Director, Account Management

Summary

This position is responsible for establishing high profile relationships and directing competitive offering to capture, retain and expand named, key strategic accounts. Leads a team of Strategic Account Managers (SAM), to grow the name accounts revenues, adoption, growth, and relationships by managing the relationship, commercial terms, account plan and deliverables of targeted, large accounts. This position cultivates new and maintains active business relationships as well as facilitates growth in existing accounts.

What you will do

• Achieve revenue and new bookings quota serving Henry Schein One's largest customers.
• Cultivate and maintain professional executive and account team relationships with large, targeted DSO, DPO, DHO customers.
• Lead, develop and coach a team of Strategic Account Managers.
• Build and grow the Henry Schein One Brand representing all products and services to customers and leveraging partners and OneSchein relationships to drive revenue retention and growth, customer advocacy, and our brand.
• Drive the adoption of the entire Henry Schein portfolio through leveraging resources and knowledge across HSI. Partner with cross-divisional teams to understand and strategically influence customer goals and key performance metrics.
• Work closely with Henry Schein One's Solution Engineering, Customer Success, Product Management and Services teams to ensure customers achieve desired outcomes.
• Negotiate and develop commercial terms and contracts.
• Communicate effectively with senior management and key stakeholders.
• Plan and manage complex and successful projects; understand available resources, develop timeline, budget, and assign areas of responsibility.
• Understand, interpret, and act on financial information and external trends that contribute to business profitability.

Qualifications

Required

• 12 or more years of increasing responsibility and complexity in terms of any applicable professional experience; 5 or more years of management experience.
• Demonstrated success in delivering profitable growth with large accounts in SaaS, enterprise software competitive markets.
• Proven experience in leadership positions across Account Management, Customers Success and/or Sales leadership experience with large accounts delivering technology solutions, preferably in the dental or healthcare industry.
• Ability to influence, build relationships, understand organizational complexities, manage conflict, and navigate politics.
• Broad professional and managerial skills with a full understanding of industry practices and company policies and procedures
• Excellent negotiation and ability to motivate and communicate effectively with teams.
• Ability to travel for work up to 30% of the time.
• Outstanding management and leadership skills and the ability to attract, retain, motivate, develop, mentor and coach team members for high performance.
• Ability to lead large team of sales managers and professionals and virtual teams.
• Proven ability to effectively develop and manage internal and external relationships.
• Outstanding planning and organizational skills and techniques.
• Excellent communications / presentations / planning / organizational skills and ability to cultivate and develop lasting internal and external customer relations.
• Phenomenal customer service and engagement skills.
• Ability to travel up to 20% of time.
• Expert independent decision making and ability to resolve disputes effectively.
• Great people skills and the ability to be personable and professional.
• Internal motivation and the ability to meet assigned goals.
• Flexibility, and the ability to manage changing priorities and multi-tasking.
• Technological savviness and the ability to learn new concepts.
• Proficient in Microsoft Office Product Suite.

Nice to have

• Knowledge of Henry Schein One software portfolio.
• Previous dental experience.
• Bachelor's Degree in business administration, sales, marketing.
• Master's degree or global equivalent.
• Two or more industry certifications.
• Knowledge of Salesforce.
• Knowledge of CRM solutions.

What you get as a Henry Schein One Employee

• A great place to work with fantastic people.
• A career in sales and the ability to grow and realize your full potential.
• Competitive compensation.
• Comprehensive benefits - Medical/dental, paid time off, sick time, paid holidays, 401(k), life insurance, and more!

About Henry Schein One

Henry Schein One is the global leader in dental management, analytics, communication, and marketing software. Our company's products and services work together as one simple solution to provide users with a seamless and integrated experience.

Our company thrives because of our people. We believe in supportive, diverse, and inclusive workforce, inclusive environments, professional development opportunities, and competitive compensation packages. We value innovation, teamwork, and encourage work-life balance.

One of many reasons why Henry Schein One (HS1) leads the industry is because of our products, services and most importantly our people. In 2022 HS1 was awarded one of the top places to work for in Utah.

2022 Best Companies To Work For | Henry Schein One