National Account Manager - Eastern Region

Location Country

United States

Vacancy Name

National Account Manager - Eastern Region

Vacancy No

VN313

Employment Type

Full-Time

Duration

Division

Sales

Summary of Role

• The National Account Manager (NAM) Eastern Region USA manages and develops SDI activities within their region for key accounts such as Dental Service Organizations (DSO's - all segments), Group Purchasing Organizations (GPOs), Community Health Centres (CHC's) and State & Federal Government Organizations including Department of Defence or Armed Services

• Align sales efforts across territories to achieve overall sales targets and facilitate a consistent level of service and partnership with these accounts

• Drive sales increases through focusing on key product categories: Composites, Glass Ionomers, Whitening and Cements

• Develop and manage the National Strategic Accounts strategy

• Develop and manage the National Strategic Accounts pricing strategy in collaboration with the National Sales Manager

• Conduct work in a safe manner and demonstrate a strong commitment to SDI's values of passion, accountability, respect, teamwork, and innovation.

Specific Responsibilites

• Develop, maintain, and grow overall business of the Company.

• Actively search for and establish new sales opportunities.

• Strategize, implement, and communicate key sales strategies and activities with both SDI Territory Managers and SDI Dealer Partners.

• Work closely with SDI Territory Managers to uncover new opportunities, optimize price agreements and provide effective customer training

• Manage, maintain, and execute strategic agreements and contracts to meet all sales and business expectations and compliance requirements.

• Manage Strategic Account educational and training programs from development through to implementation, with consideration to costs relative to sales to produce an effective ROI and meet client training needs.

• Collaborate with Dealer: VP's, SAMs, Regional Managers, Territory Representatives to develop large accounts, drive volume and increase sales, and to ensure goals are being executed at the field level.

• Work closely with Strategic Account Partners and Dealer Partners to develop new opportunities and maintain existing ones.

• Perform a comprehensive analysis of account potential, capacity, current share, and remaining winnable opportunity by account and product line.

• Develop an annual business plan that supports the SDI North American Business Plan and the Company Strategy.

Key Relationships (Internal & External)

• Internal:

• National Sales Manager, Regional Sales Managers, National Account Manager - Western Region, Territory Managers, Company Accountant and support team, Sales Administration Manager and SDI Customer Care Team.

• External:

• Dealer: Key Account/Special Market teams, Management Teams, Sales Representatives, Marketing teams.

• Customer: C-Suite decision makers, Clinical Directors, Product Reviewers, Procurement staff, Oral Health Professionals.

• Industry: Relevant Associations and Industry Organizations that can assist in identifying, leveraging and growing sales.

Job Environment

• Working hours: Weekdays and weekends during certain events i.e., tradeshows, CE programs and including travel to and from regions and events

• Ideally, based in Chicago or major East Coast city (New York or Florida)

• Local, interstate, and international travel as required. Primary coverage East Coast and everything East of the Mississippi (approx. 25 states)

• Ability to travel overnight up to 60% of the time.

Education Level

Bachelor's Degree

Essential Experience

• 5 years' experience in the dental industry

• 3-5 years' experience in National Account and DSO Management

• Bachelor's degree or higher in a relevant field

• Proficient in high level contract presentations, negotiation, and documentation

• Demonstrated financial analysis skills including the ability to assess business opportunities that maximize sales potential and meet the needs of the customers

• Demonstrated successful leadership experience to include planning and business development in a dental, health or medical device organization

• Demonstrated proficiency in professional direct selling skills

• Ability to meet sales goals and key performance objectives/activities in accordance with established competencies and standards of behaviour

• Ability to effectively demonstrate the core values of SDI

Knowledge and skills

• Strong and comfortable presentation, verbal and written skills

• Ability to effectively communicate the company's mission, vision, and strategy for the future.

• Ability to foster internal and external customer relationships to optimize sales results

• Proficiency with all Microsoft Office, and using a CRM system, preferably Salesforce

• Strong mathematical acumen to discuss and calculate key financial metrics (costs, margins, revenue and profit)

• Ability to use various internal databases and appropriate software to make presentations to customers, and for effective management reporting.

Personal Qualities

• Proven sales expert, has the Will to Win, makes difficult decisions and is decisive

• Demonstrates initiative and ownership

• Ability to provide strong leadership and develop long term professional relationships

• Passionate, positive, and enthusiastic attitude

Classification Level

National Account Manager

Currency

USD

Salary Minimum

$125,000.00

Salary Maximum

$160,000.00

Salary Period

Per Annum

Benefits

Work Tools / Car Allowance / Sales Bonus Plan