NAM Special Market Sales Manager 🇺🇸

DentalMonitoring is a MedTech scale-up providing an AI-powered remote monitoring solution for orthodontics. The Special Market Sales Manager will manage strategic corporate partnerships across North America, lead executive relationships and complex negotiations, resolve account issues, and guide a team focused on expanding the company’s presence in special markets.

Responsibilities:

• Own the commercial relationship with large-group DSO/OSO partners across the portfolio, organizations that range from fast-growing regional groups to some of the largest orthodontic and dental support organizations in North America
• Run a regular cadence of account touchbases and business reviews to track performance, surface issues early, and keep partners engaged
• Proactively diagnose and resolve account-level friction, such as reporting discrepancies, onboarding backlogs, billing disputes, and integration issues
• Track account-level usage and performance metrics, and proactively flag accounts trending down before they become a retention risk
• Act as the executive-level point of contact for your largest partners, including their C-suite and operations leadership
• Represent DentalMonitoring at industry events, trade shows, and conferences to promote brand awareness and generate leads
• Lead, coach, support, and manage a team focused on expanding DentalMonitoring’s presence within special markets
• Own quarterly incentive/commission calculation validation for your team before payouts are finalized, partnering with Finance on calculation mechanics
• Lead pricing strategy and contract negotiation for large-group and OSO-wide deals, including new pricing structures, multi-year renewals, and contract amendments
• Partner with Legal on contract redlines, data processing agreements, and other partner agreements, providing the business context and scope Legal needs to draft and negotiate efficiently
• Own escalation and resolution of billing and collections issues for at-risk accounts, coordinating structured payment plans and, where necessary, escalating to formal collections with Legal and Finance
• Evaluate and recommend incentive structures (e.g., onboarding spiffs, hyper-care programs) to drive adoption within partner accounts, in partnership with Leadership and Finance
• Stay current on the competitive and regulatory landscape for DSOs/OSOs and remote patient monitoring, and share relevant intelligence with leadership
• Partner with key stakeholders to keep account data accurate, complete, and actionable across the reporting tools
• Build and maintain reporting that gives leadership a clear, current view of Special Markets account health, pipeline, and risk
• Portfolio accounts show healthy, growing patient-scan volume, with early warning on any account trending down before it becomes a crisis
• Contract renewals and pricing changes close on schedule with minimal revenue leakage or lapse risk
• Billing and collections issues are resolved promptly through the proper escalation channels, protecting both revenue and the partner relationship
• Consistent operating cadence that gives leadership real-time visibility into Special Markets performance
• Your direct reports are growing in scope and capability, with a credible bench for future account or people-leadership roles

Requirements:

• • Bachelor's degree in Business, Marketing, or a related field
• • At least +5 years of proven sales experience as a Sales Manager or in a similar sales leadership role
• • Strong track record of meeting and exceeding sales targets
• • Ability to adapt in an evolving environment and recognize opportunities to proactively deliver impact
• • Self-motivated team player able to prioritize and manage projects in a fast-paced environment
• • Excellent leadership and team management skills
• • Excellent communication skills, both written and verbal
• • Proficiency in necessary computer tools for the role, including Salesforce, and a keen interest in new technologies
• • Ability to establish and maintain relationships/partnerships with internal and external clients
• • Flexibility to travel regularly to client locations, events, and co-travel with the team, up to 30%-50%
• • Advanced level of spoken and written English
• • Experience in a startup or scale-up environment
• • A high level of IT knowledge (experience with dental scanners)
• • A background in med-tech, dental, and/or ortho
• • Experience with digital applications or products