VP of Sales – Strategic Accounts

🕒 May 6

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Patterson Companies, Inc.

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 1877

⚕️ Healthcare Insurance

🤝 B2B

Healthcare Insurance • B2B

Patterson Companies, Inc. is a leading distributor and provider of products, technologies, services, and business solutions for the dental and animal health markets. The company has a comprehensive portfolio and distribution network, supported by a dedicated workforce, aimed at enhancing oral and animal health worldwide. Patterson serves customers across North America and the United Kingdom, offering expertise and support as a trusted partner in these markets.

📋 Description

• Define short and long term sales strategies that protect, expand, and diversify strategic account relationships across a portfolio of products and services, and establish multi-year growth plans that drive revenue growth, margin expansion, and market share gains • Partner with Sales Operations and Revenue Operations to establish governance and ensure the effective use of sales systems and CRM • Provide leadership for the organization’s most critical customer relationships, including oversight of complex negotiations and high value deals to align customer needs with product and service strategies • Set clear sales targets and quotas aligned with sales incentive frameworks, enterprise goals, market opportunity, and growth priorities • Partner across the sales organization to establish clear governance and accountability for forecasting, pipeline management, pricing oversight, win/loss analysis, and performance measurement, ensuring transparency and consistent execution against defined KPIs and scorecards • Establish and enforce sales rigor through standardized processes, disciplined data management, and effective use of sales systems to enable accuracy, scalability, and informed decision making • Oversee analysis of sales performance, product mix, margins, and market trends to proactively mitigate risk and identify growth opportunities; use insights to inform product development priorities, service enhancements, and go to market strategies • Ensure sales activities operate within approved budgets by maintaining disciplined deal and pricing governance that balances competitiveness, profitability, and long term customer value • Foster a culture of continuous improvement, accountability, and results orientation through clear expectations and reinforcement of disciplined sales execution • Partner with cross functional leaders (e.g., Marketing, Finance, Supply Chain, Field Sales) to align sales strategy, customer experience, and operational execution with enterprise and business unit objectives • Influence enterprise priorities and resource allocation to support strategic account growth, scalability, and customer success • Represent the sales function as a senior leader and trusted business partner, both internally and externally • Build organizational capacity by strengthening team capabilities, enabling effective use of skills, supporting recruiting and onboarding, and improving processes, tools, or workflows to enhance performance and achieve organizational objectives • Comply with Company and department policies and standards; performs other duties as assigned • Accountable for team staffing and managing direct reports to include development, performance management, goal setting, and other managerial duties • Ensures direct reports are aware of and follow ethical business practices and Company’s Code of Conduct to maintain a supportive and productive working environment.

🎯 Requirements

• Bachelor's Degree in Sales, Business, Economics, Finance, or a related field, or equivalent education and/or experience • 15 years of progressive business to business sales experience, including responsibility for major or strategic accounts • 8 years of leadership or people management experience • Experience working with Dental Support Organizations (DSOs)

🏖️ Benefits

• Full Medical, Dental, and Vision benefits and an integrated Wellness Program • 401(k) Match Retirement Savings Plan • Paid Time Off (PTO) • Holiday Pay & Floating Holidays • Volunteer Time Off (VTO) • Educational Assistance Program • Full Paid Parental and Adoption Leave • LifeWorks (Employee Assistance Program) • Patterson Perks Program