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| Actions | Key Account Manager-West: See all jobs from DENTSPLY International | |||||||||||||||||||||
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Company Information | |||||||||||||||||||||
Company Name: |
DENTSPLY International | |||||||||||||||||||||
Company Profile: |
For over a century, DENTSPLY International has been committed to providing the dental community with innovative, high quality, cost effective dental products. From our humble beginnings in 1899, the Company has grown to become the largest professional dental products company in the world. From our facilities in 22 nations on six continents, the Company distributes its dental products in over 100 countries under some of the most well established brand names in the dental industry. Worldwide, the profession now depends upon DENTSPLY for innovative new products that advance the practice of dentistry. | Contact Information | ||||||||||||||||||||
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Job Location: |
US-Oregon | |||||||||||||||||||||
Job Title: |
Key Account Manager-West | |||||||||||||||||||||
Job Code: |
#13483 | |||||||||||||||||||||
Position Type: |
Full Time | |||||||||||||||||||||
Travel Required: |
50% | |||||||||||||||||||||
Number of Openings: |
1 | |||||||||||||||||||||
Experience Required: |
5 - 10 yrs | |||||||||||||||||||||
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Apply Online: | Click here to visit our site and to apply online | |||||||||||||||||||||
Job Description: |
DENTSPLY North America is a sales organization that effectively combines the field and sales management functions of five United States businesses; Caulk, Professional, Rinn, Maillefer and Pharmaceutical. The sales organizations for these DENTSPLY divisions is supported by a common sales management structure with four primary organizational components: Field Sales, Distributor Sales, Sales Merchandising, and Sales Operations. This structure provides opportunities for improved cross-divisional selling synergies, single-point of distributor contact, consistency in customer processes and policies, and expanded cross-divisional merchandising support. DENTSPLY North America is responsible for executing sales strategy and driving sales growth. The individual divisions continue to develop, manufacture, market and support their own product lines. Key Account Managers will be the primary liasion to top DENTSPLY accounts. His/her focus will be on business development, sales organization for market penetration, product differentiation definition and the implementation of profitable programs. This position will focus solely on key group accounts. Individual will be responsible for the growth of Alliance group practice and University accounts as defined in specific geographic areas and will need to achieve growth targets by organizing and executing account call strategies. The KAM collaborates with merchandising and/or marketing to develop programs to drive sales. Also utilizes sales volume and margin pricing tools to maximize sales and profit potiential in targeted products and accounts. Responsible for calling on accounts in person frequently to forge solid business relationships with key account decision makers. Also responsible for contract negotiation and agreement process with customers to secure future business. Must ensuring that each account formulary is visible to the field and that there are organized programs to execute against formulary product development. Works with each division to identify service requirements and programs required to grow with these key accounts and ensure these are being met by working with the merchandising, marketing and internal sales support groups. Participates in weekly communication and strategic planning with key distributor partners to ensure identification of key customer development opportunities. Provides leadership, support, and communication to field sales and regional manager to discuss progress of work, resolve problems, and ensure that standards for quality and quantity of work are met for the key accounts. Present at management quarterly business review of the account performance, program development and execution, and sales forecast Knowledge and Skills required: Ability to apply the process of account development to accounts. Knowledge of principles and methods involved in showing, promoting and elling products or services. This includes marketing strategies and tactics, product demonstration and sales techniques, and sales control systems. Skilled in strategic planning Knows the organizations markets and products, key business processes, distribution channels, key suppliers and industry competition. Ability to analyze and evaluate. Strong interpersonal and communication skills. Knowledge of the principles and methods involved in the purchase/procurement of goods and services. Knowledge of instructional methods and training techniques including learning theory, group and individual teaching techniques, design of individual development plans, and test design principles. Knowledge of distributor based business platform. Experience in leveraging inter-company functional division support for unique initiatives. Education and Experience: Bachelors degree required. Minimum of three years demonstrated sales success selling to executive level clients in a large account business structure. Strong competency in selling skills, negotiations, and presentations. Travel and Required Geographic coverage: Travel expectation is 50%. Geography coverage overlays with Area sales region. Must reside near major airport within the Area sales region. | |||||||||||||||||||||
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