What are the responsibilities and job description for the Strategic Account Manager position at KaVo Dental | North America?
The SAM’s primary function is to drive KaVo sales performance across all Special Markets verticals (Universities, Government, Dental Support Organizations (DSOs), Group Purchasing Organizations (GPOs), and others) across North America. The SAM will be responsible for securing and maintaining dental agreements and working with local Territory Sales managers to influence product selection choices and increase market penetration of KaVo Dental products and services.
A successful SAM will cultivate strategic partnerships within accounts and their respective affiliates across all segments of the Special Market category while understanding the clinical, economic and business needs to drive demand. The SAM is expected to collaborate internally and externally with all stakeholders including executives in senior leadership positions, deans, pre-doctorate and post-doctorate schools of medicine, government procurement, sales management, marketing, product management, customer care, and clinical affairs.
Position Description / Main Responsibilities and Tasks:
- Manage existing and grow annual KaVo sales revenue with North America and achieve assigned forecast.
- Identify new Special Markets accounts and/or new opportunities to drive revenue growth.
- Work within the guidelines of the GSA, FSS, and ECAT contracts.
- 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 opportunities to all stakeholders.
- Work collaboratively with KaVo Regional Sales Directors and Area Managers to establish local initiatives to protect and grow existing Special Market business and then implement with local Territory Sales Managers.
- Proactively foster relationships to partner 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 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 to meet customer requirements.
- Serve as Primary Point of Contact for Special Markets accounts. Gather and disseminate all incoming and outgoing communication with C-Suite/Executive level stakeholders. Lead and direct all account team activities.
- 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.
Basic Education & Experience:
- Bachelor’s Degree or 4 years of working within the dental industry
- 3 years of sales experience in the dental industry
- A valid driver’s license issued in one of the 50 United States
Preferred Education & Experience:
- 1 years in a similar role in the dental industry
Knowledge, Skills & Abilities
- Exceptional oral and written communication skills.
- Large account management working with multiple decision makers and/or complex, long selling cycles
- Dental and/or Medical Device sales
- Government/institution/DSO sales
Behavior-Based Items/Competencies:
- Act with Integrity
- Customer Focused
- Metric Driven
- Self Aware, Approachable, & Composed
- Action & Priority Oriented
- Deals with Ambiguity
- Strong Business Acumen
- Problem Solving Skills
Work Environment:
The remote sales job involves a combination of commuting and working from home. The role requires frequent travel to meet clients. While working from home, the job involves extended stationary periods of using a computer and engaging in virtual meetings. The physical demands include the ability to move sales materials and equipment, typically up to 20 lbs.
To perform this job successfully, an individual must be able to satisfactorily perform the main responsibilities and tasks. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
KaVo is an equal opportunity employer that evaluates 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