Envista Strategic DSO Account Manager

Job Description:

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:

• Bachelor’s Degree and/or equivalent sales experience in lieu of a degree.
• 5+ years of relevant experience in sales and account management; DSO sales experience required (contract negotiation, quarterly business reviews, presentation to C-Suite)
• Valid state driver’s license and an acceptable driving record.

PREFERRED SKILLS:

• MBA or equivalent qualification preferred.
• Medical, Device or Healthcare sales industry preferred
• Previous experience in strategic account management is strongly preferred.
• Exceptional oral and written communication skills.
• Prefer candidate to reside within assigned region/territory as defined by the hiring manager.
• The SAM position requires an individual that can manage several projects or requests at the same time with strong attention to detail throughout. 
• This role requires an individual that can complete requests, orders, etc. in a timely manner; also, will follow up as needed or promised to support internal and external clients. 
• The SAM must be comfortable navigating and leveraging key people across the business to get work completed. 
• The SAM must be adept at managing up for support when needed and identifying opportunities for robust and repeatable processes to implement when appropriate.

TRAVEL/LOCATION:

• Laptop, iPad, iPhone
• All business expenses will be reimbursed.
• Eligible for incentive trip and other company sponsored promotional activities. 
• Geographic Territory:  All of US
• Overnight Travel: 40% (2-3 days per week overnight travel)
• Candidates can be based out of any major US city & willing to fulfill travel requirements. 

REQUIRED COMPETENCIES:

• Leading and Influencing:  Ability to lead, influence, persuade, and negotiate with others (externally and internally) with or without direct authority or formalized structure.
• Stakeholder Management:  Ability to understand the expectations, future needs, and motivations of external and internal stakeholders to build mutually beneficial collaborative relationships.
• Analysis:  Ability to understand, analyze, interpret, and synthesize qualitative and quantitative data from a variety of sources.
• Business and Financial Acumen:  Ability to apply an understanding of the entire platform portfolio of products, services, and value-added solutions to assess business strengths and weaknesses and make strategic decisions.
• Negotiating/Contracting:  Ability to negotiate and apply an understanding of contracting processes (for example, commercial contracts, work orders, service level agreements, vendor agreements) to develop innovative, scalable and compliant contracting strategies.
• Communication and Presentation:  Ability to clearly and appropriately convey and present information and ideas in an effective and impactful manner through a variety of approaches.
• Special Markets Environment Acumen:  Ability to understand and interpret the evolving dental Special Markets environment, including state to state policies and provisions. This includes the ability to shape short and long-term commercial strategy by understanding the competitive landscape, investors, service providers and all key decision makers.
• Manages Complexity and Change: The ability to manage complexity and make timely, sound judgments in uncertain and dynamic environments

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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.

Operating Company:

Envista is a global leader in the dental industry, uniting more than 30 trusted brands—including DEXIS, Kerr, Nobel Biocare, and Ormco—under one mission: partnering with dental professionals to improve patients’ lives. With a heritage of category-defining innovation, our brands have shaped modern dentistry: Nobel Biocare introduced the first dental implant, Ormco is a pioneer in both traditional and digital orthodontics, DEXIS has long been at the forefront of 2D, 3D and intraoral imaging, and Kerr has supported clinicians for over 135 years. Our high-performing culture is underpinned by our CIRCLe Values and the Envista Business System. Guided by these, we deliver a comprehensive portfolio of technologies, consumables, and services that empower clinicians to provide confident, efficient care—today and for the future. Learn more at http://envistaco.com.

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 b