Strategic Account Manager (38542)

Site Overview:

Young Innovations is a manufacturer and marketer of high-quality dental equipment with sales in excess of $100 million. With an outstanding reputation for quality, the company has a broad portfolio of market leading products across a variety of categories.

CHARACTERISTICS OF THE CLASS: The Strategic Accounts Manager (SAM) will report to the respective regional Director of Sales.  This role is responsible for growing Young Innovations’ Strategic Accounts business.  The company’s Strategic Accounts focus includes Dental Support Organizations (DSOs), Mid-Market Groups, and Community Health Centers (CHCs). This role will focus specifically on our regional and local DSO customer base.

Essential Duties:

• Represent Young Innovations as the primary point of contact for designated strategic account customers to include owners, purchasing, clinical and marketing leadership
• Leverage the CRM (HubSpot) to define a yearly plan to gain market share that will lead to increased sales, profitability and overall revenue and use the system to record relevant information as required
• Utilize experience, relationships and people skills to develop and expand customer base and drive customer retention.
• Work with marketing team to create and establish strategic playbooks to drive sales growth and develop partnerships for mutual growth with strategic account customers.
• Conduct detailed regular regional and local DSO customer reviews.
• Establish relationships with key dealer representatives in their region to enable growth and pull-through.
• Ensures strong communication with leadership and shares regular pipeline reviews.
• Work closely with the Clinical Implementation Managers and other Clinical Education resources to support clinical presentations and additional value-add programs at select strategic accounts.
• Partner with other resources across the business  accelerate product adoption.
• Regularly attend industry related events, trade shows, vendor meetings, etc. as required.
• Prepare, present and negotiate custom proposals to DSO leadership teams.
• Support a culture of high energy and engagement within the DSO/Dealer Sales Organization.
• Manage travel, expenses and other related administrative activities budget.

Related Duties:

Other duties as assigned.

Minimum Qualifications:

Training And Experience

• Bachelor’s Degree in a related field and a minimum of 5 years outside sales experience, with at least 1 year managing strategic accounts.
• Direct experience in sales with either DSO’s and/or dealer partners.
• Familiar with contract pricing and negotiation.
• Experience in the dental industry is strongly preferred.
• Technology: Comfortable within all Microsoft Applications required, HubSpot CRM and PowerBI preferred.

Knowledge, Abilities and Skills

• Ability to forge strong business relationships externally and internally.  
• Excellent presentation and communication skills required.
• Ability to work independently and take a hands-on approach to the work.
• Ability to analyze data to drive data driven solutions.  

Physical Requirements:

Working Conditions: Remote working environment with heavy travel to DSO and or dealer partners predominantly via air.

Travel Requirements: 50% travel required.

Pay Range: $-$

The pay range reflects the minimum and maximum target for the position at the time of posting. Within the range, the compensation will be determined based on education/training, skill set, experience, and other organizational needs.

Young Innovations, Inc. is an Equal Opportunity Employer and E-Verify participating employer.