National Equipment Sales Specialist

This position's territory will support the East Coast and central United States. This candidate should reside in one of these regions.

The National Equipment Sales Specialist is responsible for ensuring the highest level of customer satisfaction related to the selection, sales, purchase and installation of dental technology, equipment and supplies in both new and existing facilities for our Strategic Accounts customers.

Essential Functions

To perform this job successfully, an employee must be able to perform each essential function satisfactorily, with or without reasonable accommodation. To request a reasonable accommodation, notify Human Resources or the manager who oversees the position.

• Responsible for driving profitable sales growth, across multiple equipment categories

• Develops relationships with Doctors and key practice staff to generate referrals from current customers and manufacturers’ representatives

• Plans, coordinates, and schedules events such as technical demonstration

• Acts as a key resource across Strategic Accounts and other sales teams to identify opportunities and drive new equipment and technology sales

• Work with Strategic Accounts sales and field sales teams to prepare for sales visits, including the development of client-specific sales strategies

• Proactively seeks opportunities to discuss equipment and technology solutions based on specific customer and prospect needs, and emerging trends in the dental industry

• Clearly explains benefits and features of equipment and technology solutions specific to the interests and needs of the customer, including communicating the financial benefits of equipment purchases such as return on investment

• Works with branch leadership and equipment specialists to ensure projects are handled accordingly communicating and working with Patterson Internal Coordinators and Account Specialists to support each customer situation

• Responds to customer queries, answers question and solves problems in a timely fashion.  Holds client relationship meetings to monitor satisfaction levels with Patterson’s service and support and illustrates all of the value-added services provided

• Works closely with our vendor partners on products and sales presentations to these larger customers

• Ensures compliance with pricing matrix for selected customer

• Maintains accurate and updated equipment/technology products formularies for our Elite and Regional DSO customers

• Updates technology SOP Manual as required

• Provides services, answers question and follows up with current customers

• Performs other duties as assigned

Job Qualifications

Required Qualifications

• 4-year college degree in Sales, Marketing, Business or related field required

• At least 5 years of experience in direct sales management

• Special Markets Account experience desired

• Strong analytical skills, with the ability to forecast sales revenues and prepare and maintain budgets

• High level of integrity, confidentiality and accountability with strong work ethic and positive attitude

• Sound analytical thinking, planning, prioritization, negotiating and execution skills

• Well-defined sense of diplomacy, including solid negotiation, conflict resolution, and people management skills

• Excellent communication skills; both written and verbal

• Proficient in Microsoft Office Products (Word, Excel, Power Point, etc.)

Preferred Qualifications

• Experience working with Dental Service Organizations (DSOs) highly preferred

Working Conditions

Physical Demands

• Operating a computer or other office devices for the majority of the workday

• May occasionally need to move packages up to 10 pounds such as office supplies or equipment

• Must be able to communicate with others in person, over the phone, and in writing

• Must be able to understand and effectively exchange accurate information with others such as coworkers, customers and vendors

• Must be able to read and interpret various electronic and written documents

Environmental Factors

This position requires traveling to locations nationally.

Travel and On-call

Extensive travel may be required at times.

This position is paid on a commission basis.