Key Account Manager Northeast Territory

The Key Account Manager will identify, and conduct sales activities focused on all Mid-Tier Organizations within an assigned region for the purpose of increasing product sales utilizing company selling strategies and techniques. The Key Account Manager position will be responsible for coordinating all sales activities with EDSO & DSO Groups, Government Institutions/Schools, Dealers, and FQHCs within an assigned region/territory.

Applicants must reside in the Northeast Region, which includes the following states:

Michigan

Ohio

Pennsylvania

New York

Vermont

Maine

New Hampshire

Applicants must reside in the Northeast Region, which includes the following states:

Michigan

Ohio

Pennsylvania

New York

Vermont

Maine

New Hampshire

ESSENTIAL DUTIES and RESPONSIBILITIES:

Execute Company Sales Strategy/Process:

· Effectively uses the company-defined sales process:

Ø Pre-call planning

Ø Opening, probing & supporting

Ø Overcoming concerns/objections

Ø Closing and post-call follow-up

Ø Utilizing Sales Tools (CRM, BOBJ)

· Effectively uses and trains the GC America Value Program

· Understand and effectively communicate GC’s product differentiation and positioning through the use of company-generated marketing collaterals

Conduct Effective Sales Planning:

· Work closely with each Territory Manager (TM) or Senior Territory Manager (STM) to map out mid-market strategy involving institution/school, government and FQHC opportunities by TM Territory.

· Coordinate quarterly EDSO/DSO opportunities by Territory (as provided by SMSM).

· Develop quarterly Special/Mid-Market Plan (by territory) prioritizing opportunities. All plans to be approved by Regional Manager (RM) and submitted to SMSM within one (1) week of actual quarter.

· Create and maintain personal, rolling three (3) month calendar and submit to SMSM by the first of each month (to include confirmed actual 1st month appointments, tentative 2nd & 3rd month appointments)

Territory Performance Management:

· Co-Travel a minimum of 50%

· Generate Co-Travel Reports (to be completed/emailed to SMSM, TM, STM, and RM within 48 hours of co-travel)

· Guide TMs to set appropriate expectations/goals within Special Market activities

· Participate in monthly regional performance management meeting/webinars and provide update

· Touch the regional top 100 KAM accounts a minimum of four (4) times per year

· Attend industry conventions and activities as requested

· Maintain samples and literature to present effectively and demo product

· Meet with assigned mid-tier channel partners on a quarterly basis to review sales performance to plan, create sales programs, and provide product/marketing updates

· Ensure all mid-tier accounts are trained on new product introductions within one month of launch

· Participate, with SMSM/RM, in financial reviews with Mid-Tier Channel to maximize growth on a quarterly basis

· Participate in the development and execution of local Mid-Tier Channel programs using joint strategies to accomplish business objectives (product launch, product gaps, spiffs, coop and regional opportunities)

Reporting & Administrative:

· Provide 1 Success Story per month

· Provide 2 Voice of Customer per month

· Complete and submit expense reimbursement forms by Tuesday evening of the subsequent week

· Respond to all messages within 24 hours or as directed

· Check email and phone messages a minimum of two (2) times per day

· Participate in all regional conference calls and meetings as requested

Reporting & Administrative (continued):

· Maintain expense and grip to SMSM-defined expectations

· Complete other tasks/expectations as assigned

Product Knowledge:

· Responsible for learning and understanding all GC Selling Way.

· Responsible for understanding how to adequately demonstrate, communicate, and train customers on all product features and benefits and how they can be applied within a clinical setting.

· Participate in all inter-company training programs to learn about all new products and updates with GCA and other GC Corporate partners.

· Responsible for providing accurate and valuable reports for the GCA Management Team

· Responsible for input on technical product training for sales, marketing, and customer service teams using various communication methodologies (PowerPoint, webinar, face-to-face, teleconference, convention, etc.)

MINIMUM QUALIFICATIONS:

• Bachelor’s degree in business and/or sciences and/or related industry experience
• 5 years of dental industry experience
• Applicants must reside in the Northeast Region, which includes the following states: Michigan, Ohio, Pennsylvania, New York, Vermont, Maine, or New Hampshire
• Ability to write comprehensive reports utilizing Microsoft products (Word, Excel, PowerPoint, etc.)
• Superb verbal communication skills (interpersonal, presentation/training) in the English language
• Demonstrated analytical and creative thinking skills as demonstrated by technical problem-solving, analysis, and innovative solutions
• Demonstrated ability to multi-task
• Basic computer skills required
• Working knowledge of Microsoft Office products (Word, Excel, PowerPoint) and Outlook email required

PHYSICAL AND MENTAL DEMANDS:

· Continuous excellent communication skills required. The KAM should be polite, well-presented, and professional at all times

· Frequent high level of contact with customers/dealer partners, in person and by phone

· Frequent travel as needed (approximately 50% domestic travel to start)

BENEFITS:

• Company Car
• Base salary and commissions
• 401(k) through Fidelity and company matching 10%
• Dental insurance with Delta Dental PPO
• Health insurance BCBS Illinois PPO
• Employee assistance program
• Health savings account
• Company Paid Life Insurance two times the annual salary
• Paid time off, including an extra paid week off the week between Christmas and New Year
• Tuition reimbursement
• Vision insurance EyeMed