National Institutional Sales Specialist

This position is responsible for CHCs, Federal, State and Local Government Accounts, Hospital-based Dental Clinics, Education and Correctional locations.  The Institutional and Government Sales Manager is the primary sales and relationship lead to our top Federal and Institutional customer accounts.

This role is responsible for key accounts, usually spanning several states. The role of the Manager is to increase revenue for the Company while building strong relationships between Patterson and major accounts.

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.

Responsible for achieving sales goals and account management of existing business within current key accounts through regular customer contact and coordination with the field and inside sales teams.

Leads and trains field resources to support the strategic direction in the Institutional / Government business segments

Acts as the field leadership contact in the sales space.  This will include regular customer contact with CHCs, Federal / State / Local Government and Institutional accounts through co-travel with field sales representatives and individual relationships

Utilizes data to identify sales trends and customers at risks, working with the field sales organization to implement solutions

Meets quarterly with key accounts to provide in person business review and uses data and analytics to demonstrate value and help customers manage spend

Coordinates team for capital expansion opportunities : equipment, technology, etc.

Works with the field sales organization to acquire new business by identifying strategies to win merchandise, equipment / technology and service business in the Institutional / Government business segment

Ensures new accounts are correctly implemented in the Patterson system and monitored on performance to agreement

Works closely with corporate leadership, as well as Field Leadership in executing programs in gaining additional sales.

Regular planning conversation with Regional Presidents to review business status, threats, opportunities

Develop active, trusted partnerships with territory reps

Provide training on the market segments, policies, how to engage effectively

Plans and executes an approved strategic monthly travel and call pattern and budget to include weekly and monthly reporting

Submit weekly report of all competitive activity with emphasis on key competition’s prices, new products, services or program introductions.

Plans purpose and outcomes for meaningful business interface with all customer types

Complete required reports timely and assures compliance with all customer interfaces

Attends all major conventions within specific area of responsibility

Participates in special projects and performs other duties as required.

Job Qualifications

Required Qualifications

Bachelor’s degree

At least 3 years of sales experience working with large customers or with institutional accounts.

A strong business acumen and ability to lead

Effective interpersonal and communication skills

Sound analytical thinking, planning, prioritization, negotiating and execution skills

Previous success attaining and exceeding sales goals

General computer proficiency including knowledge of MS Office is required.

You must also possess a valid driver's license.

Valid driver’s license and clean driving record

Preferred Qualifications

Dental industry or product knowledge preferred

Environmental Factors

This position requires traveling to various locations in a regional area.

Travel and On-call

This position requires frequent travel (75% and above) in a regional area.