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Strategic Account Manager, Special Market Sales in New York City, New York at KaVo Kerr

Date Posted: 3/11/2019

Job Snapshot

Job Description

Job ID: KAV003826

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.


The Strategic Account Manager’s (SAM) primary function is to develop and implement the core strategies and tactics to drive cross-platform sales performance across Special Markets (Dental Support Organizations, Group Purchasing Organizations, Other) within their assigned geographic area.  The SAM will be responsible for securing and maintaining dental agreements, influencing product selection choices and increasing market penetration of all cross-platform products and services.  The SAM will be held accountable for achieving business objectives such as; conversion of competitive business, increased portfolio penetration and forecast attainment goals in accordance with all Healthcare Compliance guidelines.

A successful SAM will cultivate strategic partnerships within the corporate offices and their respective affiliates.  Understanding the clinical, economic and business needs and aligning platform-wide resources across the dental platform to ensure access within each account and to drive demand.  The SAM is expected to collaborate internally and externally with all stakeholders including: executives in senior leadership positions, sales management, marketing, product management, customer care and clinical affairs.


  • Grow annual sales revenue within their geographic area / territory and achieve assigned forecast.
  • Identify new Special Markets accounts and/or new opportunities within existing Special Markets accounts to drive category expansion, formulary expansion and revenue growth.
  • Responsible for supporting and often negotiating new agreements; manage existing agreements including contract renewals.  Coordinate contract implementation with the field sales team and clearly communicate the contract objectives and opportunity to all stakeholders.
  • Work collaboratively with all platform Directors, Operating Company (OpCo)/Business Unit (BU) Regional Managers and all Territory Sales Representatives to establish local initiatives to protect and grow existing Special Market business.
  • Proactively foster relationships to partner with key executive, economic and clinical decision makers across assigned Special Markets accounts.
  • Be knowledgeable about the current dental platform product portfolio and sales volume by customer.
  • Identify influential thought leaders within your customer accounts and work to understand the infrastructure and culture.  Understand the customer requirements, and seek ways to strategically grow the business.
  • Drive superior territory management efficiency through agreed upon sales processes, Funnel Management, and Voice of Customer (VOC) initiatives.
  • Effectively create and lead comprehensive customer business reviews in order to meet customer requirements.
  • Serve as Primary Point of Contact for assigned Special Markets accounts.  Actively manage all cross-platform activities.  Gather and disseminate all incoming and outgoing communication with C-Suite/Executive level stakeholders.  Lead and direct all account team activities.
  • Serve as Secondary Point of Contact for assigned Special Markets accounts.  Actively support Primary Point of Contact by gathering and communicating all required information expeditiously.  Complete all required account team activities/actions.
  • Attend and generate sales and sales leads at various tradeshows / sales events at the instruction or direction of the Primary Point of Contact and Sr. Leadership.
  • The SAM position requires an individual that can manage several projects or requests at the same time with strong attention to detail throughout.  This role requires an individual that can complete requests, orders, etc. in a timely manner; also, will follow up as needed or promised to support internal and external clients.  The SAM must be comfortable navigating and leveraging key people across the business to get work completed.  The SAM must be adept at managing up for support when needed and identifying opportunities for robust and repeatable processes to implement when appropriate.

Job Requirements



  • Bachelor’s Degree or equivalent required, with an MBA or equivalent qualification preferred.
  • Minimum 5 years of successful Dental and/or Medical Device sales required


  • Previous experience in strategic account management is strongly preferred.
  • Exceptional oral and written communication skills.
  • Must live within the assigned region/territory as defined by the hiring manager.
  • A valid driver’s license issued in one of the 50 United States is required.


  • Laptop, iPad, iPhone and company car and/or equivalent allowance/mileage reimbursement provided.
  • All business expenses will be reimbursed.
  • Travel: Approximately: 50%+ 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:



Danaher Corporation Overview

Danaher's Dental Platform is a $3B global business focused on all aspects of dental care.  With the intention to spin-off the Dental Platform to become its own public company in the second half of 2019, “Dental Co” will become one of the largest and most innovative dental companies in the world.  We are changing the face of dentistry with our differentiated portfolio of products designed to serve every dental professional’s need. It is our mission to make our dentist's work simpler and better connected so more patients are cared for in a shorter time. Our dental brands include traditional consumables and equipment (KaVo Kerr) and specialty products (Ormco and Nobel Biocare).