Henry Schein One LLC is hiring a Strategic Account Manager, Capital Equipment to drive capital equipment sales for Mid and Up Market dental accounts. In this customer-facing role, you will provide product expertise, engage with key executives to understand their needs, recommend solutions, and maintain critical relationships. The role requires frequent travel to customer sites.
What You'll Do
- Deliver a superior customer experience regarding Henry Schein's capital equipment, technology, and financial portfolios.
- Manage all equipment-related customer expectations and issue resolution with internal teams and vendor partners.
- Increase capital equipment sales and gross profit within your defined customer base.
- Develop and execute equipment programs to expand market share.
- Communicate and coordinate equipment programs with the field sales team for successful launch.
- Achieve annual sales goals established by the Sr. Director Capital Equipment.
- Develop and revise customer equipment capabilities presentations as needed.
- Provide foundational capital equipment sales training to Field Sales Consultants and the Strategic Accounts Team.
- Attain fluency in all Group Purchasing Organization equipment pricing schedules.
- Partner closely with the Business Development Executive Team and Strategic Accounts Team to ensure alignment.
- Co-present with Business Development and Strategic Accounts teams to national accounts.
- Develop capital equipment formularies tailored to national account needs.
- Maintain current monthly travel expense reporting while keeping expenses minimal.
- Attend customer presentations, equipment expos, trade shows, sales meetings, and company functions.
- Participate in special projects and perform other duties as required.
What We're Looking For
- Typically 8 or more years of increasing responsibility and professional experience.
- Understanding of all equipment for multi-specialty practices, with emphasis on digitally connected devices, capital equipment, and imaging.
- Knowledge of a multi-tiered procurement process and equipment asset management.
- Experience developing an equipment standardization plan and deployment strategies from a customer viewpoint.
- Understanding of GPO contract compliance, tier pricing, and price parity relevance.
- Excellent understanding of industry practices.
- Strong proficiency with tools, systems, and procedures.
- Excellent planning, organizational, independent decision making, analysis, and problem-solving skills.
- Outstanding verbal, written, presentation, and interpersonal communication skills.
- Excellent conflict resolution skills and ability to deliver difficult messages.
- Ability to build partnerships at all levels within the company and cultivate lasting customer relations.
- Good negotiating and complex issue resolution skills.
- Project management, consultative skills, and ability to manage a budget.
- Specialist in multiple technical and/or business skills.
Nice to Have
- Typically a Bachelor's Degree or global equivalent in a related discipline.
- Master's degree or global equivalent preferred.
- May hold two or more industry certifications.
Team & Environment
You will collaborate with Henry Schein Strategic Account Managers, Capital Equipment Specialists, the Strategic Accounts Team, the Business Development Executive Team, and vendor partners. This role reports to the Sr. Director Capital Equipment.
Work Mode
This role operates on a hybrid schedule. The ideal candidate is based in Nashville, TN; however, candidates from nearby major markets across the central and southeastern US will also be considered.
Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.
