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The SAM’s primary function is to develop and implement the core strategies and tactics to drive cross-platform sales performance across Special Markets (Universities, Government, select CHC’s, Other) within their assigned geographic area.  The SAM will be responsible for securing and maintaining dental agreements, influencing product selection choices and increasing market penetration of all cross-platform products and services.  The SAM 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.

A successful SAM 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 SAM is expected to collaborate internally and externally with all stakeholders including: executives in senior leadership positions, deans, pre-doctorate and post-doctorate schools of medicine, government procurement, sales management, marketing, product management, customer care and clinical affairs. 

Essential Duties and Responsibilities:
  • Grow annual sales revenue within their geographic area / territory and achieve assigned forecast.
  • Identify new Special Markets accounts and/or new opportunities within existing Special Markets accounts to drive category expansion, formulary expansion and revenue growth. 
  • Work within the guidelines of the GSA, FSS and ECAT contracts.
  • Responsible for supporting and often negotiating new agreements; manage existing agreements including contract renewals.  Coordinate contract implementation with the field sales team and clearly communicate the contract objectives and opportunity to all stakeholders.
  • Work collaboratively with all platform Directors, Operating Company (OpCo)/Business Unit (BU) Regional Managers and all Territory Sales Representatives to establish local initiatives to protect and grow existing Special Market business.
  • Proactively foster relationships to partner with key executive, economic and clinical decision makers across assigned Special Markets accounts.
  • Facilitate and manage in-kind agreements and the grant application process.
  • 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 to meet customer requirements.
  • Serve as Primary Point of Contact for assigned Special Markets accounts.  Actively manage all cross-platform activities.  Gather and disseminate all 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.

Most Important Competencies Required: 

  • 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.
  • Bachelor’s Degree or equivalent years of outside sales experience
  • A minimum of 3+ years of successful outside sales experience


Preferred Skills:

  • MBA preferred
  • Dental and/or Medical Device sales experience preferred
  • Previous experience in government/institution sales is strongly preferred.
  • Exceptional oral and written communication skills.
  • Must live within the assigned region/territory as defined by the hiring manager.
  • A valid driver’s license issued in one of the 50 United States is required.
  • Large account management and/or complex, long selling cycle experience.
  • Strategic account management within accounts that have multiple decision makers.
  • Experience selling through distribution and/or direct sales models.
  • Drives change
  • Highly self-motivated
  • Effectively manage multiple priorities at one time
  • Embraces continuous improvement
  • Believes in team problem solving
  • Pushes self for continual personal development

Envista and all Envista Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available at: http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf.


About Envista

Envista is a global family of three companies and more than 30 trusted dental brands, united by a shared purpose: to partner with professionals to improve lives. Envista helps its customers deliver the best possible patient care through industry-leading dental consumables, solutions, technology, and services. Our comprehensive portfolio, including dental implants and treatment options, orthodontics, and digital imaging technologies, covers an estimated 90% of dentists’ clinical needs for diagnosing, treating, and preventing dental conditions as well as improving the aesthetics of the human smile. Envista companies, including KaVo Kerr, Nobel Biocare Systems, and Ormco, partner with dental professionals to help them deliver the best possible patient care.

Envista separated from Danaher as an independent company in 2019. We brought with us the proven Envista Business System (EBS) methodology, an experienced leadership team, and a strong culture grounded in continuous improvement, commitment to innovation, and deep customer focus to meet the end-to-end needs of dental professionals worldwide. Envista is now one of the largest global dental products companies, with significant market positions in some of the most attractive segments of the dental products industry. For more information, please visit www.envistaco.com.

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