[Hiring] Dental, Strategic Account Manager @Henry Schein

Role Description

The Strategic Account Manager (SAM) is responsible for developing customer relationships and driving business with Henry Schein’s most complex and strategic high-profile customers. This is a highly visible role with significant internal and external Executive Team interactions. The SAM will nurture and sustain positive and productive long-term relationships at the c-suite level to optimize the customer’s return on investment in Henry Schein’s value proposition and vast portfolio of products and services. This position will be responsible for complex contract negotiations and renewals, products/services expansion across Henry Schein’s distribution business and the entire Henry Schein portfolio, and overall Customer Experience.

• Account Management: Responsible for all account management planning and execution. Lead broader account management and support teams with clearly defined goals.
• Executive Engagement: Develop a strong partnership with customer executive leadership and with internal executives through Henry Schein’s Executive Sponsor initiative.
• Team Leader: Strategically manage the coordination of a cross-functional and cross-divisional team of subject matter experts to support assigned strategic accounts.
• One Schein: Drive the adoption of the entire Henry Schein portfolio through leveraging resources and knowledge across HSI.
• Brand Loyalty: Create customer loyalty through Henry Schein’s best-in-class support teams, products and services.
• Contract Management: Guide the Henry Schein teams through RFPs, contract design and negotiations, and renewals by focusing on growth opportunities and profitability performance.

Qualifications

• Experience in large account management with in-depth knowledge of conceptual, strategic, and challenger sales methodologies.
• Exhibits executive presence and displays effective rapport building skills with executive leadership within the company and industry.
• High business acumen with the ability to engage with customer c-suite and industry leaders.
• Understanding of dental industry trends pertaining to consolidation and multi-site operations.
• Ability to drive influence and change through tactical empathy and strong emotional intelligence.
• Proactively identify issues/opportunities and recommends actions with confidence.
• Anticipate customer needs, questions, and challenges in advance by thinking two steps ahead.
• Demonstrate ability to develop and execute on account strategy plans, manage multiple strategic partnerships, and maximize profitability of business opportunities.
• Proven track record of exceeding sales targets in a high growth/fast-paced environment.
• Strategic thinker in creating complex and value sustaining proposals to large, strategic customers.
• Strong understanding of the entire Henry Schein offering.
• Team player who can orchestrate large teams across the organization and create a productive working environment to support customer success.
• High degree of comfort managing multiple, competing priorities in challenging environments.
• Demonstrates understanding of the Customer Experience and creates and sustains ongoing forums that encourage a constant feedback loop.
• Tactful and resilient in challenging situations.
• Outstanding escalation management skills.
• Expert planning, organizational, and time management techniques.
• Excellent PowerPoint and Excel skills.

Requirements

• Typically 8 or more years of increasing responsibility and complexity in terms of any applicable professional experience.

Preferred Education

• Typically a Bachelor's Degree or global equivalent in related discipline.
• Master's degree or global equivalent preferred.
• May hold two or more industry certifications.

Travel / Physical Demands

• Travel typically 30% to 40%.
• Office environment. No special physical demands required.

Benefits

• Medical, Dental and Vision Coverage.
• 401K Plan with Company Match.
• PTO [or sick leave if applicable].
• Paid Parental Leave.
• Income Protection.
• Work Life Assistance Program.
• Flexible Spending Accounts.
• Educational Benefits.
• Worldwide Scholarship Program.
• Volunteer Opportunities.