Equipment Account Manager, Dental

Responsibilities

• Account Management:
• Oversee a portfolio of non-traditional customers (DSOs, Community Health Centers, Government/Institutional clients, Third-Party bidders, and Special Projects) with a focus on revenue growth, retention, and customer satisfaction.
• Manage a book of business valued between $10M - $50M, ensuring targets and key performance indicators (KPIs) are met or exceeded.
• Sales Growth and Strategy Execution:
• Develop and implement strategies to grow sales within these non-traditional customer categories, focusing on increasing market share and revenue.
• Work with the field management and leadership teams to execute a strategic business plan that aligns with organizational goals.
• Training and Education:
• Provide training and educational support to field teams to ensure they are equipped with the knowledge and tools to effectively sell and service the non-traditional customer base.
• Create educational materials or programs to enhance product understanding and sales techniques.
• Cross-functional Collaboration:
• Collaborate with internal stakeholders (sales teams, product management, marketing, operations) to align strategies and ensure smooth execution of plans.
• Work closely with field teams to provide ongoing direction, support, and guidance to ensure consistency and alignment with company objectives.
• Customer Relationship Management:
• Build and maintain strong relationships with key stakeholders in each non-traditional customer category, acting as the primary point of contact.
• Address customer needs and resolve issues effectively and in a timely manner.
• Market Analysis and Reporting:
• Analyze sales data, customer trends, and market conditions to identify growth opportunities within the non-traditional customer categories.
• Provide regular reports and insights to senior management on business performance, customer needs, and competitive landscape.
• Stakeholder Communication:
• Maintain regular communication with senior leadership, providing updates on sales progress, challenges, and strategies.
• Ensure consistent and clear communication across teams, both internally and externally, regarding customer expectations, product offerings, and services.
• Special Project Management:
• Lead and manage special projects that may be required within the non-traditional customer categories, ensuring successful outcomes.
• Ensure projects are completed on time, within scope, and meet defined business objectives.
• SPECIFIC KNOWLEDGE & SKILLS:
• Vast knowledge of dental equipment and digital technology; inclusive of dental imaging, practice management, and software.
• Clear understanding of the design, build and installation process for De Novo dental sites.
• Field experience on construction sites and working with third party contractors.
• Dental plumbing/electrical knowledge for quoting/design.
• GENERAL SKILLS & COMPETENCIES:
• Excellent understanding of industry practices
• Strong proficiency with tools, systems, and procedures
• Excellent planning/organizational skills and techniques
• Excellent independent decision making, analysis and problem solving skills
• Outstanding verbal and written communication skills
• Excellent presentation and public speaking skills
• Excellent interpersonal skills
• Excellent conflict resolution skills and ability to deliver difficult messages
• Ability to build partnerships at all levels within the company
• Good negotiating skills
• Resolve complex issues in effective ways
• Project management, consultative skills and ability to manage a budget
• Specialist in multiple technical and/or business skills
• Ability to cultivate and develop lasting internal and external customer relations
• MINIMUM WORK EXPERIENCE:
• Typically 8 or more years of increasing responsibility in terms of any applicable professional experience. Minimum 7 years sales experience preferred. Minimum of 3 to 5 years of previous dental equipment experience typically required.
• PREFERRED EDUCATION:
• Typically a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent a plus. May hold one or more industry certifications.
• TRAVEL / PHYSICAL DEMANDS:
• Th

Benefits

Additional Information

This role supports a territory across the Midwest region. Candidates residing within the territory are strongly preferred to facilitate customer engagement and travel throughout the assigned area. JOB OVERVIEW: This position is responsible for managing Henry Schein non-traditional customers. These customer categories consist of DSO's (Group Practices), Community Health Centers, Government/Institutional, Third-Party bidders and Special Projects. This position will be responsible for managing a book of business of roughly $10M - $50M. Provide consistent direction and support to the field management and leadership teams and collaborate with respective stakeholders to execute a strategic business plan. Responsibility will include growing sales within the non-traditional customer categories through training, education, communication and inclusion of field teams.

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