Director, DEXIS Strategic Markets - Elite DSO at Envista Holdings

Job Description:

The Director, Strategic Accounts (Elite DSO) primary function is to develop and implement the DEXIS core strategies and tactics to drive sales performance across Envista’s designate Elite DSO customer segment (100+ locations) across the United States and Canada. The DSA will partner with, and work alongside the centralized Envista Strategic Account Manager (SAM) team and 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. This is a national sales role and you will be required to travel all over the US and Canada.

Essential Duties and Responsibilities:

• Grow annual sales revenue within the Elite DSO segment / 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.
• Other Duties as assigned.

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 required; MBA or equivalent qualification preferred.
• 5+ years of successful Dental and/or Medical Device sales preferred.
• Previous experience selling into Strategic Accounts/DSO is required.
• Exceptional oral and written communication skills.
• A valid driver’s license (US).
• Ability to travel all throughout the US/Canada; 30-40% overnight.

Internal Relationships:

• Interact frequently with members of the Envista Strategic Accounts team, Field Sales Team, Marketing Team, Product Managers, Business Development Managers, Customer Care, Leadership Staff, and other employees across the various Envista Operating Companies.

External Relationships:

• Frequent interaction with customers, dealers, clinicians, etc.

Personal Trait Profile:

• Drives change.
• Highly self-motivated.
• Effectively manage multiple priorities at one time.
• Embraces continuous improvement.
• Believes in team problem solving.
• Pushes self for continual personal development.

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:

$94,800 - $176,100

Operating Company:

DEXIS

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.