Equipment Account Manager

This role supports a territory across the Midwest region. Candidates residing within the territory are strongly preferred to facilitate customer engagement and travel throughout the assigned area.

This position is responsible for managing Henry Schein non-traditional customers. These customer categories consist of DSO’s (Group Practices), Community Health Centers, Government/Institutional, Third-Party bidders and Special Projects. This position will be responsible for managing a book of business of roughly $10M - $50M. Provide consistent direction and support to the field management and leadership teams and collaborate with respective stakeholders to execute a strategic business plan.

Responsibility will include growing sales within the non-traditional customer categories through training, education, communication and inclusion of field teams.

Account Management:

• Oversee a portfolio of non-traditional customers (DSOs, Community Health Centers, Government/Institutional clients, Third-Party bidders, and Special Projects) with a focus on revenue growth, retention, and customer satisfaction.
• Manage a book of business valued between $10M - $50M, ensuring targets and key performance indicators (KPIs) are met or exceeded.

Sales Growth and Strategy Execution:

• Develop and implement strategies to grow sales within these non-traditional customer categories, focusing on increasing market share and revenue.
• Work with the field management and leadership teams to execute a strategic business plan that aligns with organizational goals.

Training and

Education:

• Provide training and educational support to field teams to ensure they are equipped with the knowledge and tools to effectively sell and service the non-traditional customer base.
• Create educational materials or programs to enhance product understanding and sales techniques.

Cross-functional Collaboration:

• Collaborate with internal stakeholders (sales teams, product management, marketing, operations) to align strategies and ensure smooth execution of plans.
• Work closely with field teams to provide ongoing direction, support, and guidance to ensure consistency and alignment with company objectives.

Customer Relationship Management:

• Build and maintain strong relationships with key stakeholders in each non-traditional customer category, acting as the primary point of contact.
• Address customer needs and resolve issues effectively and in a timely manner.

Market Analysis and Reporting:

• Analyze sales data, customer trends, and market conditions to identify growth opportunities within the non-traditional customer categories.
• Provide regular reports and insights to senior management on business performance, customer needs, and competitive landscape.

Stakeholder Communication:

• Maintain regular communication with senior leadership, providing updates on sales progress, challenges, and strategies.
• Ensure consistent and clear communication across teams, both internally and externally, regarding customer expectations, product offerings, and services.

Special Project Management:

• Lead and manage special projects that may be required within the non-traditional customer categories, ensuring successful outcomes.
• Ensure projects are completed on time, within scope, and meet defined business objectives.

• Vast knowledge of dental equipment and digital technology; inclusive of dental imaging, practice management, and software.
• Clear understanding of the design, build and installation process for De Novo dental sites.
• Field experience on construction sites and working with third party contractors.
• Dental plumbing/electrical knowledge for quoting/design.

• 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 ability to deliver difficult messages
• Ability to build partnerships at all…