National Institutions Manager

The National Institutional Sales Manager leads a specialized sales team focused on institutions, higher education, community health centers, and government segments. This role is responsible for driving growth across both merchandise and equipment categories in alignment with Patterson's strategic goals. By fostering strong customer relationships and collaborating with internal specialists, the manager supports sales execution, market expansion, and high customer satisfaction through the selection and installation of technology and solutions.

Essential Functions

• 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.

• 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.

• 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.

• Comply with Company and department policies and standards; performs other duties as assigned

People Management

• Accountable for team staffing and managing direct reports to include development, performance management, goal setting, and other managerial duties

• Ensures direct reports are aware of and follow ethical business practices and Company’s Code of Conduct to maintain a supportive and productive working environment.

Additional Responsibilities

• Lead regular sales meetings to communicate strategic goals, provide training, and support team alignment

• Report on performance and trends by preparing and presenting sales forecasts, results, and market insights to senior leadership.

Minimum Requirements

• Bachelor's Degree business or related field

• 6 years B2B sales and

• 3 years supporting higher education, community health centers and/or government customers

Skills and Abilities

• Proven leadership experience in managing and developing high-performing sales teams

• Strong business acumen, decision-making ability, and customer-focused mindset.

• Skilled in conflict resolution, adaptability, and team development

• Excellent communication, analytical, and problem-solving skills

• Proficiency in Microsoft Office suite and ability to learn new systems

Required Licenses and Certifications

• Driver's License Upon Hire Required

Physical and Cognitive Demands

• Communicate/Hearing Frequently

• Communicate/Talking Frequently

• Driving Vehicle Frequently

• Learn New Tasks or Concepts Frequently

• Make Timely Decisions in the Context of a Workflow Frequently

• Complete Tasks Independently Constantly

• Maintain Focus Constantly

• Remember Processes & Procedures Constantly

• Stationary Position (Seated) Constantly

• Vision Constantly

• Hand/Eye Coordination Occasionally

• Bend Rarely

• Complete Tasks in a Noisy Environment Rarely

• Feeling/Grasping/Handling Rarely

• Move/Traverse Rarely

• Repetitive Motions Rarely

Working Environment

• Noise Occasionally

• Hazards Occasionally

• Vibration Occasionally

Environmental Conditions

• Office: This position primarily operates in a professional 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.

• Primary Traveling: This position requires traveling to customer locations and providing services and support to customers.

Travel Requirements

• 50% travel to customer sites within assigned regions (multi-state), occasionally out of town for overnight and/or after-hours

The potential compensation range for this role is below. The final offer amount would be based on various factors such as candidate location (geographical labor market), experience, and skills. $94,100.00 - $117,700.00