Director, Strategic Markets/DSO (West)

Job Description:

The Director, Strategic Accounts/DSO's primary function is to develop and implement the DEXIS core strategies and tactics to drive sales performance across Special Markets (Dental Support Organizations, Group Purchasing Organizations, Other) within their assigned geographic area.  The DSA will be responsible for securing and maintaining dental agreements, influencing product selection choices and increasing market penetration of all DEXIS products and services.  The DSA will be held accountable for achieving business objectives such as; conversion of competitive business, increased portfolio penetration and forecast attainment goals in accordance with all Healthcare Compliance guidelines. 

A successful DSA will cultivate strategic partnerships within the corporate offices and their respective affiliates.  Understanding the clinical, economic and business needs and aligning platform-wide resources across the dental platform to ensure access within each account and to drive demand.  The DSA is expected to collaborate internally and externally with all stakeholders including: executives in senior leadership positions, Regional Sales Directors, DEXIS territory sales managers, marketing, product management, customer care and clinical affairs. 

Essential Duties and Responsibilities:

• Grow annual sales revenue within their geographic area / assigned accounts and achieve assigned forecast.
• Identify new Special Markets accounts and/or new opportunities within existing Special Markets accounts to drive category expansion, formulary expansion and revenue growth.
• Responsible for supporting and often negotiating new agreements; manage existing agreements including contract renewals.  Coordinate contract implementation with the field sales team and clearly communicate the contract objectives and opportunity to all stakeholders.
• Work collaboratively with all platform Directors, Operating Company (OpCo)/Business Unit (BU) Regional Sales Directors and all Territory Sales Managers to establish local initiatives to protect and grow existing Special Market business.
• Proactively foster relationships to partner with key executive, economic and clinical decision makers across assigned Special Markets accounts.
• Be knowledgeable about the current dental platform product portfolio and sales volume by customer.
• Identify influential thought leaders within your customer accounts and work to understand the infrastructure and culture.  Understand the customer requirements and seek ways to strategically grow the business. 
• Drive superior territory management efficiency through agreed upon sales processes, Funnel Management, and Voice of Customer (VOC) initiatives.
• Effectively create and lead comprehensive customer business reviews in order to meet customer requirements.
• Serve as Primary Point of Contact for assigned Special Markets accounts.  Actively manage cross-platform activities.  Gather and disseminate all incoming and outgoing communication with C-Suite/Executive level stakeholders.  Lead and direct all account team activities.

• Attend and generate sales and sales leads at various tradeshows / sales events at the instruction or direction of the Primary Point of Contact and Sr. Leadership.

Job Requirements:

The DSA position requires an individual that can manage several projects or requests at the same time with strong attention to detail throughout.  This role requires an individual that can complete requests, orders, etc. in a timely manner; also, will follow up as needed or promised to support internal and external clients.  The DSA must be comfortable navigating and leveraging key people across the business to get work completed.  The DSA must be adept at managing up for support when needed and identifying opportunities for robust and repeatable processes to implement when appropriate.

Education and/or Experience:

• Bachelor’s Degree or equivalent work experience required; MBA or equivalent qualification preferred
• 5+ years of successful Dental and/or Medical Device sales preferred.
• Previous experience in strategic account management is strongly preferred.
• Exceptional oral and written communication skills.
• Must live within the assigned region/territory as defined by the hiring manager.
• A valid driver’s license issued in one of the 50 United States is required.

Most Important Competencies Required:

• Leading and Influencing – The ability to lead, influence, persuade, and negotiate with others (externally and internally) with or without direct authority or formalized structure.
• Stakeholder Management - The ability to understand the expectations, future needs, and motivations of external and internal stakeholders to build mutually beneficial collaborative relationships.
• Analysis – The ability to understand, analyze, interpret, and synthesize qualitative and quantitative data from a variety of sources.
• Business and Financial Acumen - The ability to apply an understanding of the entire platform portfolio of products, services, and value-added solutions to assess business strengths and weaknesses and make strategic decisions.
• Negotiating/Contracting - The ability to negotiate and apply an understanding of contracting processes (for example, commercial contracts, work orders, service level agreements, vendor agreements) to develop innovative, scalable and compliant contracting strategies.
• Communication and Presentation - The ability to clearly and appropriately convey and present information and ideas in an effective and impactful manner through a variety of approaches.
• Special Markets Environment Acumen - The ability to understand and interpret the evolving dental Special Markets environment, including state to state policies and provisions. This includes the ability to shape short and long-term commercial strategy by understanding the competitive landscape, investors, service providers and all key decision makers.
• Manages Complexity and Change - The ability to manage complexity and make timely, sound judgments in uncertain and dynamic environments.

Target Market Salary Range:

Actual compensation packages take into account a wide range of factors that are unique to each candidate, including but not limited to geographic location; skill sets; relevant education and certifications; depth of experience; performance; and other business and organizational needs. The disclosed reasonable estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.  At Envista, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. The total compensation package for this position may also include an annual performance bonus, medical/dental/vision benefits, 401K match, and/or other applicable compensation plans.

Operating Company:

Envista and all Envista Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available at: http://www.dol.gov/ofccp/regs/ compliance/posters/pdf/eeopost.pdf.

Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate.  Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes.  An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening.  Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.