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Vice President – North America Dental Sales

Cantel Medical

This is a Full-time position in Chicago, IL posted March 1, 2021.

Who we areHuFriedyGroup is the dental industry leader in infection prevention solutions, premium instrumentation, and service and support programs that help dental professionals be the best in practice. As the dental division of Cantel, HuFriedyGroup encompasses a vast array of brands and products, integrated together to deliver full service and support – a complete circle of protection – to dental practices around the globe. We are dedicated to employee engagement and development, diversity and inclusion, wellness, and social responsibility. Our core values and well-defined culture are evident in daily life at HuFriedyGroup and continue to shape the success of our business.www.hu-friedy.comAbout the roleThis position manages the sale of products and services across North America ensuring attainment of revenue and profit objectives. Coordinates the development of sales objectives, strategies, and advertising and promotional programs and ensures their execution. Manages and audits the business relationships with key customers. Identifies and pursues growth opportunities for each region and market, periodically visiting key national markets. Contributes to the sales growth, profitability, and reputation of HuFriedyGroup through exceptional service to end-users, schools, dealer sales representatives, other key customers and HuFriedyGroup sales personnel. Partners with Human Resources on the strategic implementation of theNorth American sales team’s learning strategy, including continual education. Responsibilities include management of the North America Sales Team, including Sr. Directors of Sales, Strategic Markets, and Sales Operations, VP – Academic Sales, Country Manager – Canada, Director – Corporate Accounts, and VP – Customer Care. #CBWhat you will do* Orchestrate sales and marketing initiatives through regional and branch managers and field sales organizations. Additionally, communicate required action to all HuFriedyGroup departments. Secure support activities necessary for achieving North America sales goals and gross margin. ** Manage the business activities of the sales leaders to make certain the annual sales objectives, selling strategies, promotional plans and management of the sales team provide achievement of the annual North American sales plan. ** Through participation on HuFriedyGroup Leadership teams, collaborate with other senior leaders in crossfunctional efforts to devise, implement and execute the strategic direction of the company, supporting the goals of growth and expansion. This may include new product development, business development, dealer channel development and profit margin improvement, as well as other key initiatives. ** Negotiate with Executives and Regional and Branch Managers from dealer channels to ensure profitable management of their instrument and infection prevention and control business. ** Develop and manage annual budgets in conjunction with the sales management team.* Develop and monitor strategic sales plans to achieve future growth.* Implement and audit various company incentive and motivational programs.* Make certain long-term, trusted business relationships are achieved with all key dealers and schools, securing their preference for HuFriedyGroup products and services. Develop personal relationships with HuFriedyGroup customers within North America major distributors, dental and hygiene schools, large, customer group practices, and other key customers.* Develop creative solutions to complex business problems. Analyze business and market conditions. Understand and communicate changes to the market and make recommendations, which address the needs of our end user customer. ** Learn, understand, and share with HuFriedyGroup Leadership team strategies, tactics, goals, plans, scorecards, objectives, etc of key customers.* Learn, understand, and share with HuFriedyGroup Leadership team the role competitors play within key customers, including annual business, corporate, regional and local relationships, upcoming promotions, stocking levels, and new product introductions.* Determine and implement changes in structure and organization of the North American sales team to ensure the effective achievement of sales objectives and provide the flexibility to move swiftly in relation to market problems and opportunities.* Champion the company’s commitment to develop people within the sales team and across capabilities by mentoring, coaching, identifying areas for growth, celebrating successes, providing encouragement and recognition as appropriate and deserved, managing promotion processes, identifying and/or establishingtraining opportunities, and developing bench strength for succession planning.** Develop and execute sales and compensation plans to maximize market share and ensure achievement of budgeted sales and retention of qualified personnel. Monitor and report results.** Analyze the effectiveness of sales processes and costs; implement change as necessary to enhance sales productivity, account coverage, and employee and customer satisfaction.** Ensure that the Global Education Function provides training opportunities for new and existing employees.Partner with Human Resources on the strategic design and execution of a forward-thinking and practical learning strategy that provides the sales force an opportunity to understand the various sales techniques and promoted products, including product launches and various sales techniques.* Stay on the leading edge of changes in dental care and competitors’ positioning by reading trade and industry journals, attending trade shows, attending continuing education courses and seminars, meeting with the leadership of dealer channel partners, groups, and schools, and other key customers, and occasionallygoing on the road with sales leaders, Regional Account Managers, Clinical Education Managers, and others to learn firsthand our customers’ as well as our distributors’ needs and expectations. ** Complete other responsibilities as assigned.What we are looking forThis position requires an individual with:* College degree in Business Discipline or related field* Minimum of 15 years sales/marketing experience with at least 5 within the dental or medical field; utilizing a distribution sales channel for some period of these years preferred. A minimum of 7 years sales management experience* Proven negotiating skill sets; Comfortable with negotiations at high levels of public and private companies* The ability to conduct business on the basis of negotiating for mutual benefit with the intention of nurturing long-term relationships* Strong, collaborative team player* 60-70% travel** Strong relationship building, sales, and presentation skills* Excellent interpersonal, communications, and planning skills* Intermediate to advanced Microsoft Office skills, including Word, PowerPoint and Excel* Willingness and ability to travel by air on commercial airlines, as well as by taxi, and trainAdditional Information:* Duties and responsibilities considered to be essential functions of the position.EEO/Affirmative Action Employer

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