SPECIAL MARKETS, ACCOUNT MANAGER - DENTAL West Coast US Region

Objectives of this Role

• Works primarily with Dental Service Organizations (“DSO”) and Group Purchasing Organizations (“GPO”), promoting sales of products and dental lab services to new and existing accounts to achieve sales objectives and account penetration objectives.
• Assists in the completion of complex sales to DSOs and/or GPOs. Deepens account revenue with the creation of strategic business plans.
• Acts as primary liaison between defined customers and the Leixir dental lab network. Maintains positive client relations and ensures customer needs are met in accordance with customer agreements and company policies.
• Critical thinking with the ability to be proactive is necessary to ensure success at this level. Assist in problem de-escalation, plans of action, communication throughout a resolution process, internal documentation or tracking, and identification of reoccurring patterns.
• Identifies and documents the internal organizational structure(s) of defined customers to determine who is responsible for key functions within the assigned Leixir team to increase account penetration.
• Creates and confidently delivers the Leixir dental lab value proposition model which highlights the centers of excellence, lab products, unique specialty features, and builds brand awareness.
• Educates customers on the full scope of Leixir offerings including function, specifications, purpose, developments in product design, manufacturing, delivery, and support.
• Maintains a sales driven mentality to discover and attract new customers in a manner that is professional, efficient, and honest through Requests for Proposals (“RFP”) and/or becoming a preferred laboratory.
• Develops and maintains important industry connections to remain abreast of competitors’ activities, market trends, and differentiation strategies.
• Creates proposed fee schedules, presentations, and proposals for DSO leadership.
• Works efficiently with the Microsoft suite of software solutions, CRM, and dental lab software management systems to effectively create and review reports, identify key actions, and to improve sales performance.
• Works with Finance to ensure product codes and accounts are loaded correctly into Lab Management System (“LMS”) for identified customers.
• Demonstrates the ability to work side-by-side with co-workers in the field for DSO/GPO opportunities as appropriately identified.
• Continual follow up and means to capture progress on DSO/GPO group opportunities while supporting assigned accounts in a fashion that meets or exceeds key performance indicators (“KPI”).
• Responsible for timely expense report completion and submission following guidelines for travel, meal and hotel policies.

Daily and Monthly Responsibilities

• Assists with creating and providing feedback on marketing materials for DSOs/GPOs.
• Provides insight and contributes creative and strategic ideas about product improvements, marketing campaigns and relationship management.
• Creates and maintains a master schedule for all meetings, events, resource allocation, and travel. Ensures internal and external resources are confirmed for all promised deliverables. Aids the Director in balancing time as a resource for client retention and new client acquisition.
• Upsells and cross-sells compatible products to customers and shows them how certain products can enhance the customer’s current success.
• Attends trade shows and conventions; represents the Company at trade show booth as well as collects information on competitor products and services. Additionally, may host seminars and continuing education programs as well as provide studies and product information to the customer base.
• Works with internal support systems to improve efficiency and quality for our customers and their feedback.
• Proficient understanding of intra-oral scanners with the ability to conduct in-office training on the preferred iOS platforms of individual DSO groups. Proficient understanding of all digital workflows needed for products and services and ability to communicate effectively with Customers.
• Daily use of CRM system to track calls and activity.

Skills and Qualifications

• Minimum three (3) years of experience in sales, preferably as an outside field representative with proven success
• Minimum two (2) years of experience in the dental industry, preferred.
• Ability to travel as needed by plane, car, or train.
• Ability to lift up to 50lbs, walk long distances, stand for prolonged periods of time, and stay overnight(s) as needed.
• Proficient with computers, Microsoft suite of software solutions, and CRM databases.

Preferred Qualifications

• Bachelor’s degree or certification in dental profession preferred.
• Knowledge of the dental laboratory industry is preferred.
• Certification to train on one or more iOS platforms is preferred.

• Information Screening: The Talent Manager will have a 20-to-30-minute phone conversation focused on relevant work experience, compensation, role overview, and answering any questions you may have.
• Panel Interview: 45-minute interview with the Operations Manager. This will take place at the lab and will dive deeper into the role, technical knowledge, and requirements of the position. The candidate will have the opportunity to meet the team, tour the workplace, and gain a better understanding of the job’s functions.
• Offer: The Talent Manager will reach out with the details of the informal offer for discussion. After all the details of the informal offer are finalized, the formal offer letter and job description will be sent. At this time, we will complete a background check.

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  Culture:

  Leixir's company culture is all about keeping it real. We totally get that work is just one part of life, so we make sure our employees have plenty of time to kick back and enjoy themselves. But don't get us wrong – we take our work seriously too! We believe that every person on our team brings something unique to the table, and we love celebrating that individuality. Plus, we're all about teamwork – we know that we're stronger together than we are alone. And we show our team members how much we appreciate them with frequent employee appreciation events. At Leixir, we believe that when our employees are happy and valued, we all win!