Director of Finance, Special Markets Sales

Danaher   •  

Orange, CA

Industry: Technology


8 - 10 years

Posted 37 days ago

Job ID: DEN000240

About Us

KaVo Kerr is a cohesive organization comprised of two global leaders, united to provide dental excellence and serve as a single premier partner for the dental community. KaVo Kerr operates with a common vision inspiring and helping our customers, their patients and our own associates realize their potential. KaVo Kerr offers solutions for endodontics, restoratives, treatment units, infection prevention, imaging, rotary and instruments.


Reporting to the Vice President, Special Markets, the Director of Finance will be accountable for planning, directing, and supervising thefinancial affairs for the Special Markets business consisting of Dental Support Organization (DSO), institutions, university, government, and Community Health Center (CHC) market segments. Responsibilities includefinancial planning,forecasting andreporting, business planning, pricing strategies, customercontract development, and data analytics. This position is an active partner in assessing business opportunities and along with the rest of the management team drives to achievebudget. Essential Duties and Responsibilities:

  • Manage a team of financial planning, forecasting and reporting, pricing, contracting, and data analytics associates.
  • Collaborate with the various OpCo finance teams to bring the value proposition to customers.
  • Design and analyze business models, including pricing models, to help grow the special markets business.
  • Prepare and report on the organization’s financial status each month, including run-rate and mix analysis, recommending and driving countermeasures where necessary.
  • Support sale management with monthly and ad hoc sales analysis by geography, individual rep territory, OpCo, product lines, etc.
  • Provide special reporting and analysis to the management team as required.
  • Provide for an annual budgeting and planning process to insure long term financial and business strategy. Support management team in budget preparation through training and providing historical information when appropriate.
  • Provide data analytics for the special markets segment to drive profitable growth and increase market share.
  • Develop national pricing and contracting strategies in conjunction with strategic account managers and OpCo’s marketing and finance teams to achieve profitability targets.
  • Organize and lead the contract proposal review process, defining roles, responsibilities, proposal review process, approval process, and ongoing monitoring.
  • Serve as the primary internal point of contact for large national/regional Requests for Proposals (RFPs) with responsibilities including critical financial modeling/analytics, and development and coordination of RFP responses.
  • Develop unique customer pricing and contract solutions based on specific customer needs identification.
  • Work closely with marketing to develop tools to provide ROI tracking and analysis of marketing initiatives.
  • Work with the management team to set growth metrics, targets, and KPIs.
  • Evaluate current and proposed financial plans and policies and recommend changes that will impact the organization’s profitability and growth.
  • Work closely with legal, regulatory, and health care compliance to effectively navigate the internal and external environment to achieve desired results.
  • Be a change agent across the dental platform by demonstrating success through behaving as one company vs. a collection of OpCo’s, in the DSO, institution, university, government and CHC market segments.



  • Bachelor's degree in Finance or Accounting is required
  • Minimum 10 years of direct experience in financial analysis and reporting in a large multinational matrixed organization.
  • Ability to influence and engage across OpCos with business partners, peers, and direct/indirect reports.
  • Minimum 7 years of management experience.
  • Minimum 2 years of experience in developing pricing and contracting strategies.


  • MBA highly preferred.
  • Dental/medical technology industry experience highly preferred.
  • Dental/medical technology industry experience highly preferred.
  • Demonstrated collaborative leadership style.
  • Solid oral, written and presentation skills to effectively communicate within the management team and across OpCos.
  • Analytical thinker with excellent judgment and creative problem-solving skills including negotiation and conflict resolution.
  • Effective time management skills.
  • Proven team player who can operate within complex organizations (internally and externally)
  • Executive presence and ability to work closely with the leadership team in a fast-paced environment.


  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • While performing the duties of this Job, the employee is regularly required to sit. The employee is frequently required to walk. The employee is occasionally required to stand. The employee must occasionally lift and/or move up to 10 pounds.
  • The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.