Job Description: Job ID: KAV002729
KaVo Kerr is a cohesive organization comprised of two global leaders, united to provide dental excellence and serve as a single premier partner for the dental community. KaVo Kerr operates with a common vision inspiring and helping our customers, their patients and our own associates realize their potential. KaVo Kerr offers solutions for endodontics, restoratives, treatment units, infection prevention, imaging, rotary and instruments.
The Corporate Account Director (CAD) is responsible for maintaining the relationship between our top 5 dental distributors and the various internal departments. In this role, the CAD is responsible for the entire KaVo Kerr Consumable or Equipment product portfolios as it relates to the top 5 dental distribution channel partners. This means there must be close collaboration between multiple departments ranging from Sales, Marketing, Product/Category Management, Customer Care, Operations and Logistics to ensure proper execution within the dental distribution channel. The Corporate Account Director serves as the primary contact for the client, which emphasizes the need for both excellent customer skills, and a thorough knowledge of all facets of the business. The incumbent is responsible for providing both highly effective tactical and strategic leadership of our dental dealer channel. The Corporate Account Director will be expected to leverage their experience and influence to direct Field-based resources to implement multiple programs concurrently which successfully support the achievement of both business sales and profit objectives.
This position could be located anywhere in the United States.
Key focus areas are: KaVo Kerr Top 5 NA dental channel/distribution partners
Manage top 5 NA channel sales and marketing activity to ensure sales growth objectives for Consumable & Equipment businesses
Close partnership with sales and marketing leadership to implement pricing and promotional plans
Execute all sales activities, including contracting, pricing/formulary strategy and new product introductions to maximize launch revenue with the dental channel
Effectively work through a complex sale, negotiate favourable and competitive contracts.
Be familiar with, and follow corporate programs with regional and national distributors to ensure coverage of supply chain to end-users. Establish and build relationships with key distribution partners.
Prepare and deliver on time reports to upper management including but not limited to: Sales forecasts, monthly reports, expense reports, policy deployment reporting, problem solving process reports, scouting reports and other various reports.
Manage sales and marketing activity with the assigned dealer/channel partner to ensure sales growth objectives are being met for all product lines
Development of dealer/channel forecasts
Collect, analysze, and report competitive information to the sales and marketing departments relaying new product ideas, promotional ideas and product extensions to management for evaluation.
Maintain a high competency level relating to technical product information.
Hands-on selling approach and maintain strong professional relationship with distributors and customers.
With support of Channel Marketing Manager, manage co-op media plans that fit within the budget and strategy for the Consumable business.
Work with legal and commercial leadership to ensure all dealer agreements, rebate programs and proactively manage to ensure compliance on an annual basis.
Bachelors degree with a preferred emphasis in Business/Marketing/Advertising
5+ years knowledge and experience of dental distribution channels, as well as, the sale of multiple complex consumable product categories into the dental market
7+ years dental and/or medical channel management experience required; dental highly preferred
7+ years of successful sales management/team leader experience with demonstrated successes in prior assignments, proven leadership skills, working cross functionally, and high standards of personal integrity required
Successful experience in both contract negotiation and administration
Successful experience using various marketing activities and programs to drive results
7+ years of client facing (executive level presence) experience influence senior decision-makers
Business & Financial Acumen: The ability to apply an understanding of the KaVo Kerr portfolio of products, services, and value-added solutions and assess business strengths and weaknesses to make sound strategic decisions.
Communication and Presentation: The ability to clearly and appropriately convey and present information using the IMPACT based sales model. Actively listen and ask thoughtful questions to fully understand others' needs and perspectives. Deliver presentations that focus on the needs of the audience and solicits a desired action and success.
Analysis: The ability to understand, analyze, interpret both qualitative and quantitative data from a variety of sources. Use the appropriate methodologies to predict, develop and answer key business questions, identify opportunities, and deliver solutions.
Partnership: Gaining a deep understanding of our distributors' goals, objectives and strategies. Develop Sales and Marketing programs with our distributors that support growth targets for both organizations via the use of strategic business/action plan for each account.
Key Personal Attributes:
Leader Successfully demonstrated the willingness to take risks, possess self-confidence and the ability to work with all levels of organization
Balance A calm presence in tense situations and an ability to address competing priorities
Influence Successfully demonstrates the ability to influence leadership staff, internal and external stakeholders
Strategic Successfully demonstrates the ability to make decisions quickly that drive Company goals and objectives
Communication Execute effectively communicate in both written and verbal forms; strong executive presence required
Courageous Capable of asking the right questions and making the tough decisions; not overly sensitive
Logical Adept at to think on one's feet; ability to be flexible and nimble
Ethical Operates in a way that never compromises ethics and integrity
Teamwork A leader and empowerer of teams of Danaher employees from multiple disciplines and/or companies
Global Thinking A disposition to understand different cultures and market needs
Because there is significant complexity in this business, driven by diversity of products, customers, and channels, a matrix organization, breadth of technologies and stretch goal culture of the business, it will be imperative that the successful candidate possess a strong intellect, agility, sound judgement and the ability to think creatively.
Domestic travel is required for this role = 50% with overnight travel
Danaher Corporation and all Danaher 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.
Danaher Corporation Overview
Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and industrial solutions. Our globally diverse team of 59,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #144 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 2,000% over 20 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.