Strategic Account Manager, Capital Equipment

JOB OVERVIEW:

The Strategic Account Manager, Capital Equipment’s primary focus is to drive capital equipment sales of their assigned accounts by providing product knowledge and sales expertise to the account and to collaborate with the Henry Schein Strategic Account Manager. Critical responsibilities include engaging Mid and Up Market key customer executive management to understand needs, recommending solutions and establishing contractual agreements. The SAM, Capital Equipment maintains customer relationships, advises with specific key customers, and works with Strategic Accounts Team to communicate key initiatives and reports market trends and needs. This position will be customer facing and will require frequent travel.

Location: Ideally based in Nashville, TN; however, candidates from nearby major markets across the central and southeastern US will also be considered.

KEY RESPONSIBILITIES:

• Deliver a unique and superior customer experience to large Mid-Market, and Up-Market customers with regard to Henry Schein (HS) Capital Equipment, technology and financial portfolios.

• Manage all equipment related customer expectations and issue resolution with Capital Equipment Specialist (CES) and Strategic Accounts leadership and vendor partners.

• Increase Capital Equipment sales and gross profit within the defined customer base. 

• Develop equipment programs to expand market share within the assigned customer base.

• Communicate and coordinate equipment programs with the field team to ensure successful launch and execution.

• Achieve annual sales goals established by the Sr. Director Capital Equipment.

• Develop, implement and revise our customer CES equipment capabilities presentation as needed.

• Provide foundational Capital Equipment sales training to Field Sales Consultants (FSC) and Strategic Accounts Team (SAT) to ensure comfort and overall understanding in front of customers.  

• Attain fluency in all Group Purchasing Organization (GPO) equipment pricing schedules and educate CES management on optimal choices and best practices.

• Partner closely with Business Development Executive (BDE) Team and SAT, ensuring ongoing alignment, communication, and collaboration.

• Co-present with BDE and SAT to national accounts as needed. 

• Develop capital equipment formularies tailored to national account needs.

• Maintain travel expense reporting current on a monthly basis while keeping them to a minimum.

• Attend SAT customer presentations, equipment expos, trade shows (selective), HSI sales meetings and all CES functions

• Participates in special projects and performs other duties as required.

In addition to the essential duties and responsibilities listed above, all positions are also responsible for:

• Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work related tasks in a manner that is in compliance with all Company policies and procedures including WorldWide Business Standards.

• Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments.

SPECIFIC KNOWLEDGE & SKILLS

• Understanding of all equipment utilized for multi-specialty practices with emphasis on digitally connected devices, capital equipment, and imaging modalities 

• Knowledge of a multi-tiered procurement process and equipment asset management

• Experience in developing an equipment standardization plan and deployment strategies from a customer viewpoint

• Understanding of GPO contract compliance, tier pricing and relevance of price parity

GENERAL SKILLS & COMPETENCIES:

• Excellent understanding of industry practices

• Strong proficiency with tools, systems, and procedures

• Excellent planning/organizational skills and techniques

• Excellent independent decision making, analysis and problem solving skills

• Outstanding verbal and written communication skills

• Excellent presentation and public speaking skills

• Excellent interpersonal skills

• Excellent conflict resolution skills and ability to deliver difficult messages

• Ability to build partnerships at all levels within the company

• Good negotiating skills

• Resolve complex issues in effective ways

• Project management, consultative skills and ability to manage a budget

• Specialist in multiple technical and/or business skills

• Ability to cultivate and develop lasting internal and external customer relations

WORK EXPERIENCE:

• Typically 8 or more years of increasing responsibility and complexity in terms of any applicable professional experience.

PREFERRED EDUCATION:

• Typically a Bachelor's Degree or global equivalent in related discipline.

• Master's degree or global equivalent preferred.

• May hold two or more industry certifications.

TRAVEL/ PHYSICAL DEMANDS:

• Travel typically 50% or greater

• Standard office environment

• No special physical demands required

Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status. 

For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers

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