Dental, Strategic Account Manager

Henry Schein

2d•$99,622 - $155,660

About The Position

The Strategic Account Manager (SAM) is responsible for developing customer relationships and driving business with Henry Schein’s most complex and strategic high-profile customers. This is a highly visible role with significant internal and external Executive Team interactions. This individual will be responsible for the strategy, execution, and results of the assigned strategic accounts. The SAM will nurture and sustain positive and productive long-term relationships at the c-suite level to optimize the customer’s return on investment in Henry Schein’s value proposition and vast portfolio of products and services. The SAM will create innovative programs to diversify Henry Schein’s market position and strengthen HSI’s customer partnerships and connectivity. This position will be responsible for complex contract negotiations and renewals, products/services expansion across Henry Schein’s distribution business and the entire Henry Schein portfolio, and overall Customer Experience. The individual will report to the Senior Manager assigned to a group of accounts. The SAM will partner closely across the Henry Schein team including the customer delivery team, customer care team, merchandise team, operations team, equipment and service teams, field team, and partners at the individual portfolio companies.

Requirements

Experience in large account management with in-depth knowledge of conceptual, strategic, and challenger sales methodologies
Exhibits executive presence and displays effective rapport building skills with executive leadership within the company and industry
High business acumen with the ability to engage with customer c-suite and industry leaders
Understanding of dental industry trends pertaining to consolidation and multi-site operations
Ability to drive influence and change through tactical empathy and strong emotional intelligence
Proactively identify issues/opportunities and recommends actions with confidence
Anticipate customer needs, questions, and challenges in advance by thinking two steps ahead
Demonstrate ability to develop and execute on account strategy plans, manage multiple strategic partnerships, and maximize profitability of business opportunities
Proven track record of exceeding sales targets in a high growth/fast-paced environment
Strategic thinker in creating complex and value sustaining proposals to large, strategic customers
Strong understanding of the entire Henry Schein offering
Team player who can orchestrate large teams across the organization and create a productive working environment to support customer success
High degree of comfort managing multiple, competing priorities in challenging environments
Demonstrates understanding of the Customer Experience and creates and sustains ongoing forums that encourage a constant feedback loop
Tactful and resilient in challenging situations
Outstanding escalation management skills
Expert planning, organizational, and time management techniques
Excellent PowerPoint and Excel skills
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 and complexity in terms of any applicable professional experience.

Nice To Haves

Master's degree or global equivalent preferred.
May hold two or more industry certifications.

Responsibilities

Account Management – Responsible for all account management planning and execution. Lead broader account management and support teams with clearly defined goals and hold team members accountable with the highest standards of execution in managing Henry Schein’s top customers.
Executive Engagement – Develop a strong partnership with customer executive leadership and with internal executives through Henry Schein’s Executive Sponsor initiative.
Team Leader - Strategically manage the coordination of a cross-functional and cross-divisional team of subject matter experts to support assigned strategic accounts.
One Schein - Drive the adoption of the entire Henry Schein portfolio through leveraging resources and knowledge across HSI. Partner with cross-divisional teams to understand and strategically influence customer goals and key performance metrics.
Brand Loyalty – Create customer loyalty through Henry Schein’s best-in-class support teams, products and services.
Contract Management – Guide the Henry Schein teams through RFPs, contract design and negotiations, and renewals by focusing on growth opportunities and profitability performance. Continue to drive customer engagement activities that promote contract compliance.