Director National Accounts

Reporting directly to the Chief Commercial Officer, the Director National Accounts owns COLTENE Group's dealer and distributor channel across the United States and Canada, spanning the COLTENE and Sci Can portfolios. These national accounts represent the majority of North American revenue (approximately 70% of Coltene Group sales).

The role carries full responsibility for sales-target attainment, account P&L, joint business planning, and the commercial relationship with every major national and regional dental dealer in both countries. It is both a senior account-leadership role and a people-leadership role: the manager directs a team of one to two direct reports and serves as the primary architect of COLTENE's Groups dealer strategy, image, and partnership across North America.

Establishing trust, rapport, and effective leadership, both internally and with dealer partners, is core to success.

Responsible for all major dental dealers and distributors across the US and Canada, including national, regional, and e-commerce partners. Representative accounts include:

• Canada:
  Henry Schein Canada, Patterson Dental Canada, Sinclair Dental

This list is representative and not exhaustive; the role owns the National dealer landscape in both countries.

• In partnership with commercial leadership, develop and attain quarterly and annual sales targets for all national and regional dealer accounts across the US and Canada.
• Hold full account P&L responsibility, managing within budget parameters for travel, co-op advertising, rebates, sales meetings, and promotional investment.
• Own the account plan for each dealer: growth strategy, focus products, pricing posture, and share-gain priorities.

• Lead annual joint business planning and quarterly business reviews with each major dealer, covering current and future business, opportunities, and marketing-program performance.
• Negotiate and manage dealer agreements, rebate and chargeback programs, terms, and promotional calendars, keeping alignment with margin and pricing discipline.
• Coordinate cross-border considerations between the US and Canada, including currency, terms, and country-specific programs.

• Partner with marketing to design and launch programs that drive COLTENE and Sci Can market-share gains through the dealer channel.
• Own new product launches within the dealer channel, ensuring correct listing, stocking, and pull-through across both countries.
• Direct dealer territory sales rep (TSR) incentive programs to drive incremental revenue on targeted products.
• Coordinate product and sales training within dealer call centers and field teams on existing and new products.
• Manage the dealer business with data: track sell-in and sell-out, market share by category, and account performance using Hub Spot and available market data.
• Monitor and manage distributor inventory to minimize returns, prevent overstocks, and transition replacement products smoothly.
• Provide dealer-channel forecasting input to the demand-planning and S&OP process.

• Serve as the primary liaison between the dealer accounts and all internal COLTENE and Sci Can functions: marketing, regulatory, manufacturing, customer service, finance, and sales leadership.
• Work closely with Regional Sales Managers to identify regional and branch-level opportunities within national accounts.
• Coordinate with the DSO and group-practice team and support special-markets and government initiatives as they relate to the dealer channel.

• Manage and grow the dealers' private label business, serving as liaison between the accounts and COLTENE's regulatory, marketing, manufacturing, and sales leadership teams.
• Lead, coach, and develop a team of one to two direct reports
• Set goals, manage performance, and build capability across the team.
• Delegate account and analytical work effectively while retaining ownership of the largest relationships and outcomes.

• Sales-target and budget attainment across US and Canada dealer accounts.
• Sell-out growth and market-share gains in…