Michael Trotta
Cincinnati,OH
Summary
Strategic-thinking individual experienced in turning low-performing organizations into top revenue producers. Offering engaging and pleasant personality with expertise improving customer relationships.
Overview
32
32
years of professional experience
Work History
DIRECTOR, NATIONAL ACCOUNTS (DSO)
Dentsply Sirona
01.2022 - 09.2023
- Developed and implemented Sales team build-out and GTM strategy for Dentsply Sirona's National Accounts Division (DSO - Dental Support Organization)
- Focus on National, Mid-market and Emerging group customer segments
- Built Sales team from (6) members to (22) including Operational Assets
- Provide leadership for team of (6) direct reports (National Account Managers) and (2) National Sales Managers covering (3) market segments (National, Mid-market & Emerging DSOs)
- Responsible for over $225M in Sales Revenue
- Revenue growth of 17% during employment period
- Developed Process and Policy to ensure efficient execution of Sales strategy
- Work closely with Pricing and Finance department to ensure profitable revenue growth
- Work collaboratively in matrixed management structure to ensure alignment with multiple business unit leaders
- Oversaw operations and provided corrective feedback to achieve daily and long-term goals.
- Worked closely with organizational leadership to guide operational strategy and report results.
- Managed daily operations while overseeing multiple direct reports and managers to foster increased sales results.
- Established departmental performance goals and provided feedback for underperforming areas.
AREA DIRECTOR - MID SOUTH
DENTSPLY SIRONA
12.2020 - 02.2022
- Lead and manage team of 10 Regional Business Managers through corporate reorganization
- Communicate, motivate, and implement strategic direction across all product specialties
- Develop, maintain, and manage distributor relationships ensuring alignment and preferred product positioning across full portfolio
- Meet with top customers and emerging DSOs to develop growth strategy and product integration across all specialties
- Co-travel, manage and coach to the concept of procedural workflows
- Provide input and strategic insight to Executive Management team as requested
- Key contributor on Career Pathing Initiative Committee
PRESIDENT
LEGACY PRACTICE TRANSITIONS
01.2019 - 12.2020
- Set strategic direction and marketing strategy for Regional dental practice brokerage firm
- Negotiated Asset Purchase Contracts, lease terms and transition terms between buyer and seller
- Worked closely with internal and external legal teams to define terms and conditions
- Developed and maintained DSO contacts
- Negotiate practice sales with large and emerging DSO clients
- Increased footprint and expanded sales force through rigorous talent recruitment process
- Consult, advise, structure and guide clients through dental practice sale & transition process
REGION PRESIDENT, NORTH CENTRAL
PATTERSON DENTAL SUPPLY INC
05.2015 - 11.2017
- Accountable for all revenue and operations leading a $600M business unit with 30 direct reports (General & Operations Managers)
- 400+ employees total throughout Region (15 states)
- Ongoing P&L responsibility to include revenue, margin control, inventory management, process improvement designed to maximize Operating Income
- Onboard large and emerging DSO clients throughout the North Central Region to include, Heartland Dental, North American Dental Group, Mortenson Dental as well as negotiating contracts and servicing regional emerging groups
- Traveled regularly throughout Region to assess, coach, and develop local Management teams on alignment of Corporate initiatives, operational efficiency, strategy & culture
- Managed field implementation of pilot phase for largest IT rollout in Company history (ERP)
- Consistently worked with C-Level and Organizational Change Management team to improve processes and maintain customer satisfaction during transition phase
- Identify, recruit, hire and develop top talent needed for future state Industry and IT initiatives
