Kenneth A Gray
Lawrenceville,USA
Summary
Continue a successful track record as a Corporate Leader in the dental or healthcare industry. Utilize my experience of developing teams, corporate strategies, cross-functional alignment, and overall business acumen to continue to exceed company and personal goals. Leader by example while also recognizing the experience and talents of others and the importance of collaboration and team unity. Equally successful in supporting and building existing business while also adding new clients. A team builder and unifier while also being decisive and a strong communicator.
Results-driven leader adept at guiding high-performing teams and implementing strategic initiatives to drive business success. Known for fostering collaborative environment and achieving measurable milestones. Exhibits strong leadership and adaptability to changing business needs.
Overview
25
25
years of professional experience
Work History
Sr. Director – Corporate Accounts
NATIONAL DENTEX CORPORATION
11.2022 - Current
- Responsible and accountable for developing and leading company Corporate Accounts (DSO and GPO) business
- Selected by Executive team to lead Corporate Accounts business unit as a Senior Director
- Responsible for development of Corporate Accounts teammates, to include Directors, Corporate Accounts Managers, Operations and support teams
- Responsible for National alignment, personnel assessment, go to market strategies, new program development
- Responsible for development and growth of key industry partnerships as well as signing new partners
- Maxed out individually to budget at 110% or greater for both quarters
- Team maxed out to budget for both quarters
- Each team member achieved 110% or higher to their assigned budget
Director – Corporate Accounts and UGI
NATIONAL DENTEX CORPORATION
11.2020 - 10.2022
- Responsible and accountable for developing and leading company Corporate Account Managers, UGI Corporate Account team and IOS Digital Clinical Training team
- To achieve assigned goals while also developing and implementing strategies to align our Sales Teams, Labs, Marketing Department and Operations
- Selected by Executive team to lead team of Corporate Account Managers, UGI Manager and our IOS Digital team
- Selected by Executive team to manage Corporate Accounts team, IOS team and UGI leaders for development and implementation of strategies
- Responsible for development of Corporate Account Managers, UGI Managers and IOS team to include National alignment, personnel assessment, go to market strategies and new program development
- Responsible for development and growth of key industry partnerships
- Responsible to signing of new partners
- Individually maxed out to budget of 110% or greater for each of the 8 quarters
- Team maxed out to budget of 110% or greater for each of the 8 quarters
Head of Enterprise - Global
CARBON DENTAL
02.2020 - 09.2020
- Manage and support DSO’S and Large Lab Group Partners Globally
- Develop new partnerships domestically
- Coordinate new business opportunities with sales teams
- Coordinate education support globally
- Create and develop business plans and programs for department and business partners
- To meet all sales objectives and goals
VP of Business
LEIXIR DENTAL
09.2019 - 02.2020
- Manage and coordinate sales at all five dental labs including the sales teams
- Manage and coordinate Marketing initiatives
- Manage and coordinate Vendor Partnerships
- Oversee Operations at three labs
- Manage all DSO Groups, including Heartland
- Develop and execute go to market strategies for all labs
Director of University and Government (Assist with DSO)
Ivoclar Vivadent Inc
01.2014 - 09.2019
- Manage and in charge of all areas of the federal government worldwide and U.S
- Based universities and teaching institutions in the area of sales, support and service
- Also provide support of our Group Practice and Dealer partners
- Create education-based solutions including onsite visits, webinars, Zoom meetings, PowerPoints, consults with team members, coordinate visits into Ivoclar Vivadent Inc
- Facilities, demo's, samples, trials, R&D opportunities and sponsorships
- Manage federal government contracts
- Facilitate and coordinate with different departments internally and with GSA and ECAT to ensure compliance and accuracy to meet the federal government contract requirements
- Created new sales opportunities by creating and implementing new platforms to reach our federal government business by incorporating and contracting with third parties, a specifically chosen dealer and created fedbizopps bid account
- Created individual solutions for each account based on needs determinations and audits
- No one size fits all approach
- Represented organization at regional and national trade shows and meetings
- Comfortable in large internal meeting settings and external large and small meeting settings
- Responsible to both clinical and dental laboratory sales and support
- Only sales professional within the Ivoclar Vivadent Inc
- Sales Department responsible to our clinical and laboratory sales divisions and all internal and external Ivoclar Vivadent Inc departments
- Coordinate and execute sales, service and support internally and externally within the Ivoclar Vivadent Inc
- Organization including overseas activities
- Provide timely information as needed and required for the Executive Management team to evaluate accuracy when their support and approval is required
- Responsible for department protocols to be established and adhered to allowing department to meet corporate guidelines and requirements for our QUMAS and LMS System
- In charge of making pricing and product recommendations to Marketing, National Accounts and Logistics departments
- Only division of the company to drive sales both directly and through dealer distributers
- Currently responsible to lead and support over 100 external sales professionals
- Collaborate daily with our internal Ivoclar Vivadent Inc
- Departments including our Customer Service, Marketing, Education, Professional Services, Repairs, Digital and Warehouse departments
National Account Manager - University and Government
Ivoclar Vivadent Inc
01.2008 - 12.2013
- Chosen to lead the newly added department of university and government with the goal of meeting the escalating needs in a specialized marketplace due to the demanding circumstances
- Someone to oversee all of the university and government activity both directly and indirectly that could allow internal and external talent the ability to focus on their individual responsibilities
- Similar responsibilities as those mentioned in the Director of University and Government position
- Consistently providing problem-based solutions to navigate our direct sales and dealer sales conflicts
National Account Manager - Large Labs
Ivoclar Vivadent Inc
04.2000 - 12.2007
- A new role created with the goal of this position supporting and reporting directly to the Vice President of Technical in all areas of laboratory sales, service and support
- Responsible to identified large labs and large lab groups with the consultation of the Technical Vice President
- Fifty large labs recognized and chosen as areas of responsibility in addition to large lab groups including NDX, DSG and the CNC Group
- Coordinated with local Territory Managers, Regional Managers and internal team members to execute business plans that would allow for sales growth and to meet service and support needs
- Consulted with clients to provide overall support plans based on the individual needs of the potential client or current partner
Skills
- Collaborative leadership
- Culture transformation
- Team management
- Policy development
Timeline
Sr. Director – Corporate Accounts
NATIONAL DENTEX CORPORATION
11.2022 - Current
Director – Corporate Accounts and UGI
NATIONAL DENTEX CORPORATION
11.2020 - 10.2022
Head of Enterprise - Global
CARBON DENTAL
02.2020 - 09.2020
VP of Business
LEIXIR DENTAL
09.2019 - 02.2020
Director of University and Government (Assist with DSO)
Ivoclar Vivadent Inc
01.2014 - 09.2019
National Account Manager - University and Government
Ivoclar Vivadent Inc
01.2008 - 12.2013
National Account Manager - Large Labs
Ivoclar Vivadent Inc
04.2000 - 12.2007
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