Director of National Accounts - Charlotte, NC
Employment Type : Full-Time
Dentsply Sirona is the world’s largest manufacturer of professional dental products and technologies, with a 130-year history of innovation and service to the dental industry and patients worldwide. Dentsply Sirona develops, manufactures, and markets a comprehensive solutions offering including dental and oral health products as well as other consumable medical devices under a strong portfolio of world class brands. Dentsply Sirona’s products provide innovative, high-quality and effective solutions to advance patient care and deliver better and safer dentistry. Dentsply Sirona’s global headquarters is located in Charlotte, North Carolina. The company’s shares are listed in the United States on NASDAQ under the symbol XRAY.
Bringing out the best in people
As advanced as dentistry is today, we are dedicated to making it even better. Our people have a passion for innovation and are committed to applying it to improve dental care. We live and breathe high performance, working as one global team, bringing out the best in each other for the benefit of dental patients, and the professionals who serve them. If you want to grow and develop as a part of a team that is shaping an industry, then we’re looking for the best to join us.
Working at Dentsply Sirona you are able to:
Develop faster - with our commitment to the best professional development.
Perform better - as part of a high-performance, empowering culture.
Shape an industry - with a market leader that continues to drive innovation.
Make a difference -by helping improve oral health worldwide.
Summary:
The National Accounts Director is responsible for successfully executing the Sales and Marketing plans at the field level integrating the needs and goals of the US Commerical Organization and Business Units. Additionally, the director will successfully lead, coach and develop a field sales organization on a National basis. This includes excellence in deployment of the teams as well as execution of the sales strategy (Focus products, Focus customers, audiences and channels). Finally, the position has a top priority for maximizing personnel development as well as customer and employee satisfaction.
Operational Excellence:- Sets the strategy, vision and goals of National Accounts team in conjunction with the US Commercial Organization (US RCO) and Business Units (SBUs).
- Ensure goal and plans are being executed at the field level.
- Works closely with Market Development Managers and is aligned with strategies and plans that are to be executed by the commercial team.
- Develops performance management systems and processes to ensure flawless execution of plans and are responsible for the core strategies.
- Performs a comprehensive analysis of potential, capacity, current share, and remaining winnable opportunity by account and product line in conjunction with the VP of Sales and Sales Operations.
- Develops an annual business plan for his/her respective area that is in support of the overall US RCO Business Plan.
- Develops and coaches his/her team on successfully implementing the Deployment Strategy in order to maximize sales performance and effectiveness.
- Maintains a close working relationship with the Senior Staff of the SBUs, keeping them informed of progress to plans and other key market intelligence data.
- Maintains a comprehensive data base within his/her region through the CRM System.
- Responsible for meeting all of the administrative requirements of the position, as well as be responsive to voice mail and email communication.
Customer Excellence:- Deploys accounts and territories to the respective team with strict adherence to the territory potential and capacity guidelines.
- Deploys account managers to the highest potential accounts (A/B) and ensures the proper reach and frequency against these accounts is achieved.
- Provides expert demonstration and ensures consistent utilization by field management of the principals of Challenger Selling via the co-travel reports.
- Maximizes Customer satisfaction on the key drivers of our value proposition which would include ensuring that our reps are Procedure Experts and consistently demonstrate and execute the Challenger Sales Model, LAMP and Strategic Selling.
- Maintains a strong relationship with key end-user customers and distributors.
- Has the Will to Win, makes difficult decisions and is decisive.
- Visualizes the team’s success and sets incremental goals via key metrics to track performance to goals.
- Creates and emanates a Winning Culture among the team.
- The National Accounts Director needs to be a demonstrated Selling Expert in his/her Specialty.
- Constantly scouting for talent to improve his/her management team.
- Visualizes the team’s success and sets incremental goals and establishes key metrics to monitor/track performance to goals.
- Address customer complaints in an appropriate and professional manner.
- Escalating concerns as required by current processes.
Talent Development & Corporate Citizenship:- Coaches/Develops their Management and teams. Serves as the first line of support.
- Holds the team accountable for successful execution of the sales plan.
- Coaches/Develops the team with the Principles of Challenger, PSS Selling and LAMP/Strategic Selling Skills.
- Annual completion of the PACE process in order to establish targets, manage performance and develop staff.
- Creates Performance Improvement Plans, when necessary, with appropriate associates and reviews progress.
- Maintains acceptable scores on all knowledge certifications for their team.
- Creates and maintains a high level of employee satisfaction and achieves minimal levels of turnover.
- Provides leadership and support to direct reports relative to progress of work, resolution of problems, and assurance that standards for quality and quantity of work are met.
- Provides consistent performance feedback and coaching to direct reports to assist in employee/career development.
- Ensures that proper regulatory procedures and work instructions are in effect and are being closely followed by all direct reports.
Achievement of Financial Results & Key Performance Indicators:- Meets assigned sales goals for the US RCO.
- Ensures consistent performance by all of field managers.
- Meets assigned cost budgets.
Education:- Bachelor’s Degree in related field required, Master’s degree preferred.
Years and Type of Experience:- 5 -8 years of experience leading managers with a demonstrated track record of successful accomplishments.
- 3-5 years of sales and sales management experience with increasing responsibilities, dental/healthcare/consumer sales preferred.
- Demonstrated financial skills to assess business opportunities that maximize sales potential and meet the needs of the customer.
- Demonstrated successful leadership experience to include planning and business development in a dental, health or consumer related organization.
Key Required Skills, Knowledge and Capabilities:- Ability to effectively communicate the company’s mission, vision and strategy for the future.
- Ability to provide strong leadership skills for his/her team as it relates to execution and performance.
- Proficiency with computers, specifically in Windows and Microsoft Office.
- Ability to use various internal data bases and appropriate software to make presentations to customers, and for effective management reporting.
- Strong and comfortable presentation skills.
- Ability to instill performance-based culture in the sales team.
- Ability to exploit business opportunities while managing risk.
- Ability to effectively coach and develop regional managers in all sales management competencies.
- Demonstrated proficiency in professional direct selling skills.
- Ability to meet divisional goals and key performance objectives/activities in accordance with established competencies and standards of behavior.
- Ability to effectively demonstrate the core values of Dentsply Sirona International.
- Ability to travel within assigned area and to attend tradeshows and meetings as required.
- Demonstrated ability to positively influence others and lead by example.
- Strong problem-solving skills and analytical skills.
- Must display interpersonal skills and ability to interact with customers, employees and others in a professional and tactful manner.
- Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures or governmental.
- Ability to write reports, business correspondence and procedures manuals.
- Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
- Ability to operate motor vehicle on a daily basis.
- Ability to travel overnight as required.
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Dentsply Sirona is an Equal Opportunity/ Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, disability, or protected Veteran status. We appreciate your interest in Dentsply Sirona.If you need assistance with completing the online application due to a disability, please send an accommodation request to careers@dentsplysirona.com. Please be sure to include “Accommodation Request” in the subject.
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For additional details and questions, contact us at careers@dentsplysirona.com