VP of Sales, Strategic Accounts

Patterson Companies, Inc.

4d•$200,900 - $267,900•Hybrid

About The Position

The Vice President, Sales leads the strategy, execution, and performance of strategic account sales to drive profitable growth, market share expansion, and long term customer relationships. This role sets multi-year sales direction, leads a sales team accountable for revenue, margin, and customer experience outcomes, and partners cross-functionally to deliver integrated, differentiated solutions that align with enterprise and business objectives.

Requirements

Bachelor's Degree in Sales, Business, Economics, Finance, or a related field, or equivalent education and/or experience
15 years of progressive business to business sales experience, including responsibility for major or strategic accounts
8 years of leadership or people management experience
Experience working with Dental Support Organizations (DSOs)
Demonstrated relationship building skills, with the ability to identify, influence, and grow strategic accounts
Strong business acumen and financial judgment, including revenue forecasting, pricing, margin management, and P&L impact
Proven ability to develop and execute sales strategy, translating market insights into actionable growth plans
Exceptional written and verbal communication skills, including the ability to present to and influence executive level stakeholders and external stakeholders
Strong decision making and prioritization skills; ability to solve complex business and customer challenges
Customer centric mindset with a focus on long term value creation and customer experience
Advanced leadership, mentoring, and talent development capabilities, with the ability to lead through influence

Nice To Haves

Master of Business Administration (MBA)

Responsibilities

Define short and long term sales strategies that protect, expand, and diversify strategic account relationships across a portfolio of products and services, and establish multi-year growth plans that drive revenue growth, margin expansion, and market share gains
Partner with Sales Operations and Revenue Operations to establish governance and ensure the effective use of sales systems and CRM
Provide leadership for the organization’s most critical customer relationships, including oversight of complex negotiations and high value deals to align customer needs with product and service strategies
Set clear sales targets and quotas aligned with sales incentive frameworks, enterprise goals, market opportunity, and growth priorities
Partner across the sales organization to establish clear governance and accountability for forecasting, pipeline management, pricing oversight, win/loss analysis, and performance measurement, ensuring transparency and consistent execution against defined KPIs and scorecards
Establish and enforce sales rigor through standardized processes, disciplined data management, and effective use of sales systems to enable accuracy, scalability, and informed decision making
Oversee analysis of sales performance, product mix, margins, and market trends to proactively mitigate risk and identify growth opportunities; use insights to inform product development priorities, service enhancements, and go to market strategies
Ensure sales activities operate within approved budgets by maintaining disciplined deal and pricing governance that balances competitiveness, profitability, and long term customer value
Foster a culture of continuous improvement, accountability, and results orientation through clear expectations and reinforcement of disciplined sales execution
Partner with cross functional leaders (e.g., Marketing, Finance, Supply Chain, Field Sales) to align sales strategy, customer experience, and operational execution with enterprise and business unit objectives
Influence enterprise priorities and resource allocation to support strategic account growth, scalability, and customer success
Represent the sales function as a senior leader and trusted business partner, both internally and externally
Build organizational capacity by strengthening team capabilities, enabling effective use of skills, supporting recruiting and onboarding, and improving processes, tools, or workflows to enhance performance and achieve organizational objectives
Comply with Company and department policies and standards; performs other duties as assigned
Accountable for team staffing and managing direct reports to include development, performance management, goal setting, and other managerial duties
Ensures direct reports are aware of and follow ethical business practices and Company’s Code of Conduct to maintain a supportive and productive working environment.