Key Account Manager, Strategic Accounts North America - West

3Shape is looking for Key Account Manager, Strategic Accounts to work with and establishing solid relationships with Strategic Account Organizations and 3Shape Reseller Partners
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Primary Responsibility:

The Key Account Manager, Strategic Accounts North America - West has a key role in working with and establishing solid relationships with Strategic Account Organizations and 3Shape Reseller Partners, mainly in North America, that are key for 3Shape’s North American success.

The position focus will be to proactively discover sales opportunities, develop strategies, create and prioritize action plans, drive success, and execute relation-based selling with (but may not be limited to):

  • National, Regional, and Local DSO’s
  • Group, Mid-Markets, Multi-Site, and Emerging Markets Dental Practices
  • Education
  • Government
  • Institutions
  • Dealer Partners
  • 3Shape Territory Mangers

The Key Account Manager, Strategic Accounts North America - West will develop sales strategy plans utilizing consultative selling modalities to establish trusted relationship with these Strategic Accounts; this begins from the first meeting of interest, continues through any proof of concept, and culminates when the implementation phase is completed. The relationship then continues post implementation for the life of the customer to ensure usage and adoption with an elite and lasting positive customer experience to foster organic growth.

The Key Account Manager, Strategic Accounts North America - West is primarily responsible for selling and promoting all 3Shape products to National, Regional, and Local DSO’s as well as with Group, Mid-Markets, Multi-Site, and Emerging Markets Dental Practices.  This position also is responsible for selling and promoting all 3Shape products to Universities (Dental Schools), Dental Hygiene Schools, Dental Assistant Programs, Group Purchasing Organizations and Managed Services Organizations, Practice Management Organizations, Military, Government (Local, Regional, State, and Federal), Indian Health Service, Veterans Administration, Public Health, Community Health, and Prisons in the Territory assigned.

Success is defined through the analysis of sales numbers, achievements to goals, KPI and MBO achievement, and the extent of user implementation, adoption, and overall successful usage of 3Shape Dental Solutions (hardware and software). Solid and demonstrated alignment within the Strategic Accounts Team (North America and Global), the North American Sales Team, as well as global 3Shape stakeholders is required.

Reports to:  Director, NA Strategic Accounts

Essential Duties and Responsibilities:

  • Identify and understand the Strategic Accounts and Reseller Organizations
  • Create and implement business plans to establish trusted relationships with consultative selling as a business advisor
  • Develops and implements strategies to increase the education of and sales to Dealer Partners and Strategic Account Entities
  • Understand IT infrastructure and be able to involve others to further define integration needs with a strategy and plan of action
  • Works towards achieving maximum profitability and growth in line with and exceeding company expectations  
  • Contributes to the development and implementation of plans and strategies to grow the 3Shape business while maximizing exposure and education of our products to dealer partners and directly with end customers
  • Understand the reseller’s agenda and priorities and ensures that it coincides with that of 3Shape
  • Develops the sales initiation and offering strategy sequence with particular focus on ROI, implementation plans, workflows, proof-of-concept, training, development plans, as well as usage and adoption as a business consultant utilizing the consultative sales approach
  • Represents the brand externally and internally using proper marketing techniques, maintaining and sustaining strong product knowledge, and driving sales
  • Responsible for utilizing excellent business acumen to identify opportunities to enhance the 3Shape brand identity in the marketplace while maintaining a strong customer focus.
  • Responsible to establish and maintain excellent relationships with both internal and external stakeholders.

Core and Required Elements of Success:

  • Establish, grow, and maintain strong relationships -
    • Develop and maintain strong relationships with our dealer partners at the C-level as well as at the regional/zone manager, branch managers and field levels to support sales goals
    • Represent 3Shape at trade shows/events, vendor fairs, dealer national sales meetings as needed
    • Assist in coverage at dealer corporate offices and special events as needed
    • Aggressively seek to establish meaningful and direct relationships with end customers for cross selling opportunities and referrals
  • Sales and Strategic Support -
    • Develop general and client-specific relationship building and education strategies leading to current or future sales
    • Develop business plans and sales strategies for assigned area that contributes to 3Shape sales and profit expectations
    • Develop and maintain strong working relationships with Dealer Partner Special Markets and Strategic Accounts Management teams to develop and support business
    • Assist in development and implementation of marketing plans to grow market share
    • Provide input regarding proposals, presentations, and company initiatives
  • Product Knowledge -
    • Demonstrate and maintain a high level of technical expertise on all 3Shape products
    • Utilize expertise to support the development and market introduction of new products and services
  • Analysis and Reporting -
    • Maintain accurate and timely records of sales and support activities in assigned area through use of CRM and Smart Sheets
    • Maintain accurate records of reports on sales and market share by dealers and others
    • Conduct analysis of the business in assigned area to identify growth opportunity areas and partner with 3Shape Territory Managers and Regional Managers to determine the best course of action to enhance sales
    • Provide timely feedback to the Director of Strategic Accounts, North America regarding product and market performance
    • Create meaningful quarterly and yearly sales plans (business plans) focused on goal achievement and exceeding expectations
    • Provide monthly pipeline/ opportunity reports and timely feedback to Director of Strategic Accounts, North America regarding timeline & status of anticipated opportunities
  • Policy and Procedure Adherence -
    • Adhere to all company policies, procedures, and business ethics codes
    • Control of expenses in line with company directives; demonstrate responsible budget management
    • Manage travel and expenses keeping within allocated budget
  • Behavior Expectations -
    • Support, lead, motivate, and coach 3Shape Territory Managers with respect to Strategic Accounts
    • Maintain contact with all dealer partners to ensure high level of customer satisfaction and relationship value
    • Demonstrate strong business acumen while understanding and leveraging the drivers of the business
    • Demonstrate ability to interact professionally with all internal teams and external customers
    • Sets example in areas of personal character through commitment, organizational and selling skills, and work habits
    • Consistently communicate & provide information on the current business situation; relays suggestions/ideas, recommendations, challenges, and opportunities to keep the team informed and to enhance our business success
  • Other Duties as Assigned


