Strategic Account Manager

Planmeca USA Inc.•Atlanta, GA

3d•$180,000 - $200,000•Remote

About The Position

KaVo is seeking a Strategic Account Manager to drive sales performance across Special Markets verticals throughout North America, including universities, government, dental support organizations (DSOs), group purchasing organizations (GPOs), and other markets. The role is responsible for securing and maintaining dental agreements and collaborating with local Territory Sales Managers to influence product selection and increase market penetration of KaVo Dental products and services. The Strategic Account Manager cultivates partnerships with accounts and their affiliates, understands their clinical, economic, and business needs, and works with internal and external stakeholders to generate demand. Stakeholders include senior executives, deans, pre-doctorate and post-doctorate schools of medicine, government procurement, sales management, marketing, product management, customer care, and clinical affairs. This is a remote sales role combining work from home with commuting and frequent client travel. At home, the role involves extended periods at a computer and virtual meetings. The position may require moving sales materials and equipment weighing typically up to 20 pounds. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential functions.

Requirements

Bachelor’s degree in business or a relevant field, or a high school diploma and four years of work experience in the dental industry, or an equivalent combination of experience, training, and education.
At least 3 years of sales experience in the dental industry.
Valid driver’s license issued in one of the 50 United States.
Exceptional oral and written communication skills.
Experience in large account management involving multiple decision-makers and/or complex, long sales cycles.
Knowledge or experience in dental and/or medical device sales.
Knowledge or experience in government, institutional, or DSO sales.
Demonstrated competencies: integrity, customer focus, metric orientation, self-awareness, approachability, composure, action and priority orientation, ability to deal with ambiguity, business acumen, and problem-solving skills.

Nice To Haves

At least 1 year in a similar role in the dental industry.

Responsibilities

Manage existing KaVo sales revenue in North America, grow annual revenue, and achieve the assigned forecast.
Identify new Special Markets accounts and opportunities to drive revenue growth.
Operate within the guidelines of GSA, FSS, and ECAT contracts.
Support and negotiate new agreements, manage existing agreements and renewals, coordinate contract implementation with field sales, and communicate contract objectives and opportunities to stakeholders.
Collaborate with Regional Sales Directors and Area Managers to establish initiatives that protect and grow Special Markets business, and implement them with local Territory Sales Managers.
Build relationships with key executive, economic, and clinical decision-makers across Special Markets accounts.
Facilitate and manage in-kind agreements and the grant application process.
Identify influential thought leaders, understand customer infrastructure and culture, and identify strategic ways to grow business based on customer requirements.
Improve territory management efficiency through agreed sales processes, funnel management, and Voice of Customer initiatives.
Create and lead comprehensive customer business reviews that meet customer requirements.
Serve as the primary point of contact for Special Markets accounts, gather and disseminate communications with C-suite and executive stakeholders, and lead account-team activities.
Attend tradeshows and sales events and generate sales and leads as directed by the Primary Point of Contact and senior leadership.