales practices within the sales team, while providing guidance to the sales team to drive overall territory growth.

• Proactively partner with sales support roles to optimize their assigned territory to target Patterson’s ideal customer segment.

• Implement strategic plans for business development, focusing on market trends, competitor analysis, and potential areas for growth.

• Responsible for partnering with sales support role on establishing meeting cadence with customers to hold consultative business reviews, uncover needs and provide solutions to drive growth.  

• Serves as a practice partner by analyzing business needs, discussing benefits and features of equipment and technology solutions, coordinating product demonstrations, explaining return on investment and tax advantages, and discussing emerging trends in the dental industry. 

• Develops and enhances strategic business partnerships by fully engaging and building trust with the key decision makers with a focus on long-term relationships, business retention, and growth.

• Maintain a strong knowledge of Patterson Dental products, services, and technologies as well as rapidly changing market dynamics.

• Build strategic network of business professionals and partnerships for lead source to drive new opportunities

Additional functions

In addition to the essential functions listed above, the incumbent may perform the following additional functions.

• Organize and lead educational events and webinars and drive attendance.

Job Qualifications

Required Qualifications

• Bachelor’s degree in sales, business, economics, finance or related major or equivalent experience and at least 5 years of proven sales experience in business-to-business sales model

• Experience in or with the dental industry

• Proficient understanding of sales principles

• Possesses strong business acumen

• Demonstrated ability to lead sales support roles to achieve team quotas.

• Analytical and problem-solving skills to interpret data to drive business decisions.

• Demonstrated success in building and maintaining business/customer relationships.

• Excellent verbal and written communication skills

• Team player with entrepreneurial spirit and the desire to try new ideas to achieve greater levels of success

• Demonstrated success working in an unstructured and entrepreneurial environment.

• Ability to operate with a strong sense of urgency and deliver results

• Self-motivated, persistent, and goal-oriented attitude and can work effectively as an individual or as part of a team

• Proficiency with the Microsoft Office suite including in-depth knowledge of Outlook, Word, and Excel with the ability to pick up new systems and software easily

• Valid driver’s license along with good driving record

Preferred Qualifications

• Bachelor’s degree in sales, business, economics, finance or related major.

• Professional Sales Certification is highly desired

Working Conditions

Physical Demands

• Must be able to remain in a stationary or driving position up to 100% per day.

• Must be able to move dental equipment weighing up to 50 pounds into place less than 5% per day.

Environmental Factors

This position requires traveling to customer locations and providing services and support to customers.

TRAVEL AND ON-CALL

• 100% travel to customer sites in a local geographic area

• Occasionally out of town for overnight and/or after-hours