District Sales Manager

Job Summary

The District Sales Manager is responsible for managing a defined staff within assigned district to ensure efficient and profitable direction to the achievement of District and assigned Branch goals. Responsible for maintaining and advancing established accounts, as well as developing new accounts by regularly contacting dental offices within a specific district while keeping cultural and strategic alignment with the branch manager.

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.

• Managing and Leading: Sets individual goals, objectives and accountabilities of sales team to achieve optimum sales consistent with the Region and Branch strategic plan. Assists in the hiring and training of new sales personnel. Keeps the sales group well informed and acts as a liaison with other functions within the branch, with vendors, customers and/or external groups.  Communicate and execute business strategies effectively to.  Establish effective and efficient procedures while providing an emphasis on detail time with reps and customers

• Development:  Provides ongoing training and development through sales meetings and consistent field co-travel with sales team. Gives specific and constructive feedback, coach sales team in the development of their skills

• Generate Sales: Responsible for driving profitable sales growth, across multiple supply and equipment categories.  Forecasts District Sales and evaluates all sales activities.  Monitors the local marketplace and develops relationships with Doctors and key practice staff

• Sales Planning: Develops short and long term business goals.  Actively seeks information regarding Patterson products and services, competitive intelligence and industry information.  Analyzes customer’s business for needs and selling opportunities

• Equipment and Technology Sales: Coordinates with other Patterson sales professionals to demonstrate and sell equipment and technology.  Proactively seeks opportunities to discuss equipment and technology solutions based on specific customer needs and emerging trends in the dental industry.  Clearly explains benefits and features of equipment and technology solutions specific to the interests and needs of the customer.  Communicates financial benefits of equipment purchases such as return on investment and tax advantages

• Customer Relations: Assure effective customer relations. Responds to customer queries, answers questions and solves problems in a timely fashion.  Holds client relationship meetings to monitor satisfaction levels with Patterson’s service and support and illustrates all of the value-added services provided

• Manages direct reports including the hiring, development, performance management, goal setting, and other managerial duties

• Ensures direct reports are aware of and follow established business policies, practices, and Company’s Code of Conduct to create a supportive and productive working environment

Job Qualifications

Required Qualifications

• Candidates must possess one of more of the following:

  • Four year degree

  • Three or more years of experience in business to business sales

  • Three or more years of experience in the dental industry

• Must maintain a valid driver’s license and good driving record

Preferred Qualifications

• 3-5 years of successful sales experience at Patterson

• Ability analyze financial information

• Process orientation and leadership skills

• Excellent problem-solving skills

• Computer skills including knowledge of spreadsheets and word processing software

• Promote customer center culture

• Proven ability to effectively hire, train, engage and motivate employees

• Excellent verbal and written communication skills

Working Conditions

Physical Demands

• This position requires: moderate physical activity

• Sitting or standing: Position requires both sitting which includes driving and standing

• Operating a computer or other office devices for the majority of the workday

• Must be able to communicate with others in person, over the phone, and in writing

• Must be able to understand and effectively exchange accurate information with others such as coworkers, customers and vendors

• Must be able to read and interpret various electronic and written documents

Environmental Factors

• This position is in an office environment in which team members occupy desks in assigned areas or at meeting/collaboration spaces within the building. The building’s primary work areas consist of desks, chairs, computers and other office equipment and devices for professional services

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

Travel and On-call

This position requires co-travel and overnight stay.