National Key Account Manager

JOB SUMMARY:

The National Key Account Manager will develop and implement the core strategies and tactics to drive sales performance across Nobel Biocare (Dental Support Organizations, Group Purchasing Organizations, other) within their assigned geographic area.  The National Key Account Manager will be responsible for securing and maintaining dental agreements, influencing product selection, and increasing market penetration of all Nobel Biocare products and services.  The National Key Account Manager will be held accountable for achieving business objectives such as conversion of competitive business, increased portfolio penetration and forecast attainment goals in accordance with all Healthcare Compliance guidelines. 

The successful person will cultivate strategic partnerships within the corporate offices and their respective affiliates.  Understanding the clinical, economic and business needs and aligning platform-wide resources across the dental platform to ensure access within each account and to drive demand.  The National Key Account Manager is expected to collaborate internally and externally with all stakeholders including Executives in senior leadership positions, sales management, marketing, product management, customer care and clinical affairs. 

PRIMARY DUTIES & RESPONSIBILITIES:

• Grow annual sales revenue within their geographic area / territory and achieve assigned forecast.

• Identify new DSO accounts and/or new opportunities within existing accounts to drive new business or larger share of wallet for overall revenue growth.

• Responsible for supporting and often negotiating new agreements; manage existing agreements including contract renewals.  Coordinate contract implementation with the Nobel field sales team and clearly communicate the contract objectives and opportunity to all stakeholders.

• Work collaboratively with all platform Directors, Regional Managers and all Territory Sales Representatives to establish local initiatives to protect and grow existing DSO business.

• Proactively foster relationships to partner with key executive, economic and clinical decision makers across assigned DSO accounts.

• Be knowledgeable about the current dental platform product portfolio and sales volume by customer.

• Identify influential thought leaders within your customer accounts and work to understand the infrastructure and culture.  Understand the customer requirements and seek ways to strategically grow the business. 

• Drive superior territory management efficiency through agreed upon sales processes, Funnel Management, and Voice of Customer (VOC) initiatives.

• Effectively create and lead comprehensive customer business reviews in order to meet customer requirements.

• Serve as Primary Point of Contact for assigned DSO accounts.  Actively manage sales initiatives and incoming and outgoing communication with C-Suite/Executive level stakeholders.  Lead and direct all account team activities.

• Attend and generate sales and sales leads at various tradeshows / sales events at the instruction or direction of the Primary Point of Contact and Sr. Leadership.

COMPETENCIES FOR SUCCESS:

• Leading and Influencing – The ability to lead, influence, persuade, and negotiate with others (externally and internally) with or without direct authority or formalized structure.

• Stakeholder Management - The ability to understand the expectations, future needs, and motivations of external and internal stakeholders to build mutually beneficial collaborative relationships.

• Analysis – The ability to understand, analyze, interpret, and synthesize qualitative and quantitative data from a variety of sources.

• Business and Financial Acumen - The ability to apply an understanding of the entire platform portfolio of products, services, and value-added solutions to assess business strengths and weaknesses and make strategic decisions.

• Negotiating/Contracting - The ability to negotiate and apply an understanding of contracting processes (for example, commercial contracts, work orders, service level agreements, vendor agreements) to develop innovative, scalable and compliant contracting strategies.

• Communication and Presentation - The ability to clearly and appropriately convey and present information and ideas in an effective and impactful manner through a variety of approaches.

• Special Markets Environment Acumen - The ability to understand and interpret the evolving dental Special Markets environment, including state to state policies and provisions. This includes the ability to shape short and long-term commercial strategy by understanding the competitive landscape, investors, service providers and all key decision makers.

• Manages Complexity and Change - The ability to manage complexity and make timely, sound judgments in uncertain and dynamic environments.