Director, Strategic Markets/DSO (Central)
Company: Envista
Location: Dallas
Posted on: March 15, 2025
Job Description:
Job Description:The Director, Strategic Accounts/DSO's primary
function is to develop and implement the DEXIS core strategies and
tactics to drive sales performance across Special Markets (Dental
Support Organizations, Group Purchasing Organizations, Other)
within their assigned geographic area. The DSA will be responsible
for securing and maintaining dental agreements, influencing product
selection choices and increasing market penetration of all DEXIS
products and services. The DSA will be held accountable for
achieving business objectives such as conversion of competitive
business, increased portfolio penetration and forecast attainment
goals in accordance with all Healthcare Compliance guidelines.A
successful DSA will cultivate strategic partnerships within the
corporate offices and their respective affiliates. Understanding
the clinical, economic and business needs and aligning
platform-wide resources across the dental platform to ensure access
within each account and to drive demand. The DSA is expected to
collaborate internally and externally with all stakeholders
including: executives in senior leadership positions, Regional
Sales Directors, DEXIS territory sales managers, marketing, product
management, customer care and clinical affairs.Essential Duties and
Responsibilities:
- Grow annual sales revenue within their geographic area /
assigned accounts and achieve assigned forecast.
- Identify new Special Markets accounts and/or new opportunities
within existing Special Markets accounts to drive category
expansion, formulary expansion and revenue growth.
- Responsible for supporting and often negotiating new
agreements; manage existing agreements including contract renewals.
Coordinate contract implementation with the field sales team and
clearly communicate the contract objectives and opportunity to all
stakeholders.
- Work collaboratively with all platform Directors, Operating
Company (OpCo)/Business Unit (BU) Regional Sales Directors and all
Territory Sales Managers to establish local initiatives to protect
and grow existing Special Market business.
- Proactively foster relationships to partner with key executive,
economic and clinical decision makers across assigned Special
Markets accounts.
- Be knowledgeable about the current dental platform product
portfolio and sales volume by customer.
- Identify influential thought leaders within your customer
accounts and work to understand the infrastructure and culture.
Understand the customer requirements and seek ways to strategically
grow the business.
- Drive superior territory management efficiency through agreed
upon sales processes, Funnel Management, and Voice of Customer
(VOC) initiatives.
- Effectively create and lead comprehensive customer business
reviews in order to meet customer requirements.
- Serve as Primary Point of Contact for assigned Special Markets
accounts. Actively manage cross-platform activities. Gather and
disseminate all incoming and outgoing communication with
C-Suite/Executive level stakeholders. Lead and direct all account
team activities.Job Requirements:The DSA position requires an
individual that can manage several projects or requests at the same
time with strong attention to detail throughout. This role requires
an individual that can complete requests, orders, etc. in a timely
manner; also, will follow up as needed or promised to support
internal and external clients. The DSA must be comfortable
navigating and leveraging key people across the business to get
work completed. The DSA must be adept at managing up for support
when needed and identifying opportunities for robust and repeatable
processes to implement when appropriate.Education and/or
Experience:
- Bachelor's Degree or equivalent experience required; MBA or
equivalent qualification preferred
- 5+ years of successful Dental and/or Medical Device sales
preferred.
- Previous experience in strategic account management is strongly
preferred.
- Exceptional oral and written communication skills.
- Must live within the assigned region/territory as defined by
the hiring manager.
- A valid driver's license issued in one of the 50 United States
is required.Most Important Competencies Required:
- Leading and Influencing - The ability to lead, influence,
persuade, and negotiate with others (externally and internally)
with or without direct authority or formalized structure.
- Stakeholder Management - The ability to understand the
expectations, future needs, and motivations of external and
internal stakeholders to build mutually beneficial collaborative
relationships.
- Analysis - The ability to understand, analyze, interpret, and
synthesize qualitative and quantitative data from a variety of
sources.
- Business and Financial Acumen - The ability to apply an
understanding of the entire platform portfolio of products,
services, and value-added solutions to assess business strengths
and weaknesses and make strategic decisions.
- Negotiating/Contracting - The ability to negotiate and apply an
understanding of contracting processes (for example, commercial
contracts, work orders, service level agreements, vendor
agreements) to develop innovative, scalable and compliant
contracting strategies.
- Communication and Presentation - The ability to clearly and
appropriately convey and present information and ideas in an
effective and impactful manner through a variety of
approaches.
- Special Markets Environment Acumen - The ability to understand
and interpret the evolving dental Special Markets environment,
including state to state policies and provisions. This includes the
ability to shape short and long-term commercial strategy by
understanding the competitive landscape, investors, service
providers and all key decision makers.
- Manages Complexity and Change - The ability to manage
complexity and make timely, sound judgments in uncertain and
dynamic environments.Target Market Salary Range: $94,800 -
$176,100Operating Company: DEXISEnvista and all Envista Companies
are equal opportunity employers that evaluate qualified applicants
without regard to race, color, national origin, religion, sex, age,
marital status, disability, veteran status, sexual orientation,
gender identity, or other characteristics protected by law.
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Keywords: Envista, Dallas , Director, Strategic Markets/DSO (Central), Executive , Dallas, Texas
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