National Account Manager

4 weeks ago

Brea, California, United States Envista Holdings Corporation Full time
Job Description:

The National Account Manager, Special Markets is responsible for driving incremental sales and market share growth of the Ormco platform through direct selling efforts within GPOs, 3rd party partners and both large National and multi-regional Dental Service Organizations by creating strategic dialogue with high-level decision makers/influencers positioning Ormco as a complete, innovative solution for their Orthodontic needs.

The NSM will also be responsible to develop, communicate and implement sales plans and strategies designed to accomplish specific sales goals internally and externally.

Qualified candidates will need to show a successful commercial track record of medical device sales and leadership engagement in Special Market sales and have the ability and willingness to travel, including overnight, up to 50% of the time.

Key Responsibilities:
  • Results Focused - Meets or exceeds organizational key performance indicators, sales targets and quotas for assigned accounts in addition for seeking new partnership agreements
  • Builds High-Level Strategic Customer Relationships – Excels at building customer loyalty and multiple relationships within the highest levels (C-Suite) of key functional areas in customer organizations; identifies strategic opportunities within GPOs and Third Party Vendors; establishes effective relationships with key customer representatives and employees externally and internally; Creates strategic dialogue with high level decision makers/ influencers within targeted accounts; puts a high priority on both customer and Company interests when making decisions; leads by example and responds quickly and competently to customer issues; continually searches for ways to improve Ormco's platform of offerings.
  • Time and Organizational Management - Translates business strategies into clear objectives and tactics; collaborates and manages cross-functional sales/ marketing/ pricing teams effectively; creates realistic plans taking into account strategic pricing, budget constraints, and operating income/expenses; plans, prepares and follows up on sales forecasts, budgets; anticipates problems and develops contingency plans; establishes and implements effective and efficient procedures for communication across cross-functional teams and getting work done.
  • Leadership/ Collaboration - Works closely with Director of Special Markets and the North America Leadership Team to develop contract proposals and contracts, implement those contracts, and develop timely responses to all bid opportunities; provides corporate selling consultation and coaching to the commercial sales team on national accounts when appropriate; acts as liaison between key customer contacts and other functions in the organization including Marketing, Customer Care, Logistics and Commercial groups in order to develop appropriate product support, and pricing; influences and shapes the decisions of upper management; provides compelling rationale for ideas; works toward win/win solutions whenever possible.
  • Strategic Thinking – Implements sales plans and strategies for assigned accounts consistent with the company's sales policies and sales service capacities through a deep understanding of the market; adapts sales strategy as markets change; identifies creative opportunities to maintain the organization's competitive edge.
Requirements:
  • College graduate (BA/BS) preferred.
  • Minimum of 5+ years of successful B2B sales experience.
  • Minimum of 2+ years National Account sales (DSO or OSO) experience.
  • Medical Device sales experience.
Preferred Skills:
  • Ability to build and nurture business relationships with internal and external customers at executive levels by consultative methods.
  • Ability to manage Special Markets and Strategic Partnerships and corresponding.
  • Ability to adapt and willingness to change.
  • Ability to lead and collaborate with cross-functional selling teams in complex and lengthy sales processes.
  • Strong knowledge of C-level contacts at DSOs.
  • Strong strategic planning and project management skills at the regional and national level.
  • Excellent written and verbal communication skills with the ability to listen, articulate and advocate.
  • Proficiency in Microsoft Suite, Tableau and.
  • Strong business acumen and analytical skills.
  • Knowledge of Orthodontic, Dental, and Lab products & workflows preferred.
  • Knowledge of current and new industry trends, technologies, competitors and place in the market.
  • Pro-active; high-performance and results orientation.
  • Ability to attend national tradeshows, sales meetings and conferences as needed.
  • Occasional weekend travel and meetings.
  • Ability to consistently work, manage and function with integrity.
  • Comply with all safety policies, practices and procedures. Report all unsafe activities to supervisor and/or Human Resources.
  • Participate in proactive team efforts to achieve departmental and company goals.
  • Exceptional organizational, prioritization and project management skills.
  • Self-motivated dedicated.
  • Ability to handle numerous projects and partners simultaneously.
  • Able to work independently and make accurate, educated decisions.
  • Proactive problem-solving skills with strong attention to detail.
  • Travel requirements up to 50% including nights and weekends.

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