Director of Sales, Strategic Accounts (40485)

Young Innovations•,

7d•$140,000 - $180,000•Remote

About The Position

The Director of Sales – Strategic Accounts (East) will be accountable for driving Special Markets revenue growth in their region. This Director will do so both by growing revenue within their assigned accounts and also by ensuring the growth of the entire region through managing their sales and clinical teams both within existing accounts and new business acquisition. Working in conjunction with supporting company resources, primary responsibilities include strategic planning, reporting, pricing strategies, customer contract development, and building strong business relationships with key accounts and prospects. They are also responsible for motivating and driving a high-performance sales team, providing coaching and mentorship, with a clear focus on revenue target attainment, accountability, exceeding expectations and achieving budgeted growth objectives.

Requirements

Minimum of 7-10 years of dental DSO sales experience as an individual contributor, with at least 5 years of experience driving sales to DSO customers via the dealer network
Minimum of 3-5 years of managing a sales team, ideally one focused on Special Markets
Bachelor’s degree required
Demonstrated proficiency in verbal and written communication in English, with the ability to convey information clearly, accurately, and professionally across all levels of the organization
Proficient in using a CRM to manage pipeline and a sales team, preferably HubSpot
Proficient in analytical and reporting tools such as Excel and PowerBI to analyze sales performance, sales territories and pricing
Ability to travel 50%
Must live near a large metropolitan airport in the Eastern USA

Responsibilities

Driving Revenue Growth
Create strong partnerships with key customers to bring insights back to the business that can drive strategic decisions making and growth.
Develop and execute annual growth plans and strategies, specifically focused on new customer acquisition and driving formulary penetration; work with dealers as needed.
Represent and/or lead the representation of Young Innovations in all dealings with key customers within the Dental Special Markets segment to gain market share, ultimately leading to achieving annual sales growth goals for this segment of the business.
Work closely with Product Management and Marketing to develop tools to support revenue growth and bring end user feedback to the organization.
Sales Team Management
Provide strategic and tactical guidance to both sales and clinical sales teams ensuring retention and performance.
Manage the sales team to drive new customer acquisition and revenue growth within their region, providing routine coaching and development.
Process Improvement
Work with leadership to evaluate policies and practices within the Special Markets segment and recommend changes that will positively impact the organization’s profitability and growth.
Develop unique customer pricing and contract solutions specific to customer needs.
Optimize and leverage HubSpot to drive better forecasting and funnel management to drive budget attainment.