Inside Strategic Account Manager

Our Culture:
Provides a safe and welcoming environment where team members can balance their lives and develop their careers. All people and experiences are valued and respected. Different perspectives are encouraged and lead to better results. This makes us who we are and enables us to be a world-class healthcare organization. All who join us are accountable to this charge.

Our Philosophy:

Quality products sold with integrity has been the hallmark of Brasseler USA from the beginning. Brasseler USA's strong reputation of providing high quality, clinician endorsed and innovative dental and medical instrumentation nationally has spanned over 40 years. We have been offering a full-range of products made in the USA since 1976. Many of our products are manufactured at our headquarters in Savannah, GA.

Explore our career opportunities below to learn more.

JOB OVERVIEW:

This position is responsible for the Sales and Gross Profit growth assigned accounts within the strategic accounts market segments (ie RDSO, LDSO, NDSO, CHC, and GPO). Consistently contacts the assigned accounts utilizing a consultative sales approach as assigned. Pre-call planning includes review of each account to understand the viability of the account and potential sales opportunities. Establishes/re-establishes/builds relationships with customers' gatekeepers, main point of contact and decision-makers and sells Brasseler as a comprehensive solution. Collaborates with Strategic Account Team to provide competitive pricing for customers, within limits or contracts, and utilizes competitive sales plan pricing to achieve the sale. Places customers' orders over the phone and achieves sales growth on focus products by utilizing call campaigns and promotional offers. Responsible for remaining aware and knowledgeable of promotional programs, competitive products, customer agreement status, and merchandising-marketing practices. Responsible for learning and utilizing the technology, tools, and reporting provided that offer specialty purchasing history and provide efficiency in call schedule management. Attends product training sessions to develop relationships with internal partners and learns product details and key selling points. Assist customers with resolving any after-sales questions or concerns and product-related technical questions. Works in partnership with internal sales and support teams to provide exceptional customer experience.

KEY RESPONSIBILITIES:

• Contacts customers within assigned territory to consistently achieve 100% Sales and Gross Profit goals by utilizing consultative sales techniques.
• Works with support departments to assist customers with order status, product returns, pricing discrepancies and inquiries on account balance.
• Estimated 40% - Manage and grow strategic relationships within National and Regional Dental Support Organizations (DSOs), Community Health Centers (CHCs), and key contacts within Group Purchasing Organizations (GPOs).
• Estimated 20% - Updates and maintains customer records - main point of contact, phone#, e-mail address.
• Estimated 25% - Understands and effectively uses reporting and tools provided to increase Gross Profit and Sales results.
• Estimated 5% - Attend product training sessions and participate to learn product details and key selling points of products and technologies.
• Estimated 5% - Partners with Credit in collecting past due balances from customers buy suggesting alternative payment methods, such as credit cards.
• Estimated 5% - Attends and participates at in-person sales meetings, training programs and conventions as required, including travel time estimation of 5%.
• Works remotely utilizing the technology and tools to support team meetings, general communications, and individual meetings with management.
• Responsible for remaining aware and knowledgeable of promotional programs and merchandising-marketing approaches.
• Adept at navigating complex organizational hierarchies and engaging multiple stakeholders (clinical, administrative, and procurement) to influence decision-making, adoption, and implementation of products across an organization.
• Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work-related tasks in a manner that follows all Company policies and procedures including Worldwide Business Standards.
• Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments.

SPECIFIC SKILLS AND KNOWLEDGE:

• Strong selling, customer service and negotiation skills.
• Good telephone etiquette with the ability to call out to and answer a high volume of calls.
• Ability to effectively answer inquiries and resolve disputes.
• Able to learn applicable computer systems and software (AS400, Qlikview, Microsoft Suite, Canva).
• Work independently with limited supervision in a remote work environment.
• Deep understanding of the unique procurement, operational, and clinical decision-making processes within large, multilocation dental organizations.
• Strong business acumen with the ability to analyze data, identify growth opportunities, and drive long-term partnership value within high-volume, contract-driven accounts.
• Knowledge of pricing strategies, formulary management, and contract negotiations tailored to the group and enterprise-level customer landscape.
• Skilled in developing strategic account plans that align customer priorities with company value propositions across restorative, preventive, endodontic, and other specialty categories.

COMPLEXITY:

SUPERVISION:

Education and/or experience:

High school diploma or general education degree (GED); or 3 to 5 years related experience and/or training; or equivalent combination of education and experience. Fundamental knowledge of selling techniques and the ability to close the sale. Cold calling / inside sales experience preferred.

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

PERFORMANCE REQUIREMENTS:

Typically, to advance to a new job level, TSMs must demonstrate professional behavior and should consistently be at the high-end of meets expectations or consistently exceed expectations.

The posted range for this position is $50,000 to $60,000 which is the expected starting base salary range for an employee who is new to the role to fully proficient in the role. Many factors go into determining employee pay within the posted range including education, prior experience, training, current skills, certifications, location/labor market, internal equity, etc.

This position is eligible for a commission not reflected in the posted range.

Other benefits available include: Medical, Dental and Vision Coverage, 401K Plan with Company Match, PTO , Paid Parental Leave, Income Protection, Work Life Assistance Program, Flexible Spending Accounts, Educational Benefits, Worldwide Scholarship Program and Volunteer Opportunities.

Benefits available include: Medical, Dental and Vision Coverage, 401K Plan with Company Match, Generous Time Off, Paid Parental Leave, Income Protection, Work Life Assistance Program, Flexible Spending Accounts, Educational Benefits, Worldwide Scholarship Program and Volunteer Opportunities.

*Benefits may vary by location or status.

Henry Scheinis an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.

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