The Role
Drive revenue growth across assigned dental accounts by acquiring new offices, expanding existing relationships, identifying sales opportunities, managing pipelines, and promoting dental lab products and services. Maintain CRM records, monitor account performance, provide product and technical guidance, educate dental offices, coordinate issue resolution, and collaborate on strategic sales initiatives. Travel up to 15% to customer locations or events.
Summary Generated by Built In
The Strategic Account Manager - Standard role is responsible for driving revenue growth and expanding the office base within Standard Accounts. The Strategic Account Manager will report to and collaborate with the Business Development Manager to drive strategic initiatives, align goals, enhance collaboration and foster growth within assigned accounts.
Essential Duties
- Initiate contact with potential customers through phone calls, emails, text, video conferencing and other communication channels.
- Develop and maintain strong relationships as the office level to maximize share of wallet (adding new offices, new dentists within existing offices, additional service lines and/or incremental market share)
- Identify and pursue new business opportunities within Standard Accounts.
- Utilize clinical or dental related sales experience to serve as a trusted resource for the dental office.
- Monitor account performance and develop actionable insights to improve penetration and growth.
- Regularly report on account activities, performance metrics, and strategic initiatives to internal stakeholders.
- Proactively engage with former and new office business targets on a structured basis, utilizing strategic call volumes to drive growth and retention.
- Identify incremental sales opportunities within the customer base.
- Tracking and managing deals through various stages of the sales pipeline. Utilizing CRM to streamline sales processes
- Oversee/identify offices whose business is lost or declining; document reasons for decline or loss in HubSpot.
- Promote and sell dental lab products and services to dental offices, clinics, and practices.
- Educate offices on emerging products and industry trends, maintaining credibility through an in-depth understanding of current market conditions and competitors' products.
- Develop professional relationships through direct one-to-one communication with assigned offices/dentists, effectively explaining product features and employing persuasive sales techniques.
- Participate in team meetings and contribute to the development of sales initiatives.
- Act as a liaison between technicians and offices, offering product and technical advice.
- Collaborate with other departments, ensuring prompt resolution of all questions, issues, and follow-ups regarding cases within 24 hours.
- Record all customer information and interactions in CRM.
- Proven track record in sales quota achievement, preferably in the dental or related industry
- Proven ability to penetrate, build and nourish meaningful, long-term relationships with executives, company employees, customers, and other key stakeholders
- Experience with HubSpot or other customer relationship management software preferred.
- Proficiency in Microsoft Office Suite to effectively perform tasks, create reports and communicate with customers and colleagues.
- Ability to be proactive and flexible in fast paced environment
- Ability to multi-task, prioritize, and manage time effectively
- Excellent consultative and competitive sales skills that leverage both strong process and relationship-driven techniques
- Data-driven, analytical and detail-oriented approach
- Customer and solution-oriented
- 3-5 years of outside sales experience in dental or medical device or in office clinical experience working as RDA or RDH.
- Bachelor’s degree in dental technology, dental hygiene, or related field preferred. High School diploma or GED equivalent required.
- Willingness to travel (up to 15%) to customer locations or events as assigned and work flexible hours as needed.
Skills Required
- Proven track record of achieving sales quotas
- Ability to build and maintain long-term relationships with executives, employees, customers, and stakeholders
- Experience with HubSpot or other customer relationship management software
- Proficiency in Microsoft Office Suite
- Ability to be proactive and flexible in a fast-paced environment
- Ability to multitask, prioritize, and manage time effectively
- Excellent consultative and competitive sales skills
- Data-driven, analytical, and detail-oriented approach
- Customer- and solution-oriented approach
- 3-5 years of outside sales experience in dental or medical device, or clinical office experience as an RDA or RDH
- Bachelor's degree in dental technology, dental hygiene, or a related field
- High school diploma or GED equivalent
- Willingness to travel up to 15% to customer locations or events
- Willingness to work flexible hours as needed
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The Company
What We Do
Established in 2005, DDS Lab is a National Board-Certified full-service dental laboratory and multi-national medical device manufacturer. The company specializes in fabricating custom dental prosthetic appliances, including crowns, bridges, and orthodontic implants, for dental service organizations, mid-size group practices, and independent dentists across the United States. Based in Tampa, Florida, DDS Lab utilizes advanced digital workflows and CAD/CAM technology to deliver high-quality restorative solutions.
