Sr. Corporate Account Manager in Philadelphia, Pennsylvania at KaVo Kerr

Date Posted: 9/19/2018

Job Snapshot

Job Description

Job ID: KAV002723

About Us

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 Senior Corporate Account Manager (CAM) is responsible for maintaining the relationship between our dental distributors and the various internal departments. In this role, the CAM is responsible for the entire KaVo Kerr Consumable and/or Equipment product portfolios as it relates to the dental distribution channel. This means there must be close collaboration between multiple departments ranging from Sales, Marketing, Product/Category Management, Customer Care, Operations and Logistics to ensure proper execution within the dental distribution channel. CAM’s serve as the primary contact for the client, which emphasizes the need for both excellent customer skills, and a thorough knowledge of all facets of the business. The incumbent is responsible for providing both highly effective tactical and strategic leadership of our dental dealer channel. The CAM will be expected to leverage their experience and influence to direct field-based resources in order to implement multiple programs concurrently which successfully support the achievement of both business sales and profit objectives. 

This position could be located anywhere in the United States.

Key focus areas are: NA dental channel/distribution partners 

Key Responsibilities:
  • Manage NA channel sales and marketing activity to ensure sales growth objectives for Consumables and/or Equipment businesses 
  • Close partnership with sales and marketing leadership to implement pricing and promotional plans 
  • Execute all sales activities, including contracting, pricing/formulary strategy and new product introductions to maximize launch revenue with the dental channel 
  • Effectively work through a complex sale, negotiate favourable and competitive contracts. 
  • Be familiar with, and follow corporate programs with regional and national distributors to ensure coverage of supply chain to end-users. Establish and build relationships with key distribution partners. 
  • Prepare and deliver on time reports to upper management including but not limited to: Sales forecasts, monthly reports, expense reports, policy deployment reporting, problem solving process reports, scouting reports and other various reports. 
  • Manage sales and marketing activity with the assigned dealer/channel partner to ensure sales growth objectives are being met for all product lines 
  • Development of dealer/channel forecasts 
  • Collect, analyse, and report competitive information to the sales and marketing departments relaying new product ideas, promotional ideas and product extensions to management for evaluation. 
  • Maintain a high competency level relating to technical product information. 
  • Hands-on selling approach and maintain strong professional relationship with distributors and customers. 
  • With support of Channel Marketing Manager, manage co-op media plans that fit within the budget and strategy for the Consumable business. 
  • Work with legal and commercial leadership to ensure all dealer agreements, rebate programs and proactively manage to ensure compliance on an annual basis.

Job Requirements


  • Bachelors degree with a preferred emphasis in Business/Marketing/Advertising required 
  • 4+ years knowledge and experience of dental distribution channels, as well as, the sale of multiple complex consumable product categories into the dental market required 
  • 4+ years dental and/or medical channel management experience required; dental highly preferred 
  • 4+ years of successful sales management/team leader experience with demonstrated successes in prior assignments, proven leadership skills, working cross functionally, and high standards of personal integrity required 
  • Experience in both contract negotiation and administration required
  • Experience using various marketing activities and programs to drive results required
  • 4+ years of client facing (executive level presence) experience influencing senior decision-makers required
Key Abilities: 
  • Business & Financial Acumen: The ability to apply an understanding of the KaVo Kerr portfolio of products, services, and value-added solutions and assess business strengths and weaknesses to make sound strategic decisions. 
  • Communication and Presentation: The ability to clearly and appropriately convey and present information using the IMPACT based sales model. Actively listen and ask thoughtful questions to fully understand others’ needs and perspectives. Deliver presentations that focus on the needs of the audience and solicits a desired action and success. 
  • Analysis: The ability to understand, analyze, interpret both qualitative and quantitative data from a variety of sources. Use the appropriate methodologies to predict, develop and answer key business questions, identify opportunities, and deliver solutions. 
  • Partnership: Gaining a deep understanding of our distributors’ goals, objectives and strategies. Develop Sales and Marketing programs with our distributors that support growth targets for both organizations via the use of strategic business/action plan for each account. 
Key Personal Attributes: 
  • Leader – Willing to take risks, possess self-confidence and the ability to work with all levels of organization 
  • Balance – A calm presence in tense situations and an ability to address competing priorities 
  • Influence – Able to influence leadership staff, internal and external stakeholders
  • Strategic – Able to make decisions quickly that drive Company goals and objectives 
  • Communication – Able to effectively communicate in both written and verbal forms; strong executive presence required 
  • Courageous – Capable of asking the right questions and making the tough decisions; not overly sensitive 
  • Logical – Adept at to think on one’s feet; ability to be flexible and nimble
  • Ethical – Operates in a way that never compromises ethics and integrity 
Because there is significant complexity in this business, driven by diversity of products, customers, and channels, a matrix organization, breadth of technologies and stretch goal culture of the business, it will be imperative that the successful candidate possess a strong intellect, agility, sound judgement and the ability to think creatively. 

Travel Requirements:
  • Domestic travel is required for this role = 50% with overnight travel

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:



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