VP of Sales – Strategic Accounts

Role Overview

• 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