Strategic Account Manager, Special Market Sales##New York City, New York

Danaher New York , NY 10007

Posted 2 weeks ago

Job Description: Job ID: KAV003826

About Us

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 Strategic Account Manager's (SAM) primary function is to develop and implement the core strategies and tactics to drive cross-platform sales performance across Special Markets (Dental Support Organizations, Group Purchasing Organizations, Other) within their assigned geographic area. The SAM will be responsible for securing and maintaining dental agreements, influencing product selection choices and increasing market penetration of all cross-platform products and services. The SAM will be held accountable for achieving business objectives such as; conversion of competitive business, increased portfolio penetration and forecast attainment goals in accordance with all Healthcare Compliance guidelines.

A successful SAM will cultivate strategic partnerships within the corporate offices and their respective affiliates. Understanding the clinical, economic and business needs and aligning platform-wide resources across the dental platform to ensure access within each account and to drive demand. The SAM is expected to collaborate internally and externally with all stakeholders including: executives in senior leadership positions, sales management, marketing, product management, customer care and clinical affairs.


  • Grow annual sales revenue within their geographic area / territory and achieve assigned forecast.

  • Identify new Special Markets accounts and/or new opportunities within existing Special Markets accounts to drive category expansion, formulary expansion and revenue growth.

  • Responsible for supporting and often negotiating new agreements; manage existing agreements including contract renewals. Coordinate contract implementation with the field sales team and clearly communicate the contract objectives and opportunity to all stakeholders.

  • Work collaboratively with all platform Directors, Operating Company (OpCo)/Business Unit (BU) Regional Managers and all Territory Sales Representatives to establish local initiatives to protect and grow existing Special Market business.

  • Proactively foster relationships to partner with key executive, economic and clinical decision makers across assigned Special Markets accounts.

  • Be knowledgeable about the current dental platform product portfolio and sales volume by customer.

  • Identify influential thought leaders within your customer accounts and work to understand the infrastructure and culture. Understand the customer requirements, and seek 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 in order to meet customer requirements.

  • Serve as Primary Point of Contact for assigned Special Markets accounts. Actively manage all cross-platform activities. Gather and disseminate all incoming and outgoing communication with C-Suite/Executive level stakeholders. Lead and direct all account team activities.

  • Serve as Secondary Point of Contact for assigned Special Markets accounts. Actively support Primary Point of Contact by gathering and communicating all required information expeditiously. Complete all required account team activities/actions.

  • Attend and generate sales and sales leads at various tradeshows / sales events at the instruction or direction of the Primary Point of Contact and Sr. Leadership.

  • The SAM position requires an individual that can manage several projects or requests at the same time with strong attention to detail throughout. This role requires an individual that can complete requests, orders, etc. in a timely manner; also, will follow up as needed or promised to support internal and external clients. The SAM must be comfortable navigating and leveraging key people across the business to get work completed. The SAM must be adept at managing up for support when needed and identifying opportunities for robust and repeatable processes to implement when appropriate.

Job Requirements



  • Bachelor's Degree or equivalent required, with an MBA or equivalent qualification preferred.

  • Minimum 5 years of successful Dental and/or Medical Device sales required


  • Previous experience in strategic account management is strongly preferred.

  • Exceptional oral and written communication skills.

  • Must live within the assigned region/territory as defined by the hiring manager.

  • A valid driver's license issued in one of the 50 United States is required.


  • Laptop, iPad, iPhone and company car and/or equivalent allowance/mileage reimbursement provided.

  • All business expenses will be reimbursed.

  • Travel: Approximately: 50%+ 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:



Danaher Corporation Overview

Danaher's Dental Platform is a $3B global business focused on all aspects of dental care. With the intention to spin-off the Dental Platform to become its own public company in the second half of 2019, "Dental Co" will become one of the largest and most innovative dental companies in the world. We are changing the face of dentistry with our differentiated portfolio of products designed to serve every dental professional's need. It is our mission to make our dentist's work simpler and better connected so more patients are cared for in a shorter time. Our dental brands include traditional consumables and equipment (KaVo Kerr) and specialty products (Ormco and Nobel Biocare).

