Job description

Join our global diversified pharmaceutical company enriching lives through our relentless drive to deliver better health outcomes to our patients. We are all in it together to make a difference. Be a part of a culture that doesn't just wait for change but actively creates it—where your skills and values drive our collective progress and impact. The National Account Manager (NAM) is a senior field leadership role responsible for the strategic oversight, growth, and performance of designated Dental Service Organization (DSO) headquarters within a defined geographic region. This role carries full accountability for revenue, volume, share growth, and new business development across the assigned product portfolio. The NAM serves as the primary executive liaison to DSO leadership and as the internal enterprise lead for all DSO-related initiatives within the geography. Success in this role requires executive presence, a deep understanding of DSO economics and operations, and the ability to align customer strategies with OraPharma’s national objectives. Responsibilities Strategic Account Leadership • Own and lead all assigned DSO headquarters relationships within the defined geography. • Develop and execute comprehensive, multi-year strategic account plans aligned to both customer corporate strategy and OraPharma’s National Accounts Strategy. • Identify access, adoption, and utilization opportunities for the OraPharma portfolio through compliant, value-driven strategies. • Anticipate market shifts and proactively adapt strategy to protect and expand the business. Commercial Performance & Growth • Deliver against annual and long-range revenue, volume, and profitability targets. • Manage and grow a complex enterprise book of business ($5M+), ensuring disciplined forecasting and performance management. • Drive new DSO account acquisition in alignment with objectives set by the Director of National Accounts. • Identify, quantify, and unlock missed opportunities across clinical, operational, and commercial dimensions. Executive Engagement & Cross-Functional Leadership • Build trusted, C-suite–level partnerships with DSO corporate and regional leaders across clinical, operations, finance, procurement, and supply chain. • Serve as the internal DSO quarterback, coordinating across Sales, Marketing, Finance, Private Practice Leadership, Operations, and Supply Chain to ensure aligned execution. • Partner with Private Practice leadership to drive DSO strategy, including Arestin protocol pull-through and brand elevation. Education, Influence & Resource Stewardship • Strategically deploy quarterly budgets to maximize educational impact, relationship development, and business ROI. • Lead high-value executive interactions including lunch & learns, strategic forums, and approved vendor engagements. • Rigorously analyze spend effectiveness and reallocate resources to highest-impact initiatives. Qualifications • Bachelor’s degree (BA or BS) required. • Minimum 7+ years of dental sales experience, preferably within the DSO segment, or comparable healthcare enterprise sales experience. • Demonstrated expertise in dental clinical workflows, operations, and the OraPharma portfolio. • Proven track record of developing and executing strategic business plans for large, complex organizations. • Extensive experience engaging senior executives and influencing decision-making at the enterprise level. • Strong analytical capability with the ability to translate data into strategic insights and decisive action. • Exceptional communication skills—executive-level presence, credibility, and clarity, both written and verbal. • Ability to operate independently while leading through influence in a highly matrixed organization. • Advanced proficiency in CRM systems, MS Office, and digital business tools. • Demonstrated ability to model and lead Customer Account Management (CAM) behaviors. • History of success in collaborative, performance-driven team environments. • Accountability for all DSO Corporate Accounts headquartered within the assigned geography. • Serve as the designated DSO lead for all DSOs with Corporate HQ in-region. • Responsibility for new account growth and expansion across the DSO landscape. • Ability to travel up to 50% overnight. The range of starting base pay for this role is 130K – 160K. Actual starting pay will be based on a wide range of factors including, but not limited to, relevant skills, experience, qualifications, education and location. In addition to base pay, this position is eligible for participation in either (i) our annual bonus program or (ii) a sales incentive plan. Benefits package includes a comprehensive Medical (includes Prescription Drug), Dental, Vision, Flexible Spending Accounts, 401(k) with matching company contribution, discretionary time off, paid sick time, stock purchase plan, tuition reimbursement, parental leave, short-term and long-term disability, life insurance, accidental death & dismemberment insurance, paid holidays, employee referral bonuses and employee discounts. We are an Equal Opportunity Employer. EOE Disability/Veteran. We are committed to building diverse teams, representative of the patients and communities we serve, and we strive to create an inclusive workplace that cultivates collaboration.

Requirements

Must-haves

Strategic Account Leadership
Own and lead all assigned DSO headquarters relationships within the defined geography.
Develop and execute comprehensive, multi-year strategic account plans aligned to both customer corporate strategy and OraPharma’s National Accounts Strategy.
Identify access, adoption, and utilization opportunities for the OraPharma portfolio through compliant, value-driven strategies.
Anticipate market shifts and proactively adapt strategy to protect and expand the business.
Commercial Performance & Growth
Deliver against annual and long-range revenue, volume, and profitability targets.
Manage and grow a complex enterprise book of business ($5M+), ensuring disciplined forecasting and performance management.
Drive new DSO account acquisition in alignment with objectives set by the Director of National Accounts.
Identify, quantify, and unlock missed opportunities across clinical, operational, and commercial dimensions.
Executive Engagement & Cross-Functional Leadership
Build trusted, C-suite–level partnerships with DSO corporate and regional leaders across clinical, operations, finance, procurement, and supply chain.
Serve as the internal DSO quarterback, coordinating across Sales, Marketing, Finance, Private Practice Leadership, Operations, and Supply Chain to ensure aligned execution.
Partner with Private Practice leadership to drive DSO strategy, including Arestin protocol pull-through and brand elevation.
Education, Influence & Resource Stewardship
Strategically deploy quarterly budgets to maximize educational impact, relationship development, and business ROI.
Lead high-value executive interactions including lunch & learns, strategic forums, and approved vendor engagements.
Rigorously analyze spend effectiveness and reallocate resources to highest-impact initiatives.
Bachelor’s degree (BA or BS) required.
Minimum 7+ years of dental sales experience, preferably within the DSO segment, or comparable healthcare enterprise sales experience.
Demonstrated expertise in dental clinical workflows, operations, and the OraPharma portfolio.
Proven track record of developing and executing strategic business plans for large, complex organizations.
Extensive experience engaging senior executives and influencing decision-making at the enterprise level.
Strong analytical capability with the ability to translate data into strategic insights and decisive action.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: successfactors-unify
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Parental Leave