National Account Manager - Eastern Region
Apply NowCompany: SDI Limited
Location: Itasca, IL 60143
Description:
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
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