Equipment Account Manager, Dental

Henry Schein

9d•$100,678 - $157,310•Remote

About The Position

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.

Requirements

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.
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
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.
Must maintain a valid driver’s license.

Nice To Haves

Master's degree or global equivalent a plus.
May hold one or more industry certifications.

Responsibilities

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.
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.
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.
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.
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.
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.
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.
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.