Patterson Dental Jobs & Careers in Phoenix, AZ

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10 days ago

Territory Sales Representative - Dental

Patterson Dental Phoenix, AZ

Prepare for sales visits ahead of the meeting; develop general and client-specific sales strategies. Develop short and long term business goals. Seek… Patterson Dental

28 days ago

Branch Manager

Patterson Dental Phoenix, AZ

As a Branch Manager, you will direct and supervise the sales and internal operations of the branch, including management of the sales team. You will… Patterson Dental

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Patterson Dental President, Patterson Dental Paul A. Guggenheim
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    Former Employee - Territory Representative in Warwick, RI
    Former Employee - Territory Representative in Warwick, RI

    I worked at Patterson Dental full-time (more than 3 years)


    I applied to Patterson Dental online through a Career Builder posting. After taking an online test, I heard from the BA to come to the local branch to take another more extensive test, both basic math, calculating percentages, profit margins and other functions. Two weeks later I was called for an interview with the branch manager. (You will not get called for an interview unless you pass the tests.) After a ride along and speaking with a few of the senior reps I had a second interview with the branch manager and after about 5 weeks from applying I was offered a scratch territory in a group D branch. (Group A branches tend to be in the larger markets, Group B little smaller and so on) After basic training, 2 weeks in Minnesota in January!!!) week 1 - Carew International give us the "Dimensions of Professional selling" process and in week 2; a meeting of all the home office upper management including the President and Vice President, HR, then at the end of the second week a final test. (I am only assuming I passed all the tests because I was never given my grades) I was only given a list of doctors that had already been cherry picked through 8 times over. See, In the decentralized model Patterson was using at that time, a group d branch was a cookie cut idea from the home office. Truth of the matter was the territory was to small for a group D branch. All the tenured reps in the branch had the best accounts because of longevity and they are the ones who make the big bucks. Soon after i was hired my branch manager quit and took a job back in the field with a vendor. This left our group D branch without a manager for 9 months before someone was hired, someone without any experience.(and in my personal opinion someone who was in the good old boys club. Even my previous manager was in it. (Funny feeling when you don't agree with some of their methods and ethics) About Just over a year later our branch was closed, we were absorbed by the next closest group A branch about 100 miles away. Three years after i was offered a job advancing my career and left Patterson. I can say that the top tiered reps can make 250K plus easy, they have also been in their respective territories for 20+ years. (for every million you sell expect to get roughly 30-40K and unless you can push a ton of cotton balls your focus is on the equipment side. The industry is tough to break into and is extremely relationship focused. it takes a lot of time to build a relationship with a dentist because most of the good ones are already taken and they can be extremely loyal to their current supply rep. So If you can build relationships and hang on for 7-10 years you can make any territory work. I made 54,000 the last year I was with Patterson Dental still on the base plan which is salary plus commission job. One you eclipse 3 million in sales you want to be on the accelerated growth plan which becomes a 100% commission sales job, but at that point as long as your residual business is at that 3 million dollar mark your pulling in close to if not more than 100k, good luck


    I was unfortunate in my tenure at Patterson, I enjoyed the people I worked with except my direct managers. I wish they were actually managers. There was more of a need to be coached at the beginning, I felt alone in the middle of the ocean left to sink or swim, not given individual support. In three years not once did a manager get in my car to meet one of my customers - NOT GOOD

    Advice to ManagementAdvice

    Never put someone into a management position without having prior management experience. Help new reps getting established. Promote the best candidates, not just the ones that are in the good old boys club.

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