Institutional Account Manager

3 weeks ago

Dearborn, United States Straumann Full time
Position Summary
To meet and exceed Straumann's sales objectives for all Straumann products over a given territory by business development and managing profitable relationships with assigned university, medical and government accounts and the dental community within. The Institutional Accounts Manager is responsible for increasing Straumann presence, sales and customer satisfaction within an assigned geographic area.

Job Responsibilities
This position is responsible for, but not limited to, the following:
  • Manage an assigned institutional account territory to maximize sales revenue and meet the corporate sales objectives.
  • Maintain relationship and grow existing accounts
  • Identify, target and convert prospect accounts in total and/or increased share of wallet
  • Joint Business planning and execution to include QBR and year-end review with accounts
  • Pricing and contract negotiations
  • Cross functional collaboration with the education team, including Clinical Marketing and Professional Relations on long-term strategic approach in the institutions
  • Drive ITI (International Team for Implantology) awareness and adoption in institutions - ITI campus, ITI study clubs and events
  • Plan and schedule Straumann education opportunities - speaking engagements, CE and hands-on courses in accounts
  • Support the execution of all marketing launch plans and new product sales objectives
  • Collaborate and work in partnership with the local Straumann Territory Manager, Regional Sales Directors and Area Vice President
  • Forecast budgets within accounts
  • Balance product portfolio and services from all divisions
  • Target, manage and ultimately secure graduate orders from dental graduates
  • Participate in regional/national trade shows and meetings
  • General CRM Activities
  • Regional travel
Minimum Qualifications
  • Bachelor's degree
  • 3+ years of sales experience in high growth corporate markets
  • Valid driver's license, safe driving record, maintaining auto insurance coverage
Preferred Qualifications
  • Medical device industry experience
  • Prior sales experience with physicians as the principal point of contact
  • Successful Medical/Dental Institutional sales experience
  • Proficiency in consultative selling with knowledge of the Challenger technique or related method
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.
Employment Type: Full Time
Alternative Locations: United States : Akron (OH) "" United States : Chicago (IL) "" United States : Cincinnati (OH) "" United States : Cleveland (OH) "" United States : Columbus (OH) "" United States : Dearborn (MI) "" United States : Grand Rapids (MI) "" United States : Illinois "" United States : Indiana "" United States : Indianapolis (IN) "" United States : Kentucky "" United States : Louisville (KY) "" United States : Michigan "" United States : Ohio
Travel Percentage: 0 - 80%
Requisition ID: 15799

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