What are the responsibilities and job description for the Strategic Account Manager (National) position at enVista?
Job Description : JOB SUMMARY :
The Envista Strategic Account Manager's (SAM's) primary function is to develop and implement the core strategies and tactics to drive cross-platform sales performance across Special Markets (Dental Support Organizations, Group Purchasing Organizations, Other) within their assigned geographic area. The SAM will be responsible for securing and maintaining dental agreements, influencing product selection choices and increasing market penetration of all cross-platform products and services. The SAM will be held accountable for achieving business objectives such as : conversion of competitive business, increased portfolio penetration and forecast attainment goals in accordance with all Healthcare Compliance guidelines.
A successful SAM will cultivate strategic partnerships within the corporate offices and their respective affiliates. Understanding the clinical, economic and business needs and aligning platform-wide resources across the dental platform to ensure access within each account and to drive demand. The SAM is expected to collaborate internally and externally with all stakeholders including executives in senior leadership positions, sales management, marketing, product management, customer care and clinical affairs.
PRIMARY DUTIES & RESPONSIBILITIES :
- Grow annual sales revenue within their geographic area / territory and achieve assigned forecast.
- Identify new Special Markets accounts and / or new opportunities within existing Special Markets accounts to drive category expansion, formulary expansion and revenue growth.
- Responsible for supporting and often negotiating new agreements; manage existing agreements including contract renewals. Coordinate contract implementation with the field sales team and clearly communicate the contract objectives and opportunity to all stakeholders.
- Work collaboratively with all platform Directors, Operating Company (OpCo) / Business Unit (BU) Regional Managers and all Territory Sales Representatives to establish local initiatives to protect and grow existing Special Market business.
- Proactively foster relationships to partner with key executive, economic and clinical decision makers across assigned Special Markets accounts.
- Be knowledgeable about the current dental platform product portfolio and sales volume by customer.
- Identify influential thought leaders within your customer accounts and work to understand the infrastructure and culture. Understand the customer requirements and seek ways to strategically grow the business.
- Drive superior territory management efficiency through agreed upon sales processes, Funnel Management, and Voice of Customer (VOC) initiatives.
- Effectively create and lead comprehensive customer business reviews in order to meet customer requirements.
- Serve as Primary Point of Contact for assigned Special Markets accounts. Actively manage all cross-platform activities. Gather and disseminate all incoming and outgoing communication with C-Suite / Executive level stakeholders. Lead and direct all account team activities.
- Serve as Secondary Point of Contact for assigned Special Markets accounts. Actively support Primary Point of Contact by gathering and communicating all required information expeditiously. Complete all required account team activities / actions.
- Attend and generate sales and sales leads at various tradeshows / sales events at the instruction or direction of the Primary Point of Contact and Sr. Leadership.
Job Requirements :
MINIMUM REQUIREMENTS :
PREFERRED SKILLS :
TRAVEL / LOCATION :
REQUIRED COMPETENCIES :
Target Market Salary Range :
Actual compensation packages take into account a wide range of factors that are unique to each candidate, including but not limited to geographic location; skill sets; relevant education and certifications; depth of experience; performance; and other business and organizational needs. The disclosed reasonable estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Envista, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. The total compensation package for this position may also include an annual performance bonus, medical / dental / vision benefits, 401K match, and / or other applicable compensation plans.
80,100 - $120,100
Operating Company : Corporate
Envista is a global family of more than 30 trusted dental brands, united by a shared purpose : to partner with professionals to improve lives. Envista helps its partners deliver the best possible patient care through industry-leading products, solutions, and technology. Our comprehensive portfolio, including dental implants and treatment options, orthodontics, and digital imaging technologies, covers an estimated 90% of dentists' clinical needs for diagnosing, treating, and preventing dental conditions as well as improving the aesthetics of the human smile.
Envista and all Envista Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The "EEO is the Law" poster is available at : http : / / www.dol.gov / ofccp / regs / compliance / posters / pdf / eeopost.pdf.
Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate. Envista will consider unsolicited referrals and / or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes. An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening. Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.
Salary : $80,100 - $120,100
