Director of Sales, Strategic Accounts (40485)

Company Summary:

At Young Innovations, we foster a dynamic environment where team members make an impact every day as part of a collaborative, inclusive culture. Together, we serve the dental profession and their patients, united in our mission of achieving a Lifetime of Oral Health™

We embrace diverse perspectives and encourage bold thinking, challenging traditional approaches with a bias for action. Whether you’re looking to expand your skills or grow your career, Young is here to support your goals and continuous learning. At Young, YOU are at the core of what we do.

Position Overview:

The Director of Sales – Strategic Accounts (East) will be accountable for driving Special Markets revenue growth in their region. This Director will do so both by growing revenue within their assigned accounts and also by ensuring the growth of the entire region through managing their sales and clinical teams both within existing accounts and new business acquisition. Working in conjunction with supporting company resources, primary responsibilities include strategic planning, reporting, pricing strategies, customer contract development, and building strong business relationships with key accounts and prospects. They are also responsible for motivating and driving a high-performance sales team, providing coaching and mentorship, with a clear focus on revenue target attainment, accountability, exceeding expectations and achieving budgeted growth objectives.

You’ll like this role if:

• You are a sales leader, with the ability to lead a high-performing team.
• Want an opportunity to make a significant business impact.
• Ability to build executive level customer relationships

Why You’ll Love Working Here:

• Medium sized company – not too big, not too small – just enough to get things done and see your impact.
• Did we say benefits? Full medical, dental, vision, 401k, parental leave, paid holidays, paid time off, short & long term disability insurance, employee assistance program, and more!

Who you’ll work with:

• You'll partner with leaders across Sales, Clinical, Product Management, Marketing, and executive leadership to bring customer insights to life. This collaborative environment gives you the opportunity to influence key business decisions while working alongside talented professionals across the organization.

What You’ll Do:

• Driving Revenue Growth
  • Create strong partnerships with key customers to bring insights back to the business that can drive strategic decisions making and growth.
  • Develop and execute annual growth plans and strategies, specifically focused on new customer acquisition and driving formulary penetration; work with dealers as needed.
  • Represent and/or lead the representation of Young Innovations in all dealings with key customers within the Dental Special Markets segment to gain market share, ultimately leading to achieving annual sales growth goals for this segment of the business.
  • Work closely with Product Management and Marketing to develop tools to support revenue growth and bring end user feedback to the organization.
• Sales Team Management
  • Provide strategic and tactical guidance to both sales and clinical sales teams ensuring retention and performance.
  • Manage the sales team to drive new customer acquisition and revenue growth within their region, providing routine coaching and development.
• Process Improvement  
  • Work with leadership to evaluate policies and practices within the Special Markets segment and recommend changes that will positively impact the organization’s profitability and growth.
  • Develop unique customer pricing and contract solutions specific to customer needs.  
  • Optimize and leverage HubSpot to drive better forecasting and funnel management to drive budget attainment.

What You’ll Bring:

• Minimum of 7-10 years of dental DSO sales experience as an individual contributor, with at least 5 years of experience driving sales to DSO customers via the dealer network
• Minimum of 3-5 years of managing a sales team, ideally one focused on Special Markets
• Bachelor’s degree required 
• Demonstrated proficiency in verbal and written communication in English, with the ability to convey information clearly, accurately, and professionally across all levels of the organization

Technical Skills

• Proficient in using a CRM to manage pipeline and a sales team, preferably HubSpot
• Proficient in analytical and reporting tools such as Excel and PowerBI to analyze sales performance, sales territories and pricing

Travel Requirements

• Ability to travel 50%
• Must live near a large metropolitan airport in the Eastern USA

Compensation Range: $140,000k - $180,000k

The pay range reflects the minimum and maximum target for the position at the time of posting. Within the range, the compensation will be determined based on education/training, skill set, experience, and other organizational needs.

Work Environment –

Remote Environment

This position is fully remote, meaning you will perform your work from a home office or another approved location rather than a traditional company office. As a remote team member, you will be expected to maintain a reliable internet connection, a productive and distraction-free work environment, and consistent availability during established business hours. Regular communication and collaboration will take place through virtual tools (e.g., video conferencing, messaging platforms, and email), and you will be responsible for staying engaged, meeting deadlines, and participating in team meetings and company initiatives. While the role offers flexibility and eliminates commuting, it also requires a high level of self-motivation, organization, and accountability to be successful.

Young Innovations, Inc. is an Equal Opportunity Employer and E-Verify participating employer.