Strategic Account Manager (National)

Job Description:

JOB SUMMARY: 

The Envista Strategic Account Manager’s (SAM’s) primary function is to develop and implement the core strategies and tactics to drive cross-platform sales performance across Special Markets (Dental Support Organizations, Group Purchasing Organizations, Other) within their assigned geographic area.  The SAM will be responsible for securing and maintaining dental agreements, influencing product selection choices and increasing market penetration of all cross-platform products and services.  The SAM will be held accountable for achieving business objectives such as:  conversion of competitive business, increased portfolio penetration and forecast attainment goals in accordance with all Healthcare Compliance guidelines. 

A successful SAM will cultivate strategic partnerships within the corporate offices and their respective affiliates.  Understanding the clinical, economic and business needs and aligning platform-wide resources across the dental platform to ensure access within each account and to drive demand.  The SAM is expected to collaborate internally and externally with all stakeholders including executives in senior leadership positions, sales management, marketing, product management, customer care and clinical affairs. 

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.