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 SciCan 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.

Scope of Accounts

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.

Duties and Responsibilities

• 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.

Joint Business Planning & Commercial Terms

• 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.

Marketing, Product & Launch Execution

• Partner with marketing to design and launch programs that drive COLTENE and SciCan 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 HubSpot 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.

Cross-Functional & DSO Alignment

• Serve as the primary liaison between the dealer accounts and all internal COLTENE and SciCan 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.

Private Label

• 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.

Key Measures of Success

• Sales-target and budget attainment across US and Canada dealer accounts.
• Sell-out growth and market-share gains in focus categories.
• Successful new product listings, stocking, and pull-through.
• Healthy channel inventory, with returns and overstock within targets.
• Quality and cadence of joint business plans and quarterly business reviews.
• Development and performance of direct reports.

Qualifications

The qualifications below are representative of the knowledge, skill, and ability needed to perform the job successfully.

• 8+ years of related experience, including national account or dealer/distributor channel management (or an equivalent combination of education and experience).
• Dental industry and dental consumable/equipment experience strongly preferred; experience across both US and Canadian dealer channels is a plus.
• People-management experience, with the ability to lead, coach, and develop a small team.
• Strong commercial acumen: ability to apply accounting principles to forecasting, budgets, rebates, promotions, and profitability.
• Proficiency with CRM (HubSpot preferred) and data analysis; fluent in Microsoft Word, Excel, and PowerPoint.
• Strong negotiation, presentation, and relationship-management skills with senior leadership, dealer partners, and customers.
• Ability to read, analyze, and interpret business, professional, technical, and regulatory information.

Working Conditions

Full-time, salaried exempt position requiring at least 40 hours per week, with schedule determined by the reporting leader. Work is performed primarily in an office or remote-office environment with a quiet noise level. Occasional off-shift or weekend work may occur. This position requires overnight travel of approximately 25% to 40% across the US and Canada for trade shows, dealer meetings, business reviews, and conventions. It does not require relocation to Cuyahoga Falls, Ohio.

Physical Requirements

While performing the duties of this job, the employee is primarily seated for prolonged periods. Standing, walking, or bending occurs from time to time. Prolonged periods of concentration and focus are required, along with strong interpersonal skills and the ability to manage the stress of time constraints. The employee is required to use hands and fingers to handle or feel objects, reach with hands and arms, and talk and hear. The employee must occasionally lift and/or move up to 50 pounds. This position requires regular and consistent attendance at the office and at trade shows, conventions, and meetings. Travel requirement: approximately 25%–40%, US and Canada

Direct Reports

1–2 direct reports

Coltene offers a comprehensive employee benefit program that enables our employees to stay healthy, feel secure and maintain a work/life balance: Generous Paid Time Off | Holiday Pay | Medical/Prescription Insurance | Dental Insurance | Vision Insurance | Health Savings Account (HSA) | Company-Paid Life and AD&D Insurance | Company-Paid Long-term and Short-term Disability | Voluntary Life Insurance | Voluntary Critical Illness, Hospital and Accidental Injury Insurance | 401(k) with match

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

It is the policy of COLTENE to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state, or local law. In addition, COLTENE will provide reasonable accommodations for qualified individuals with disabilities.