Envista Strategic DSO Account Manager

Envista Holdings Corporation

10d•Remote

About The Position

Envista is seeking a Strategic DSO Account Manager to grow annual sales revenue within their assigned geographic area/territory and achieve sales forecasts. This role involves identifying new Special Markets accounts and expanding opportunities within existing accounts to drive category and formulary expansion. The Account Manager will be responsible for supporting and negotiating new agreements, managing existing agreements including contract renewals, and coordinating contract implementation with the field sales team. They will work collaboratively with platform Directors, Operating Company (OpCo)/Business Unit (BU) Regional Managers, and Territory Sales Representatives to develop local initiatives for business growth and protection. A key aspect of this role is proactively fostering relationships with key executive, economic, and clinical decision-makers within assigned Special Markets accounts. The Account Manager must be knowledgeable about the current dental platform product portfolio and customer sales volumes, identify influential thought leaders, understand customer requirements, and seek strategic growth opportunities. Driving territory management efficiency through sales processes, funnel management, and Voice of Customer (VOC) initiatives is crucial. The role also includes creating and leading comprehensive customer business reviews, serving as the Primary Point of Contact for assigned accounts, managing all cross-platform activities, and gathering/disseminating communication with C-Suite/Executive level stakeholders. The Account Manager will lead and direct all account team activities and serve as a Secondary Point of Contact, supporting the Primary Point of Contact by gathering and communicating required information expeditiously. Attending and generating sales leads at tradeshows/sales events is also part of the responsibilities.

Requirements

Bachelor’s Degree and/or equivalent sales experience in lieu of a degree.
5+ years of relevant experience in sales and account management; DSO sales experience required (contract negotiation, quarterly business reviews, presentation to C-Suite)
Valid state driver’s license and an acceptable driving record.
Ability to lead, influence, persuade, and negotiate with others (externally and internally) with or without direct authority or formalized structure.
Ability to understand the expectations, future needs, and motivations of external and internal stakeholders to build mutually beneficial collaborative relationships.
Ability to understand, analyze, interpret, and synthesize qualitative and quantitative data from a variety of sources.
Ability to apply an understanding of the entire platform portfolio of products, services, and value-added solutions to assess business strengths and weaknesses and make strategic decisions.
Ability to negotiate and apply an understanding of contracting processes (for example, commercial contracts, work orders, service level agreements, vendor agreements) to develop innovative, scalable and compliant contracting strategies.
Ability to clearly and appropriately convey and present information and ideas in an effective and impactful manner through a variety of approaches.
Ability to understand and interpret the evolving dental Special Markets environment, including state to state policies and provisions. This includes the ability to shape short and long-term commercial strategy by understanding the competitive landscape, investors, service providers and all key decision makers.
The ability to manage complexity and make timely, sound judgments in uncertain and dynamic environments.

Nice To Haves

MBA or equivalent qualification preferred.
Medical, Device or Healthcare sales industry preferred.
Previous experience in strategic account management is strongly preferred.
Exceptional oral and written communication skills.
Prefer candidate to reside within assigned region/territory as defined by the hiring manager.
The SAM position requires an individual that can manage several projects or requests at the same time with strong attention to detail throughout.
This role requires an individual that can complete requests, orders, etc. in a timely manner; also, will follow up as needed or promised to support internal and external clients.
The SAM must be comfortable navigating and leveraging key people across the business to get work completed.
The SAM must be adept at managing up for support when needed and identifying opportunities for robust and repeatable processes to implement when appropriate.

Responsibilities

Grow annual sales revenue within their geographic area / territory and achieve assigned forecast.
Identify new Special Markets accounts and/or new opportunities within existing Special Markets accounts to drive category expansion, formulary expansion and revenue growth.
Responsible for supporting and often negotiating new agreements; manage existing agreements including contract renewals.
Coordinate contract implementation with the field sales team and clearly communicate the contract objectives and opportunity to all stakeholders.
Work collaboratively with all platform Directors, Operating Company (OpCo)/Business Unit (BU) Regional Managers and all Territory Sales Representatives to establish local initiatives to protect and grow existing Special Market business.
Proactively foster relationships to partner with key executive, economic and clinical decision makers across assigned Special Markets accounts.
Be knowledgeable about the current dental platform product portfolio and sales volume by customer.
Identify influential thought leaders within your customer accounts and work to understand the infrastructure and culture.
Understand the customer requirements and seek ways to strategically grow the business.
Drive superior territory management efficiency through agreed upon sales processes, Funnel Management, and Voice of Customer (VOC) initiatives.
Effectively create and lead comprehensive customer business reviews in order to meet customer requirements.
Serve as Primary Point of Contact for assigned Special Markets accounts.
Actively manage all cross-platform activities.
Gather and disseminate all incoming and outgoing communication with C-Suite/Executive level stakeholders.
Lead and direct all account team activities.
Serve as Secondary Point of Contact for assigned Special Markets accounts.
Actively support Primary Point of Contact by gathering and communicating all required information expeditiously.
Complete all required account team activities/actions.
Attend and generate sales and sales leads at various tradeshows / sales events at the instruction or direction of the Primary Point of Contact and Sr. Leadership.