The Role
The Account Manager is a sales-forward role responsible for driving expansion revenue within a portfolio of existing DPMS customers. This individual will proactively engage SMB dental practices to identify growth opportunities, position software solutions that align with each customer’s business goals, and close cross-sell and upsell opportunities. While relationship-building is an important part of the role, success is measured by the ability to uncover needs, match solutions, and grow revenue within the existing customer base. Successful execution includes achieving weekly and monthly sales targets.
Essential Duties and Responsibilities
- Drive expansion revenue across a portfolio of existing SMB dental practice customers through upselling and cross-selling software solutions.
- Proactively reach out to existing accounts via outbound calling to schedule and run Account Reviews - structured conversations designed to understand each customer’s needs, business challenges, and growth goals.
- Uncover growth opportunities within each account and run product demonstrations that map DPMS solutions to the customer's goals.
- Meet weekly KPI targets for number of Account Reviews, number of Product Demonstrations, and number of Closed Deals.
- Serve as a sales-focused point of contact for existing customers, redirecting support needs to the appropriate support functions within the business so you can stay focused on revenue-generating activities.
- Build long-term relationships that position you as a trusted advisor for customers looking to expand their use of DPMS solutions.
- Stay informed on industry topics and share thought leadership with customers and internal teams.
- Maintain expertise across all software/cloud and eServices offerings.
- Champion change management and continuously learn new sales techniques, processes, and technology.
Candidate Qualifications
- 1 year of experience working in a sales-related, customer-facing role, with a track record of carrying and exceeding a sales quota.
- Bachelor’s degree preferred.
- Excellent negotiation skills.
- Excellent written and oral communication, with strong interpersonal, organizational, and presentation skills, with the ability to influence desired results.
- Comfortable using technology to drive expansion revenue (SFDC, Teams, Microsoft Suite) and comfortable running software demonstrations
- Strong willingness to champion change management, learn new sales techniques, processes, and technology.
- Domain experience in dental practices and technology is a plus but not required.
Skills Required
- 1 year of experience in a sales-related, customer-facing role with a track record of carrying and exceeding a sales quota.
- Bachelor's degree
- Excellent negotiation skills
- Excellent written and oral communication, strong interpersonal, organizational, and presentation skills, ability to influence results
- Comfortable using technology (SFDC, Teams, Microsoft Suite) and running software demonstrations
- Strong willingness to champion change management and learn new sales techniques, processes, and technology
- Domain experience in dental practices and technology
What We Do
Carestream Dental is transforming dentistry, simplifying technology and changing lives around the world with innovative digital dental systems, solutions and support. From intraoral and extraoral imaging equipment to CAD/CAM solutions, imaging analysis software and practice management systems, practitioners rely on Carestream Dental to drive transformation in the industry. Carestream Dental technology captures two billion images annually and helps practitioners deliver more precise diagnoses, improved workflows and superior patient care. For more information, please visit carestreamdental.com.
