Strategic Account Manager, Capital Equipment

JOB OVERVIEW:

The Strategic Account Manager (SAM), Capital Equipment, is responsible for driving capital equipment sales growth within assigned Mid-Market and Up-Market accounts. This role engages executive-level stakeholders, develops customer-specific equipment strategies, and partners closely with Henry Schein Strategic Account Managers to deliver a superior customer experience. The SAM will maintain strong customer relationships, support national account initiatives, and collaborate cross-functionally to secure long-term contractual agreements. This role is customer-facing and requires frequent travel.

Location: Ideally based in Nashville, TN; however, candidates from nearby major markets across the central and southeastern US will also be considered.

KEY RESPONSIBILITIES:

Customer Engagement & Relationship Management

• Deliver a superior customer experience across large Mid-Market and Up-Market accounts.

• Serve as a strategic advisor for capital equipment needs, managing expectations and resolving issues in partnership with Capital Equipment Specialist (CES) and Strategic Accounts leadership.

• Engage customer executive management to assess needs, recommend solutions, and expand strategic partnerships.

Sales Growth & Program Execution

• Increase capital equipment sales and gross profit within assigned accounts.

• Develop and execute equipment programs to drive increased market share.

• Collaborate with field teams to ensure the successful deployment and adoption of programs.

• Achieve annual sales goals as defined by Capital Equipment leadership.

Training & Enablement

• Develop and maintain a national CES equipment capabilities presentation.

• Provide capital equipment sales training to Field Sales Consultants (FSC) and Strategic Accounts Team to strengthen confidence and customer readiness.

Group Purchasing Organization (GPO) & Contract Management

• Maintain fluency in all GPO pricing schedules and advise CES leadership on best practices.

• Work closely with Business Development Executive (BDE) teams and the Strategic Accounts Team to ensure alignment.

• Develop capital equipment formularies tailored to National Accounts.

• Participate in RFI/RFP processes with GPO leadership to support contract growth and retention.

Cross-Functional Collaboration & Representation

• Present jointly with BDE and Strategic Accounts teams for national customer meetings as needed.

• Attend strategic customer presentations, equipment expos, selective trade shows, Henry Schein Inc. (HSI) sales meetings, and CES functions.

• Maintain timely and accurate monthly travel expense reporting.

Additional Responsibilities

• Participate in special projects and perform other duties as assigned.

• Maintain professionalism and company behavioral standards in all business activities.

• Meet company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work related tasks in a manner that is in compliance with all Company policies and procedures including WorldWide Business Standards.

• Adhere to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments.

SPECIFIC KNOWLEDGE & SKILLS

• Understanding of all equipment utilized for multi-specialty practices with emphasis on digitally connected devices, capital equipment, and imaging modalities 

• Knowledge of a multi-tiered procurement process and equipment asset management

• Experience in developing an equipment standardization plan and deployment strategies from a customer viewpoint

• Understanding of GPO contract compliance, tier pricing and relevance of price parity

GENERAL SKILLS & COMPETENCIES:

• Excellent understanding of industry practices

• Strong proficiency with tools, systems, and procedures

• Excellent planning/organizational skills and techniques

• Excellent independent decision making, analysis and problem solving skills

• Outstanding verbal and written communication skills

• Excellent presentation and public speaking skills

• Excellent interpersonal skills

• Excellent conflict resolution skills and abili