Danaher Corporation Strategic Account Manager in San Francisco, California
Danaher Company Description
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.
Position Summary: The SAM’s 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.
Essential Duties and Responsibilities: * 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.
Most Important Competencies Required: * 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 (for example, 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. This includes the ability to shape short and long-term commercial strategy by understanding the competitive landscape, investors, service providers and all key decision makers. * Manages Complexity and Change - The ability to manage complexity and make timely, sound judgments in uncertain and dynamic environments.
Qualifications: 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.
Basic Qualifications * Bachelor’s Degree * 5 years of successful Dental and/or Medical Device sales preferred. * A valid driver’s license issued in one of the 50 United States is required. * Must live within the assigned region/territory as defined by the hiring manager.
Preferred Qualifications * 3 years previous experience in strategic account management is strongly preferred. * MBA preferred * * Internal Relationships: If assigned, SAM may be required to manage direct reports. Interact frequently with members of the Special Markets Team, Sales Team, Marketing Team, Product Managers, Business Development Managers, Customer Care, Leadership Staff, and other employees across the dental platform. * * External Relationships: * Frequent interaction with customers, dealers, clinicians, etc. * Personal Trait Profile: * Drives change * Highly self-motivated * Effectively manage multiple priorities at one time * Embraces continuous improvement * Believes in team problem solving * Pushes self for continual personal development
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 applied solutions. Our globally diverse team of 71,000 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 #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 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.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.
Organization: KaVo Kerr
Job Function: Sales
Primary Location: North America-North America-United States-CA-Sacramento
Req ID: KAV004166
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