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Solta Account Specialist New York City


Posted Yesterday

VIEW JOBS 3/26/2019 12:00:00 AM 2019-06-24T00:00 Responsibilities Principle Responsibilities and Duties: Note: The following are meant to be representative but not necessary all inclusive of the duties and responsibilities for this position title. The Account Specialist has primary responsibility for: • Achieving sales results in the assigned territory. • Performing effective territory penetration to drive sales and increase revenue growth among the existing and newly installed customer base for the Solta family of products. • Providing training presentations and demonstrations to the customer on application and use of the company's products using effective communication and sales techniques. • Educating the customer regarding the indications, contraindications, and safety of Solta products. • Supporting and helping to facilitate the execution of regional training workshops and tradeshows within the territory and area. • Pre-planning sales calls and maintaining efficient time management skills to ensure maximum customer contact and highest level of customer service. • Developing and maintaining up-to-date account files. • Preparing sales contracts quotes price and terms per company guidelines. • Completing administrative responsibilities including quarterly business plans, up-to-date account profiles, weekly expense reports, and Solta's computer customer database. • Maintaining updated knowledge of the industry and competitive products. • Developing and maintaining supportive productive and effective relationships at all levels within the organization. • Maintaining compliance with all applicable quality and regulatory guidelines as an integral part of business operations. • Maintain consistent communication regarding the territory with all team members including surgical and non-surgical specialists, marketing, and clinical co-workers. Maintain accurate forecasting. • Demonstrate a strong work ethic and represent Solta with high integrity, ethics, honesty loyalty, and professionalism. • Support company goals and objectives, policies, and procedures, Good Clinical Practices, Good Manufacturing Practices and FDA regulations. • Perform other duties as assigned. * Minimize user turnover * Coordinate high attendance user meetings and Intro workshops * System utilization * Executing Diamond Rewards Program enrollment & tools to increase consumable usage * Execution of partnership activities tied to DRP levels * Generate cross-sell leads to existing customers for Capital Equipment Specialists (CES) * Develop business evaluations & reviews for listed accounts * Executing launch installation action plans for listed accounts Qualifications Experience Education Training Traits: • This position requires a minimum of a Bachelor's degree (B.A. or B.S.) or equivalent experience. * 3+ years of proven success selling consumables and preference for experience with capital equipment. * Preference for candidates who also have experience with consumable selling. 4-6 years of demonstrated success selling medical products or services to physicians and other health care providers. Preference for direct customer experience with the plastic surgeon and dermatologist audience. * Ability to communicate effectively, in writing and orally, with all levels of employees. Ability to make effective and persuasive communications and technical presentations to physician's management and/or large groups. Ability to thoroughly understand and communicate the attributes and qualities of Solta products using professional selling and closing skills. * Ability to use word processing and database applications and various software programs such as Excel and PowerPoint. * Valid driver's license with a clean driving record. Knowledge of FDA GMPs. Ability to function in a controlled environment regulated by FDA GMPs. Knowledge of clinical surgical techniques and procedures and medical terminology. * Excellent planning and organizational skills. Skilled in managing time effectively. Ability to be flexible in changing daily workload priorities as directed. * Ability to travel adequately to cover territory including overnight stays attend tradeshows and corporate and training meetings. Must be willing to travel up to 75%. * Ability to maintain suitable work station (including inventory) in own residence. * Ability to transport of up to 60 pounds of equipment within territory. Physical Requirements: While performing the duties of this job the employee may be required to perform lifting tasks of up to 60 pounds for short durations. Duties of this job may involve standing and/or walking for extended periods of time. Duties also involve daily keyboard data entry. Specific vision abilities required by this job include close vision. Be Aware of Recruiting Fraud Bausch Health is committed to leveraging the talent of a diverse workforce to create great opportunities for our business and our people. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. Valeant New York NY

Strategic Account Manager, Special Market Sales##New York City, New York