- Authored Business Case Analysis and demonstrated ROI for regional initiatives
- Developed Yearly Business Plans including both strategy and tactics to achieve revenue objectives
- Drove sales accountability through regular and consistent prospecting and coaching sessions
- Main point of contact for top existing and prospective clients
- Most gender diverse Management team among all five regions
OHIO VALLEY REGION MANAGER
PATTERSON DENTAL SUPPLY INC
09.2014 - 05.2015
- Ongoing P&L responsibility including revenue and operations leading $100M business unit with 14 direct reports (General & Operations Managers)
- 150+ employees total throughout Region (Ohio, Indiana, Michigan, Kentucky)
- Rebuilt Regional Management team by thorough evaluation, culture alignment and performance management of all employees
- Authored multiple process documents for the centralization of Customer Service, Inventory Management and A/R processes
- Achieved Revenue Growth of 14% YOY
CINCINNATI BRANCH MANAGER
PATTERSON DENTAL SUPPLY INC
03.2006 - 09.2014
- Accountable for all P&L, revenue, and operations leading $22M Branch Office in Southern Ohio with 19 direct reports (Sales, Operations & Install/Service)
- Increased revenue from $15MM to $22MM during employment period
- Earned Branch of the Year award for the first time in Branch history
- Completely rebuilt Opearational, Sales and Inside Support teams
- Rewrote and established policies regarding inventory management, A/R and rep accountability
- Established a new culture of accountability and competitive spirit
- Reached profitability in Service Depoartment for the first time in Branch history
- Hired three “Rookie of the Year” award recipients (more than any other single Branch Manager)
PATTERSON TECHNOLOGY REPRESENTATIVE
PATTERSON DENTAL
06.2003 - 03.2006
- Responsible for the sale of Eaglesoft Practice Management and Clinical software to Dental Practices in Southern Ohio
- Responsible for the sale of early generation, Schick digital x-ray sensors
- Ranked 1st nationally in percentage increase during employment period
- Increased Digital X-ray sales category from $150,000.00 to over $2M during employment period
SALES REPRESENTATIVE
POCKETSCRIPT INC
06.1999 - 08.2002
- Start-up technology firm calling exclusively of general and family physicians
- Responsible for sale of first-generation digital prescription technology
SALES REPRESENTATIVE
CLINICAL TECHNOLOGY INC
07.1994 - 06.1999
- Responsible for sales of Anesthesia and Respiratory products to Hospitals in Southern Ohio, Kentucky and Southeast Indiana
SALES REPRESENTATIVE
VITAL CARE INC
04.1991 - 07.1994
- Responsible for sales of Anesthesia and Respiratory products to Hospitals in Southern Ohio, Kentucky and Southeast Indiana
Education
B.A. - Communications
UNIVERSITY OF CINCINNATI
Skills
- National Sales Leadership
- P&L Management
- Vision Casting
- Organizational Change Management
- Leadership Development
- Culture Creation
- Strategic Planning
- Channel Optimization
- New Client Acquisition
- Pricing Strategies
- Sales Pipeline Development
- Emerging Coverage
- Revenue Forecasting
- Contract Negotiation Expertise
- Strong Presentation Skills
- Interpersonal Communication Skills
- Profit Target Achievement
- Customer Relationship Management
Timeline
DIRECTOR, NATIONAL ACCOUNTS (DSO)
Dentsply Sirona
01.2022 - 09.2023
AREA DIRECTOR - MID SOUTH
DENTSPLY SIRONA
12.2020 - 02.2022
PRESIDENT
LEGACY PRACTICE TRANSITIONS
01.2019 - 12.2020
REGION PRESIDENT, NORTH CENTRAL
PATTERSON DENTAL SUPPLY INC
05.2015 - 11.2017
OHIO VALLEY REGION MANAGER
PATTERSON DENTAL SUPPLY INC
09.2014 - 05.2015
CINCINNATI BRANCH MANAGER
PATTERSON DENTAL SUPPLY INC
03.2006 - 09.2014
PATTERSON TECHNOLOGY REPRESENTATIVE
PATTERSON DENTAL
06.2003 - 03.2006
SALES REPRESENTATIVE
POCKETSCRIPT INC
06.1999 - 08.2002
SALES REPRESENTATIVE
CLINICAL TECHNOLOGY INC
07.1994 - 06.1999
SALES REPRESENTATIVE
VITAL CARE INC
04.1991 - 07.1994
B.A. - Communications
UNIVERSITY OF CINCINNATI
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