Director of Sales, Strategic Accounts
About the role
Location Preference: Candidates should be based on the West Coast to effectively support strategic accounts, customer engagement, and business travel requirements within the region. As the Director of Sales, Strategic Accounts for Patterson Dental, you will lead a team responsible for driving growth, profitability, and customer success across a diverse portfolio of strategic accounts. This role provides leadership and direction to Patterson’s Key Account Executives and Account Executives, ensuring alignment with organizational objectives and execution of strategic sales initiatives. The Director is responsible for building strong relationships with key customers, partners, and manufacturers while actively participating in manufacturer meetings, sponsored training programs, and industry events. This leader stays informed on market trends, competitive activity, and emerging opportunities, translating insights into actionable strategies that drive business results. In addition, the Director is accountable for achieving sales growth and maintaining the highest levels of customer satisfaction by leading teams responsible for the selection, sale, purchase, and installation of dental technology, equipment, and supplies within both new and existing dental facilities. Through effective leadership, coaching, and performance management, this individual ensures the successful execution of strategic account plans and the achievement of Patterson Dental's business objectives.
Responsibilities
- 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 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.
- 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.