Dental Strategic Account Manager

Role Overview

• 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.

Requirements

• Typically 8 or more years of increasing responsibility and complexity in terms of any applicable professional experience
• 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.

Benefits

• 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
• Volunteer Opportunities