Director of Sales North America – Special Markets - DSO, Group Accounts, LABs and Enterprise (USA)
We are seeking an experienced sales leader with a background in the dental space, ideally with experience working within Special Markets, Dental Service Organisations (DSO), and strategic partners.
Role
As Director of Sales NAM, you will drive K Line's OEM sales strategies, lead the NAM sales team, expand market presence, and foster key client relationships to strengthen our position in the clear aligner industry. Your efforts will contribute to revenue growth and global expansion. You will need to adapt to market changes and identify new business opportunities. Reporting directly to the VP Global Sales, you will collaborate closely with the sales organization to define and deliver commercial strategies targeting DSO, large group accounts, Enterprise, and LABs through practice development, key account management, and services initiatives with OEM private label end-to-end aligner services.
Essential Duties And Responsibilities
* Target and segment the NAM DSO, groups, and strategic accounts.
* Build a high-performing team of Territory Managers.
* Create OEM commercial offers tailored to strategic and large accounts.
* Collaborate with the business operations team to optimize internal setup for DSO customers.
* Monitor and improve sales processes to increase penetration and expand across strategic accounts.
* Drive sales excellence through KPI monitoring and CRM utilization.
* Manage large accounts from exploration to closing and growth, in collaboration with senior management.
* Develop and implement programs for sales growth, focusing on services and customer satisfaction.
* Work closely with marketing.
* Define support materials and training programs for the sales team, collaborating with customers.
* Lead key account management and value-added services strategies.
* This role is home-office and field-based, requiring regular customer interaction, especially initially.
* Develop strategies to grow key customers.
* Stay informed about market trends, competitors, and customer strategies.
* Ensure objectives and deadlines are met.
* Participate in team efforts to achieve company goals.
* Maintain a holistic approach across all business lines.
* Field presence of 2-3 days per week, including co-travel with Territory Managers.
* Conduct regular customer meetings to optimize responsiveness and efficiency.
The Successful Candidate Will Possess
* Strong sales and business development experience in orthodontics or dental technology.
* Knowledge of the dental market within group accounts is a plus.
* Ability to influence customer thinking.
* Understanding of conceptual/consultative selling.
* Excellent organizational and project management skills.
* High IT literacy and appreciation for new technology.
* Ability to build and maintain positive partnerships internally and externally.
* Experience managing conversations with C-Suite executives.
* Proven leadership in building and coaching high-performing teams.
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