Government Sales Specialist

Patterson Companies•Baltimore, MD

71d

About The Position

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.

Requirements

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

Nice To Haves

Dental industry or product knowledge preferred

Responsibilities

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.