Sales Director, Corporate and Government Accounts

  • Irvine, CA
  • Full-time

Company Description

BIOLASE, Inc. is a medical device company that develops, manufactures, markets, and sells laser systems in dentistry and medicine and also markets, sells, and distributes dental imaging equipment,
including CAD/CAM scanners. BIOLASE’s products are focused on better enabling clinicians to repair and restore patient’s dental conditions while reducing the pain, fear, and anxiety generally associated with dentistry. BIOLASE is committed to elevating the standard of care in dentistry, while enabling clinicians to achieve better business returns.

Job Description

SUMMARY

The Sales Director, Corporate and Government Accounts, is responsible for the development of and sales execution for Dental Service Organization (DSO), Federal and State run accounts, resulting in achievement of revenue and profitability targets, as well as being accountable for ensuring customer satisfaction.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

  • Take ownership of and serve as primary contact / sales consultant for Dental Service Organization (DSO), Federal, and State Accounts, with responsibility for sales performance and customer experience.

  • Develop and implement annual business plans for each customer category (e.g., DSO accounts),
    including targets and strategies.

  • Identify and appropriately target revenue growth opportunities, while retaining current DSO
    accounts.

  • Attain or exceed sales goals within assigned customer category, while attaining highest possible
    margins by providing solution-based opportunities for customers.

  • Develop and maintain consultative sales relationships with all influencers of buying decision in
    each DSO account and properly position BIOLASE solutions for their needs.

  • Accurately forecast orders on monthly, quarterly and annual basis.

  • Proactively develop and implement contingency plans to ensure growth and goal attainment.

  • Prepare analysis and develop package for new sales opportunities, including solutions (products), prices and credit terms.

  • Competently display and demonstrate BIOLASE solutions.

  • Accurately estimate dates of delivery to customers, based on knowledge of BIOLASE production and
    delivery schedules.

  • Work directly with Management and Sales Administration to ensure customer and sales data is
    captured in the applicable systems (e.g. CRM, ERP).

  • Negotiate corporate pricing, terms and conditions and assist in completion of customer order forms
    and leasing documents as necessary.

  • Travel as needed to meet with potential or current customers or to attend trade shows or educational events – travel requirements may be extensive and considerable given that this can be a national or regional position.

  • Collaborate with and leverage Sales and Service teams to ensure customer satisfaction and product
    support

  • Develop and keep current a deep understanding of DSO and Government account inner workings, the market, market dynamics and players and share market insights with commercial team.

  • Record and submit customer feedback and complaint data through the appropriate quality system processes.

  • Represent BIOLASE in a professional and responsible manner at all times.

  • Perform other duties and responsibilities as assigned.

Qualifications

EDUCATION and/or EXPERIENCE

Bachelor’s degree from four-year College or University and at least 7 years of sales experience; or equivalent combination of education and experience – accommodating differences if candidate has extensive experience operating within a DSO. Minimum of 2-3 years in successful B2B, dental or medical device sales experience in key, strategic or national accounts strongly preferred.

LANGUAGE SKILLS

Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write speeches and articles for publication that conform to prescribed style and format. Ability to effectively present information to top management, public groups, and/or boards of directors.

MATHEMATICAL SKILLS

Ability to calculate figures and amounts such as returns on investment, discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and
geometry.

REASONING ABILITY

Ability to solve practical problems and deal with a variety of concrete variables in situations when only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable
individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to talk or hear. The employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 70 pounds (with appropriate training/assistance).

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate. Frequent travel is required in this position.

Additional Information

BIOLASE offers a competitive benefits package and the opportunity to be part of a company that continues to grow based upon its existing reputation for innovative, disruptive, and practice-enhancing products. If you would like to be considered for this opening, please apply online.

BIOLASE is an Equal Opportunity Employer (EOE M / W / Vets / Disabled)