Special Markets Manager

Ready to drive sales and business development in a high-growth, entrepreneurial-spirited dental products company? Interested in joining Garrison Dental Solution’s North American sales management team, focusing on Dental Service Organizations (DSOs)? If you excel in acquiring and developing multi-location DSO accounts, we have an exciting opportunity for you.

We seek a Special Markets Manager to grow our U.S. DSO sales. Reporting to the Director of North American Sales, your first-year goals include:

• Continuing current revenue growth rate of 17%/year.
• Improving DSO office penetration rate by 4% (400 basis points).
• Increase average per office sales by 5%.

• Family-owned, debt-free, and stable for more than 25 years.
• Commitment to innovating dentistry and restoring healthy smiles worldwide.
• Strong focus on living our core values of teamwork, determination, quality, and continuous improvement.
• Recognized as one of “West Michigan’s Best and Brightest Companies to Work For®” for nine years running.

• Leading provider of restorative dentistry solutions, with products sold in 150 countries.
• Known for innovative designs and advanced in-house manufacturing.
• Double-digit annual growth, driven by investments in technology and innovation.
• Products protected by intellectual property and cutting-edge manufacturing processes.
• Competitive base salary range of $120,000 - $135,000 based on experience. With Target income of $142,000-$160,000.
• Commission & bonus potential, and 401(k) with profit sharing.
• Comprehensive health coverage (medical, dental, vision, critical illness, accident), life insurance, and disability coverage.
• Professional development, tuition reimbursement, and hybrid work options.
• Whole-health support, including an EAP, gym access, volunteer time-off, and more.

• Utilize a disciplined, 12-step sales process to expand Garrison's market share in specialized dental markets.
• Consistently achieve monthly sales, office penetration, and sales per office goals.
• Identify key decision-makers and their needs through discovery processes.
• Build and conduct compelling and convincing sales presentations for procurement and formulary leaders, as well as other key decision-makers, demonstrating Garrison’s competitive advantages relative to their specific needs.
• Develop special market sales and marketing programs across all Garrison product lines to ensure profitable growth.
• Participate in trade shows, educational seminars, training sessions, and other marketing events then conduct timely follow-up activities effectively.
• Maintain regular communication with key decision makers and set up onboarding programs to engage office staff, particularly dentists. This requires effective telephone communication to cover the entire territory.
• Make 20-30 calls daily to develop new business, promote new products, and maintain existing business.
• Update CRM with customer interactions, tracking progress through the 12-step sales process.
• Perform additional related duties as assigned.

• Command vs demand respect, as a leader across functions and within marketing.
• Balance mentoring/coaching with empowering others.
• Team-oriented and respectful of others.
• Determination with bias for action and results.
• Personal accountability and ownership mentality.
• Drive for continuous improvement.
• Run CRM reports and analyze data to make sound business decisions.
• Strong analytical skills to simplify the data and complex situations into easier to understand information