Work Location/Hours:  This role is a remote position meaning the individual will be working from their home office. The individual is expected to spend some time in the New Providence, NJ office to engage with other 3Shape colleagues and may be required to do the same elsewhere. There are times that the individual will be required to participate in certain weekend and evening reseller/partner sales events, trade shows, exhibits and conventions as well as customer or KOL meetings and events.

Physical Demands:  While performing the duties of this position, the employee is regularly required to talk or hear. The employee frequently is required to use hands to handle documents, objects, tools, or controls. The employee is occasionally required to stand; walk; sit; reach with hands and arms; climb or balance; and stoop, kneel, crouch or crawl. The employee will be required to travel by air, both domestically and internationally, and will physically need to be able to navigate these activities.

Travel:  This position requires up to 70% domestic travel and may include international travel (primarily to Denmark).

Required Education and Experience:

  • A minimum of 3 years working in the dental industry for a dental dealer or dental manufacturer with demonstrated experience in dental equipment and technology sales
  • A minimum of 3 years working exclusively with Dental Strategic Accounts with vast as well as strong dealer and customer connections/networks in these areas
  • Established and strong dealer partner relationships
  • Demonstrated understanding of dental clinical workflows
  • A 4-year diploma from a recognized academic institution or equivalent relevant work experience
  • Demonstration of strong organizational and follow through skills
  • Experience working in a team environment with multiple stakeholders and decision-makers at all levels in the organization 
  • Effective and structured written and verbal communication skills; strong presentation skills
  • Experience with a consultative, relationship-oriented organization

Preferred Education and Experience:

  • MBA
  • Experience working with intraoal digital impression and or lab scanners and software
  • IT knowledge and experience
  • Extensive experience in or with global organizations

Critical Competencies:

Embraces Change:  Able to be proactive, adaptive, improvise, and overcome with being results oriented while being creative with consideration of competing priorities and tight timeframes.

Results Orientation:  Always has the result in mind and works to that end.  Able to gain results both individually and collectively within a team.

Customer Orientation:  Maintains a commitment to customers, clients, and employee colleagues providing them with an enjoyable and supportive experience.  Pleasant, easy to work with.

Attention to Detail and Organization:  Maintains detailed records, information, and organizes it in such a way that supports the organization or employee’s needs.  CRM use.

Time Management:  Both at the individual and project levels. Able to effectively collaborate with and utilize other team members to support key deliverables.

Technologically Savvy—able to work with, understand and embrace changes in technology.

Ethical Conduct—takes accountability for decisions, makes decisions that clearly adhere to an ethical standard.

 

3Shaper reserves the right and ability to make modest changes to this role; specifically, adding additional scope and duties as related to changing business plans.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

 

We encourage all relevant applicants to apply. We do not discriminate on the basis of race, color, religion, national origin, sex, age, disability, or any other status. All qualified applicants will be given equal opportunity and the selection is based on job-related factors.

About us

3Shape started with a simple idea - to make 3D scanning better. First, we applied it to the hearing industry, then we succeeded in dentistry. Now, twenty years later, 3Shape is 1,600+ employees globally. With the help of dental professionals and amazing colleagues we’re creating award-winning scanning and CAD/CAM solutions to change dentistry together! Together, we contribute to a better world. Experience the everyday #lifeat3Shape across the globe on Facebook.

Or, know someone who would be a perfect fit? Let them know!

US - Warren NJ

10 Independence Blvd
07059 Warren Directions View page

Our biggest assets are our people and culture 💗

Life at 3Shape is great! We bring passion and talent to work every day to innovate for superior patient care. 3Shape is built on a culture of thinking differently and being innovative when solving challenges. We embrace new ways to exchange ideas with colleagues across departments and think and work in an agile way. Experience the everyday #lifeat3Shape across the globe on Facebook. 

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