The VP, Dental Services Organization will provide leadership and vision in leading the company’s efforts to expand and grow opportunities within the Dental Service Organizations (DSO) market sector. The individual will bring strong prior experience within the dental industry to build healthy relationships with DSOs to achieve sales and profitability goals. They will represent the full portfolio solutions/services and focus on key decision-makers within the DSO environment. This role will lead a team of Key Account Managers, Clinical and Digital Solutions experts, Solution Marketing, Project Management, and Customer Success Managers. This position will drive business growth by creating new and developing existing relationships with key executives (c-suite) throughout North America.
Markets and positions entire full product and digital portfolio
Owns all plans and strategies for developing business and achieving DSOs strategic priorities
Focus on products and solution-based ideas to address customer needs
Develops and present sales strategies to top-level decision-makers in the DSO Market (CEO, CFO, Chief Clinical and Operating Officer, Director level, IT, managers, Physicians)
Assists in the development of the sales plan. Prepares forecasts and KPI reporting for the sales leaders, CRO, and upper management, for use in organizational planning, financial forecasting, budget setting and strategic planning.
Land and Expand: build process and funnel for manual top-down reach out, onboarding, activation, and expansion
Evangelize the product, solutions, and personally help close largest deals
Work collaboratively across teams - including Engineering, Product and Marketing
Establish the inbound lead requirements needed to meet your sales objectives
Provide full visibility into the sales pipeline at every stage of development
Establish and foster partnerships and relationships with key customers both externally and internally
Proactively approach and network with relevant stakeholders GPOs – to strengthen relationships to maximize sales growth
Build the regional organization, establish the core management/reporting processes and provide coaching, leadership, vision and passion to the local team.
Build a regional DSO pursuit plan and customer pipeline and manage the overall process, prioritization, and management involvement.
Define and align annual budgets, go‐to‐market models, resources, and support, with the regional and sales leadership.
Take full ownership for the regional performance and provide updates to the global and regional management (monthly reporting, pipeline management reports, etc.)
Lead the approach for strategies and the preparation, delivery and negotiation of group proposals/bids at the regional/country level
Maintain and own C‐level relationships with assigned existing DSO businesses.
Be knowledgeable in all products and become highly knowledgeable in all areas of digital dentistry workflow and orthodontics.
Bachelor's degree in business, sales, or marketing or equivalent training in business or sales management.
12+ years of sales experience including 5-7 years of sales management experience.
Ability to work independently and collaboratively
Effective leadership and executive-level relationship-building skills.
Excellent time management, communication, decision-making, presentation, and organization skills.
Proven track record in complex solution selling and key account management with large customers
Seniority to engage with CEOs
Knowhow in building strategic partnership with external partners to jointly drive business growth
Ability to lead large implementation and digital transformation projects with a strong change management aspect
Experience in leading global or regional teams, ability to change the skill profile towards “consultative selling”
Successful track record in leading fast growth, and continuously innovating service and solution offers
Background in the Medical Technology industry is an asset. Dental or medical device experience preferred.