Director of Strategic Accounts

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 Director of Sales for our Dental Strategic Account team is responsible for implementing and executing on strategic priorities to grow the Dental Support Organizations (DSO) market share and revenue in accordance with Patterson Dental’s goals and objectives.  This role is focused on leading an experienced sales team to exceed annual sales targets within assigned territories and accounts. Building and maintaining strong, long-lasting customer relationships is key for the overall success of this role.

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 reasonable accommodation, notify Human Resources or the manager who oversees the position.

• Responsible for leading a sales team by setting individual sales goals to generate sales and growth in an assigned geographic area including market penetration.

• Overall responsible to meet or exceed goals, revenue, and margin expectations by developing short and long-term business goals. Responsible for sales execution to achieve desired outcomes across assigned region.

• Monitor sales operations to recognize trends, opportunities to enhance procedures, identify potential problems, or other factors that might impact achieving goals or performance with an eye toward optimizing sales results

• Demonstrates a high business acumen and meets or exceeds sales targets.

• Drive accountability, new business opportunity development, customer relations and customer retention.

• Hire, develop, train and retain diverse sales force.  Responsibly to coach and mentor sales team on best sales principals to meet the expectations of our customers.

• Demonstrate change leadership; drive and actively lead team through business changes by clearing and confidential communicating business strategies to assigned team.

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

• Provides ongoing training and development through sales meetings and consistent field co-travel with sales team.

• Collaborate with internal business partners to create, executive and measure sales within the assigned market.

• Provide guidance to sales team on how to leverage appropriate pricing strategy to most profitable business growth across multiple supply and equipment categories.

• Develops and co-owns personal contact with key accounts/customers.

• Drive understanding and adoption of key business tools and resources

• Observe progress, judge the effectiveness of direct reports, and provides timely and appropriate feedback.

• Coach and counsel direct reports to perform successfully and in ongoing development of skills and competencies

• Actively seeks information regarding Patterson products and services, competitive intelligence, and industry information. 

• Keep informed of industry trends, emerging technologies and potential partnerships in the DSO space

• Proactively seeks opportunities to discuss equipment and technology solutions based on specific customer needs and emerging trends in the dental industry. 

• Holds client relationship meetings and quarterly business reviews to monitor satisfaction levels with Patterson’s service and support and illustrates all the value-added services provided.

• Perform other duties as assigned.

Additional Functions

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

• Attend trade shows and customer events.

• Provide input on strategy tactics and action plans.

• Forecasting and projecting sales volume.

Job Qualifications

Required Qualifications

• Bachelor’s degree in sales, business, economics, finance or related major or equivalent experience and at least 10 years of proven sales executive experience in business-to-business sales model

• Possessing a high business acumen, strong decision-making skills and a strong customer focus is vital.

• The ability to effectively address conflict, lead people, build a high performing team, be adaptable, and facilitate ongoing development is key.

• Ability to clearly and confidently communicate, present, and influence at all organization’s levels, including executives and C-level.

• Promote customer center culture.

• 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

• Experience in or with the dental industry

• Experience selling to or leading sales teams that support a Dental Support Organizations (DSO) highly preferred.

Working Conditions

Physical Demands

• Ability to sit or stand while operating office equipment, such as a computer or telephone for 6-8 hours per day

• Ability to work in an office environment either onsite or remotely

• Operating a computer or other office device up to 8 hours per day

• Position involves frequent communication with customers, inside staff, etc. and requires ability to understand and effectively exchange accurate information

Environmental Factors

• May be remote.  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.

Travel and On-Call

• 70% travel to customer sites within assigned regions (multi-state)

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