National Key Account Manager

Job Description:

JOB SUMMARY:

The National Key Account Manager will develop and implement the core strategies and tactics to drive sales performance across Nobel Biocare (Dental Support Organizations, Group Purchasing Organizations, other) within their assigned geographic area.  The National Key Account Manager will be responsible for securing and maintaining dental agreements, influencing product selection, and increasing market penetration of all Nobel Biocare products and services.  The National Key Account Manager 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. 

The successful person 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 National Key Account Manager 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 DSO accounts and/or new opportunities within existing accounts to drive new business or larger share of wallet for overall revenue growth.
• Responsible for supporting and often negotiating new agreements; manage existing agreements including contract renewals.  Coordinate contract implementation with the Nobel field sales team and clearly communicate the contract objectives and opportunity to all stakeholders.
• Work collaboratively with all platform Directors, Regional Managers and all Territory Sales Representatives to establish local initiatives to protect and grow existing DSO business.
• Proactively foster relationships to partner with key executive, economic and clinical decision makers across assigned DSO 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 DSO accounts.  Actively manage sales initiatives and incoming and outgoing communication with C-Suite/Executive level stakeholders.  Lead and direct all account team activities.
• 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.

COMPETENCIES FOR SUCCESS:

• Leading and Influencing – The ability to lead, influence, persuade, and negotiate with others (externally and internally) with or without direct authority or formalized structure.
• Stakeholder Management - The ability to understand the expectations, future needs, and motivations of external and internal stakeholders to build mutually beneficial collaborative relationships.
• Analysis – The ability to understand, analyze, interpret, and synthesize qualitative and quantitative data from a variety of sources.
• Business and Financial Acumen - The 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 - The 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 - The 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 - The 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.

Job Requirements:

REQUIREMENTS:

• Bachelor’s Degree highly preferred
• 5+ years of successful dental and/or medical device sales experience preferred.
• Valid state driver's license with an acceptable driving record.

PREFERRED QUALIFICATIONS:

• MBA or equivalent qualification preferred.
• Previous experience in strategic account management is strongly preferred.
• Intermediate computer knowledge
• Ability to effectively manage assigned accounts in terms of driving utilization, customer relationship management, problem resolution, and business and territory planning.
• Proven effective verbal, computer, written and presentation/communication skills.
• Demonstrated ability of critical and agile thinking.
• Strong clinical and technical knowledge, with the confidence to knowledgably engage customers, preferred.
• Professional presence that influences desired results with both external and internal stakeholders.
• Strong emotional intelligence.
• Self-starter, self-motivator.
• Ability to quickly adapt and respond to job, environmental, and industry changes.

TRAVEL/LOCATION:

• Laptop, iPad, iPhone and vehicle reimbursement (Motus) provided
• All business expenses will be reimbursed.
• Geographic Region:  National
• Travel: Approximately: 30% - 50% overnight travel.
• Must be based within 1 hour of a major airport

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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 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 by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes.  An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening.  Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.