Equipment Account Manager, Dental

This role supports a territory across the Midwest region. Candidates residing within the territory are strongly preferred to facilitate customer engagement and travel throughout the assigned area.

JOB OVERVIEW:

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.

KEY RESPONSIBILITIES: 

Account Management:

• 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.

Sales Growth and Strategy Execution:

• 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.

Training and Education:

• 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.

Cross-functional Collaboration:

• 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.

Customer Relationship Management:

• 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.

Market Analysis and Reporting:

• 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.

Stakeholder Communication:

• 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.

Special Project Management:

• 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.

SPECIFIC KNOWLEDGE & SKILLS: 

• 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.

GENERAL SKILLS & COMPETENCIES: 

• 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

MINIMUM WORK EXPERIENCE: 

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. 

PREFERRED EDUCATION: 

Typically a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent a plus. May hold one or more industry certifications.

TRAVEL / PHYSICAL DEMANDS:

This position will typically require 50% travel, both air and ground.  No special physical demands required.  Must maintain a valid driver’s license.

The posted range for this position is $100,678-$157,310 which is the expected starting base salary range for an employee who is new to the role to fully proficient in the role. Many factors go into determining employee pay within the posted range including education, prior experience, training, current skills, certifications, location/labor market, internal equity, etc. At the time of this posting, this position is eligible for a bonus not reflected in the posted range subject to the achievement of the plan.

Other benefits available include:  Medical, Dental and Vision Coverage, 401K Plan with Company Match, PTO [ or sick leave if applicable ], Paid Parental Leave, Income Protection, Work Life Assistance Program, Flexible Spending Accounts, Educational Benefits, Worldwide Scholarship Program and Volunteer Opportunities.

Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status. 

For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers

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