AVP, Practice Development Manager Dental – Area; Virginia, South Carolina

Job Description:

Role Summary/

Purpose:

The Area Practice Development Manager is responsible for building strong relationships with healthcare providers through virtual outreach (with the occasional in-person visit) across the Dental industry. The goal is to drive product adoption and engagement, ultimately supporting healthcare providers while achieving or exceeding credit utilization metrics within their assigned territory. The Area PDM owns a defined book of mid-to-large practices; prioritize accounts, set practice-level strategies, and select programs/cadence to meet goals.

This position covers a territory comprised of the states of Virginia, South Carolina and surrounding area, with an ideal base location of Richmond, VA or Virginia Beach, VA.

• Build strong working relationships to effectively understand and address opportunities for growing sales within the assigned territory of the states of Virginia, South Carolina and surrounding area.
• Use discretion to determine when to prioritize high-value sales opportunities (Care Credit acceptance, Installment/MSF sign-ups, reduced origination fee pilot, or waived enrollment fee offers)
• Develop long term client relationships with provider offices, assist them to identify and capitalize on growth opportunities while satisfying customer needs and sales requirements of Care Credit
• Identify competitive threats (e.g., promotional material, websites, provider conversations) and determine appropriate actions to reinforce Care Credit as the product of choice/first look
• Proactively identify and evaluate new business opportunities, enrolling new providers and managing the existing provider book, looking for ways to grow and scale both existing and new provider enrollments.
• Apply judgment to decide when an in-person visit is required versus when a virtual engagement is sufficient based on sales opportunity and provider needs.
• Lead sales strategy and manage budget for assigned territory as part of a broader regional team.
• Utilize identified sales strategies - including prioritization, during provider visits and calls to achieve results; document all activity in Salesforce.
• Develop profound knowledge in Dental industry to better understand and support providers with their specific needs.
• Maintain knowledge and understanding of all Synchrony/Health & Wellness products, offerings, technology partnerships, current rates, and compliance requirements to support the usage within designated industry and assigned region.
• Meet/exceed additional performance measurements and KPI expectations based on provider visit reaction, territory management, industry segmentation, and visit goals.
• Set business goals to both forecast and meet sales and credit application performance required for assigned territory.
• Assist with the commercialization of provider Point of Sale (POS) initiatives and products within assigned territory.
• Partner with industry account/product representatives, key opinion leaders and technology experts to effectively drive adoption and utilization.
• Proactively sign-up providers for Care Credit acceptance and Installment/MSF products, acting as a hunter when new opportunities are uncovered.
• Safely and securely manage company digital assets (laptop, tablet, cell phone).
• Perform other duties, special projects, and attend industry/association trade shows as assigned.

• A minimum of 3 years sales experience including 1+ years of Consultative Sales experience.
• Primarily remote with potential to travel up to 30% to attend industry/association trade shows, including weekends, or an occasional in-person practice meetings.

• Ideal candidate will reside within assigned territory of the states of Virginia, South Carolina and surrounding area.
• BA or BS degree.
• Advanced computer skills including Microsoft Word, Microsoft Excel, MS PowerPoint, MS Outlook.
• Outside sales experience, Field Sales and Virtual/tele-sales experience.
• Skilled in virtual engagement, data-driven selling - supported by CRM insights.
• Business travel & expense budgeting knowledge.
• Dental Sales experience in the designated industry; proven portfolio ownership (account plans, prioritization).
• Solution-oriented, consultive, value-based selling experience.
• Medical sales / marketing experience.
• Executive sales, account management, and assigned-territory routing experience.
• Ability to drive field-based growth with strong territory ownership.
• Experience using a CRM tool such as Salesforce.
• Private label credit card and marketing experience.
• Strong finance business/industry acumen, fluency in patient financing.
• Knowledge of customer financial drivers/needs.
• Openness to coaching and ability to learn quickly.
• Customer focused mind set with ability to respond quickly to customer needs.
• Exceptional interpersonal communication skills (written, oral, non-verbal).

The salary range for this position is 75,000. USD Annual and is eligible for an annual bonus based on individual and…