National Key Account Manager

Job Summary National Key Account Manager will develop and implement core strategies and tactics to drive sales performance across Nobel Biocare dental support organizations, group purchasing organizations, and other channels within the assigned geographic area. The role is responsible for securing and maintaining dental agreements, influencing product selection, and increasing market penetration of all Nobel Biocare products and services. Accountability includes 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 corporate offices and affiliates, aligning platform-wide resources to meet clinical, economic, and business needs and to drive demand. The role collaborates internally and externally with senior executives, sales management, marketing, product management, customer care, and clinical affairs. Primary Duties & Responsibilities Grow annual sales revenue within the 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. Support and often negotiate new agreements; manage existing agreements including contract renewals and coordinate contract implementation with the Nobel field sales team. Work collaboratively with all platform directors, regional managers, and 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. Maintain knowledge of the current dental platform product portfolio and sales volume by customer. Identify influential thought leaders within customer accounts and work to understand the infrastructure and culture, seeking 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 DSO accounts, actively manage sales initiatives and all communication with C‑Suite/Executive level stakeholders. Attend and generate sales leads at tradeshows and sales events as directed by senior 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 (e.g., 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, and to shape short- and long-term commercial strategy by understanding the competitive landscape, investors, service providers, and all key decision makers. Managing Complexity and Change – The ability to manage complexity and make timely, sound judgments in uncertain and dynamic environments. Requirements Bachelor’s Degree highly preferred. 5+ years of successful dental and/or medical device sales experience preferred. Previous experience in strategic account management strongly preferred. Exceptional oral and written communication skills. A valid driver’s license issued in one of the 50 United States required. Preferred Qualifications MBA or equivalent qualification preferred. Travel / Location Laptop, iPad, iPhone and vehicle reimbursement (Motus) provided. All business expenses will be reimbursed. Geographic Region: Central/Eastern. Travel: Approximately 50% overnight travel. Must be based within 1 hour of a major airport. Target Market Salary Range Actual compensation packages take into account a wide range of factors that are unique to each candidate, including but not limited to geographic location; skill sets; relevant education and certifications; depth of experience; performance; and other business and organizational needs. The disclosed reasonable estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. The total compensation package for this position may also include an annual performance bonus, medical/dental/vision benefits, 401(k) match, and/or other applicable compensation plans. $110,500 - $165,800 Operating Company Nobel Biocare 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. Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate. Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt of such unsolicited resumes. An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening. Envista will not pay a fee to any Agency that does not have such agreement and written approval in place. #J-18808-Ljbffr