Job Description
Job Summary:
Account Managers are responsible for meeting and exceeding revenue and profit goals by acquiring new high volume Retail and Special Markets (DSO, GPO, Dental Laboratories, Government & Universities) customers and identifying growth opportunities within the existing Retail & Special Markets (DSO, GPO, Dental Laboratories, Government & Universities) customer base. This role will work with our clients directly, as well as with Implant Manufacturers and Distribution partners, to promote growth of the entire range of products that we offer by supporting at the office level as well as supporting educational offerings through technical hands-on assistance/training, and co-hosting educational programs as required.
Essential Job Duties and Responsibilities:
- Perform all assigned duties in the assigned territory, including but not limited to meeting or exceeding all monthly, quarterly, and annual sales goals and initiatives.
- Participate in projects outside of sales role.
- Participate in mentorship opportunities.
- Make sales and service calls to Retail, DSO, GPO offices, Dental Laboratories, Government sites, and Dental Academic Institutions.
- Attend dental trade shows, special markets meetings and national/regional conferences as needed.
- Work closely with the Area Sales Managers to identify new opportunities, grow existing accounts, and deliver & follow the proper rules of engagement for each office that we have agreements with.
- Establish professional client relationships with appropriate client personnel (purchasing, dental assistants, office managers, dentists, and key contact/point persons.)
- Clearly communicate to internal and external stakeholders on progress towards monthly/quarterly initiatives and sales targets.
- Provide forecasts on best case and most likely sales volumes over relevant time periods.
- Prepare weekly and monthly reports based on sales/support activity and goals to outline how sales targets will be met.
- Managing budgets, including timely submission of accurate expense reports.
- Prospect, qualify, and close new business. Build an active sales funnel utilizing an account-based Strategic selling approach to identify customer business initiatives, decision criteria and buyer roles in the decision process.
- Develop, implement and maintain territory plan through comprehensive data analysis and field experience to optimize territory management and identify opportunities for growth.
- Prospect for potential customers using various direct methods such as calling, emailing, video conferencing and face to face meetings, and indirect methods such as networking and event attendance.
- Collaborate with Customer Experience Managers and Customer Service team to identify and share opportunities to drive revenue.
- Identify appropriate prospects, set appointments, make effective qualifying sales calls, and manage the sales cycle to close new business within assigned product categories.
- Conduct all sales activities with the highest degree of professionalism and integrity
- Up to 40% Travel
Education, Experience, Skills, & Abilities:
- 5+ years of field sales experience and territory management is required, (or completion of CES program +
- 2 years as Account Manager achieving 100% Quota attainment.
- 3+ years of dental industry experience is required (Experience with a dental implant manufacturer, dental office or laboratory is preferred).
- Knowledge of all dental laboratory phases including removable and fixed prostheses, oral anatomy, occlusion principles, dental implants, full mouth reconstruction, custom milled abutments/bars, scanning equipment, various overdenture attachments, principles of attachment classification and function.
- Requires a keen eye for detail and ability to visualize mechanical and spatial problems.
- Must have excellent communication skills, ability to speak to large groups of dental professionals, provide treatment plan and diagnose cases for best outcome.
- Ability to comprehend and communicate technical medical device information.
- Strong organizational, time management and detail oriented skills.
- Fluent computer skills in business applications including Microsoft Office and Google