Director of Strategic Markets

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee sales performance within designated DSOs and deliver regular performance updates to leadership.

• Spearhead the development, execution, and enhancement of DSO/OSO pilot programs, integrations, and growth strategies.

• Collaborate with the North America General Manager to ensure field execution aligns with organizational objectives.

• Guide, mentor, and nurture the Strategic Account Sales Team.

• Manage the recruitment, hiring, and onboarding processes for new team members.

• Promote the adoption and effective use of aligner solutions through direct training and support for DSO doctors and clinical teams.

• Set team-wide standards for territory management and call planning.

• Conduct quarterly co-travel with each Strategic Account Representative to assess field performance and offer real-time coaching.

• Encourage accountability, teamwork, and a customer-centric approach.

• Utilize CRM tools to oversee pipeline management, opportunities, and account activities.

• Manage team expense budgets, travel arrangements, and reporting responsibilities.

• Represent the organization at conventions, meetings, and DSO leadership events.

• Evaluate market trends, competitive actions, and DSO performance to pinpoint risks and opportunities for growth.

• Work collaboratively with Marketing, Commercial Operations, Training, and Product teams on field execution and program implementations.

• Provide accurate forecasts and business insights regarding assigned accounts to management.

⛳️ Requirements

• Preferred Bachelor’s degree.

• Over 7 years of experience in sales, strategic account management, or marketing within Orthodontics, Dentistry, or MedTech.

• Demonstrated experience working with DSOs/OSOs or managing large-scale healthcare accounts.

• Direct understanding of DSO and/or OSO operations and strategies.

• Established connections at the C-suite level within North America DSOs.

• Proven track record in proactive and successful contract negotiations.

• Excellent communication and presentation abilities, including the capacity to deliver persuasive business cases to C-suite audiences.

• Highly organized with strong time-management skills and attention to detail.

• Capable of working autonomously, navigating ambiguity, and executing tasks with minimal guidance.

• Analytical mindset, adept at interpreting data, recognizing trends, and converting insights into actionable strategies.

• Strong influencing and negotiation skills; capable of managing complex organizations, resolving conflicts, and driving alignment.

• Proficient in CRM and sales management tools.

• Valid driver’s license with a clean driving record.

• Passport and willingness to travel throughout North America.

• Ability to maintain a reliable vehicle and carry car insurance.

• Approximately 50% travel with overnight stays required.

🏝️ Benefits

• Car allowance provided.

• Competitive base salary.

• Sales incentive bonus program.

• Comprehensive benefits package.

• Eligibility for an annual sales incentive trip.