Institutional Account Manager - Central/South East Coast

Straumann•Washington, DC

34d

About The Position

To meet and exceed Straumann’s sales objectives for all Straumann products over a given territory by business development and managing profitable relationships with assigned university, medical and government accounts and the dental community within. The Institutional Accounts Manager is responsible for increasing Straumann presence, sales and customer satisfaction within an assigned geographic area. This position is responsible for, but not limited to, the following: Manage an assigned institutional account territory to maximize sales revenue and meet the corporate sales objectives. Maintain relationship and grow existing accounts Identify, target and convert prospect accounts in total and/or increased share of wallet Joint Business planning and execution to include QBR and year-end review with accounts Pricing and contract negotiations Cross functional collaboration with the education team, including Clinical Marketing and Professional Relations on long-term strategic approach in the institutions Drive ITI (International Team for Implantology) awareness and adoption in institutions – ITI campus, ITI study clubs and events Plan and schedule Straumann education opportunities – speaking engagements, CE and hands-on courses in accounts Support the execution of all marketing launch plans and new product sales objectives Collaborate and work in partnership with the local Straumann Territory Manager, Regional Sales Directors and Area Vice President Forecast budgets within accounts Balance product portfolio and services from all divisions Target, manage and ultimately secure graduate orders from dental graduates Participate in regional/national trade shows and meetings General CRM Activities Extensive travel to accounts within territory

Requirements

Bachelor’s degree
3+ years of sales experience in high growth corporate markets
Valid driver's license, safe driving record, maintaining auto insurance coverage

Nice To Haves

Medical device industry experience
Prior sales experience with physicians as the principal point of contact
Successful Medical/Dental Institutional sales experience
Proficiency in consultative selling with knowledge of the Challenger technique or related method

Responsibilities

Manage an assigned institutional account territory to maximize sales revenue and meet the corporate sales objectives.
Maintain relationship and grow existing accounts
Identify, target and convert prospect accounts in total and/or increased share of wallet
Joint Business planning and execution to include QBR and year-end review with accounts
Pricing and contract negotiations
Cross functional collaboration with the education team, including Clinical Marketing and Professional Relations on long-term strategic approach in the institutions
Drive ITI (International Team for Implantology) awareness and adoption in institutions – ITI campus, ITI study clubs and events
Plan and schedule Straumann education opportunities – speaking engagements, CE and hands-on courses in accounts
Support the execution of all marketing launch plans and new product sales objectives
Collaborate and work in partnership with the local Straumann Territory Manager, Regional Sales Directors and Area Vice President
Forecast budgets within accounts
Balance product portfolio and services from all divisions
Target, manage and ultimately secure graduate orders from dental graduates
Participate in regional/national trade shows and meetings
General CRM Activities
Extensive travel to accounts within territory