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Director of Sales North America – Special Markets - DSO, Group Accounts,
LABs and Enterprise 

(USA)

We are on the lookout for an experienced sales leader, with experience working within the dental space, ideally experience working within Special Markets with Dental Service Organisations (DSO) and strategic partners.

Role:

As Director of Sales NAM, you will be responsible for driving K Line's OEM sales strategies, leading the NAM sales team, expanding our market presence, and fostering key client relationships to solidify our position as a leader in the clear aligner industry. Your efforts will directly contribute to our revenue growth and global expansion. Additionally, your strategic vision and leadership will be crucial in adapting to market changes and identifying new opportunities for business development and growth. Reporting directly to the VP Global Sales through frequent communications and interaction and working in very close collaboration with the sales organisation. The Director of Sales will be responsible for the definition and delivery of commercial strategies that will drive sales with your team in the DSO and large group accounts channel, Enterprise and LABs through practice development, key account management, and services initiatives with our OEM private label end-to-end aligner services.

Essential duties and responsibilities:

  • Targeting and segmenting the NAM DSO, groups and strategic accounts.

  • Building a team of high-performing Territory Managers.

  • Creation of OEM commercial offers related and adapted to strategic and large accounts.

  • Working in very close collaboration with the business operation team to define and create an optimal internal set up related to DSO customers.

  • Continuously monitors, measures, and improves upon sales processes to drive higher penetration in target verticals and lateral expansion across strategic accounts.

  • Driving sales excellence through monitoring KPIs and CRM utilization.

  • Working with the sales team on large account management from exploring, to closing deals and ensuring growth, following guidelines in close collaboration with senior management.

  • Develop and implement key programs to address specific sales growth strategies and goals, specifically around areas of services and customer satisfaction.

  • Close working with the marketing department.

  • Practice Development Program: This also includes defining appropriate support materials and training programs for the sales team, as well as working in close collaboration with customers.

  • Key Account Management and Services: lead the definition and implementation plans for effective, market-leading key account management and definition of value-added services for our customers.

  • This role will be home-office and field-based.

  • Intense interaction with key customers and the sales organization will be imperative, at least in the early stages

  • As a business development role, it is expected to define a strategy to grow those particular customers.

  • Expected to be knowledgeable of market and industry trends, competitors, and leading customer strategies.

  • Ensures the effective fulfilment of objectives and deadlines assigned.

  • Participate in proactive team efforts to achieve departmental and company goals.

  • Holistic approach to all business lines.

  • Presence in the field (2-3 days per week), with co-travelling with Territory Managers.

  • Regular meetings with customers will be privileged to maintain and optimize the efficiency and reactivity of timeline actions.

The successful candidate will possess:

  • Strong background in sales and business development in the orthodontics or dental technology field

  • An understanding of the dental market within group accounts would be a bonus

  • Ability to influence and provoke customers ways of thinking

  • A clear understanding of the conceptual/consultative selling approach Strong organisational/project management skills

  • A high level of IT knowledge and a high appreciation for new technology

  • The ability to build and maintain positive mutual partnerships with internal and external customers

  • Ability to manage conversations and challenge C-Suite level individuals

  • Experienced in building, leading and coaching high-performing teams

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