DSO Key Account Manager KAM

Primary Responsibility

The DSO Key Account Manager has a key role in working with and establishing solid relationships with Dental Service Organizations and 3

Shape Reseller Partners, mainly in United Kingdom that are key for 3

Shape UK success.

The position focuses on proactively identifying sales opportunities, developing strategies, prioritizing action plans, driving success, and executing relationship-based selling with (including but not limited to):

• National, Regional, and Local DSO’s
• Group, Mid-Markets, Multi-Site, and Emerging Markets Dental Practices
• Education
• Government
• Institutions
• Resellers

The Key Account Manager will develop sales strategy plans utilizing consultative selling modalities to establish trusted relationship with these Strategic Accounts; this begins from the first meeting of interest, continues through any proof of concept, and culminates when the implementation phase is completed. The relationship continues post-implementation throughout the customer lifecycle to ensure usage, adoption, and a consistently positive customer experience that fosters organic growth.

The Key Account Manager is primarily responsible for selling and promoting all 3

Shape products to DSO’s as well as with Group, Mid-Markets, Multi-Site, and Emerging Markets Dental Practices. This position is also responsible for selling and promoting all 3

Shape products to a targeted list of DSO accounts.

Success is measured by sales performance, achievement of goals and KPIs, and the extent of user implementation, adoption, and overall usage of 3

Shape Dental Solutions (hardware and software). Strong alignment with the 3

Shape UK team and global stakeholders is required.

• Identify and understand DSO and Reseller Organizations
• Create and implement business plans to establish trusted relationships through consultative selling as a business advisor
• Develop and implement strategies to increase the education of and sales to Reseller Partners and DSOs
• Understand IT infrastructure and collaborate with others to further define integration needs, strategies, and action plans
• Work towards achieving maximum profitability and growth in line with and exceeding company expectations
• Contribute to the development and implementation of plans and strategies to grow the 3
  
  Shape business, maximizing exposure and education of our products to dealer partners and end customers
• Understand the reseller’s agenda and priorities and ensure alignment with 3
  
  Shape objectives
• Develop the sales initiation and offering strategy sequence with particular focus on ROI, implementation plans, workflows, proof-of-concept, training, development plans, as well as usage and adoption as a business consultant utilizing the consultative sales approach
• Represent the brand externally and internally using effective marketing techniques, maintaining strong product knowledge, and driving sales
• Utilize excellent business acumen to identify opportunities to enhance the 3
  
  Shape brand identity in the marketplace while maintaining a strong customer focus
• Responsible to establish and maintain excellent relationships with both internal and external stakeholders

• Develop and maintain strong relationships with our reseller partners at the C-level as well as at the regional manager and field levels, to support sales goals
• Represent 3
  
  Shape at trade shows/events, dealer national sales meetings as needed
• Assist in coverage at dealer corporate offices and special events as needed
• Aggressively seek to establish meaningful and direct relationships with end customers for cross selling opportunities and referrals

• Develop general and client-specific relationship building and education strategies leading to current or future sales
• Develop business plans and sales strategies for assigned accounts that contributes to 3
  
  Shape sales and profit expectations
• Develop and maintain strong working relationships with Reseller Partner Special Markets and Strategic Accounts Management teams to develop and support business
• Assist in development and implementation of…