Strategic Account Manager, Medical - Remote

at  Henry Schein

JOB OVERVIEW:

The Strategic Account Manager II (“SAM II”) will be responsible for developing customer relationships and driving business with Henry Schein’s most strategic and high-profile customers. This is a visible role with internal and external Executive Team interactions. This individual will be responsible for the strategy, execution, and results of the assigned strategic accounts. The SAM II will nurture and sustain positive and productive long-term relationships at the c-suite level to optimize the customer’s return on investment in Henry Schein’s value proposition and vast portfolio of products and services. The SAM II will assist with creating innovative programs to diversify Henry Schein’s market position and strengthen HSI’s customer partnerships and connectivity. This position will be responsible for complex contract negotiations and renewals, products/services expansion across Henry Schein’s distribution business and the entire Henry Schein portfolio, and overall Customer Experience. The individual will report to the Sr. Manager assigned to a group of accounts. The SAM II will partner closely across the Henry Schein team including the customer delivery team, customer care team, merchandise team, operations team, equipment and service teams, field team, and partners at the individual portfolio companies.

SPECIFIC KNOWLEDGE & SKILLS:

• Experience in large account management with in-depth knowledge of conceptual, strategic, and challenger sales methodologies
• Exhibits executive presence and displays effective rapport building skills with executive leadership within the company and industry
• Business acumen with the ability to engage with customer c-suite and industry leaders
• Understanding of dental industry trends pertaining to consolidation and multi-site operations
• Ability to drive influence and change through tactical empathy and strong emotional intelligence
• Proactively identify issues/opportunities and recommends actions with confidence
• Anticipate customer needs, questions, and challenges in advance by thinking two steps ahead
• Demonstrate ability to develop and execute on account strategy plans, manage multiple strategic partnerships, and maximize profitability of business opportunities
• Proven track record of exceeding sales targets in a high growth/fast-paced environment
• Strategic thinker in creating complex and value sustaining proposals to large, strategic customers
• Understanding of the entire Henry Schein offering
• Team player who can orchestrate large teams across the organization and create a productive working environment to support customer success
• High degree of comfort managing multiple, competing priorities in challenging environments
• Demonstrates understanding of the Customer Experience and creates and sustains ongoing forums that encourage a constant feedback loop
• Tactful and resilient in challenging situations
• Excellent escalation management skills
• Expert planning, organizational, and time management techniques
• Strong PowerPoint and Excel skills

GENERAL SKILLS & COMPETENCIES:

• Excellent understanding of industry practices
• Strong proficiency with tools, systems, and procedures
• Strong planning/organizational skills and techniques
• Strong decision making, analysis and problem solving skills with ability to multi-task
• Excellent verbal and written communication skills
• Strong presentation and public speaking skills
• Strong interpersonal skills
• Strong conflict resolution skills and ability to deliver difficult messages
• Ability to build partnerships at all levels within the company, ability to build partnerships externally
• Good negotiating skills
• Resolve complex issues in effective ways
• Project management, consultative skills and ability to manage a budget

MINIMUM WORK EXPERIENCE:

Typically 6 to 8 or more years of increasing responsibility 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 a plus. May hold one or more industry certifications.

• Account Management – Responsible for all account management planning and execution. Lead broader account management and support teams with clearly defined goals and hold team members accountable with the highest standards of execution in managing Henry Schein’s top customers.
• Executive Engagement – Develop a strong partnership with customer executive leadership and with internal executives through Henry Schein’s Executive Sponsor initiative.
• Team Leader - Strategically manage the coordination of a cross-functional and cross-divisional team of subject matter experts to support assigned strategic accounts.
• One Schein - Drive the adoption of the entire Henry Schein portfolio through leveraging resources and knowledge across HSI. Partner with cross-divisional teams to understand and strategically influence customer goals and key performance metrics.
• Brand Loyalty – Create customer loyalty through Henry Schein’s best-in-class support teams, products and services.
• Contract Management – Guide the Henry Schein teams through RFPs, contract design and negotiations, and renewals by focusing on growth opportunities and profitability performance. Continue to drive customer engagement activities that promote contract compliance.