Dental Division DSO Strategic Account Sales Executive (Northeast Region)

JOB SUMMARY:

The Strategic Accounts Sales Executive is a healthcare sales professional responsible for driving revenue through a sales process with enterprise customers across the target market of care. This individual will identify and articulate customer performance gaps and insights and position Midmark value through a portfolio of clinical workflow solutions. This individual will work within a team of aligned sales professionals as well as channel partners to proactively develop and deliver top-line revenue growth across strategic regional and national accounts by winning new customers and optimizing product mix while meeting expense targets.

ESSENTIAL/PRIMARY DUTIES:

• Represents Midmarks complete portfolio of equipment, devices, software, and services through consultations, workshops, presentations, and demonstrations (in-person/virtual/hybrid).
• Serves as the primary point of contact and fosters relationships with strategic accounts while collaborating with channel partners to grow sales.
• Prospects and identifies new sales opportunities, including new strategic logos and expansion of existing strategic accounts independently and with assistance of regional sales teams.
• Develops tailored solutions by investigating customer needs, performing gap analyses, and leveraging Midmarks value proposition.
• Exceeds revenue goals and strategic product KPIs aligned with divisional strategies and business objectives.
• Creates and delivers proposals by collaborating with internal teams and utilizing sales tools and best practices.
• Executes Midmarks business-to-business sales process using Gartner sales ideology and The Challenger Sale/Jolt Effect methodology.
• Maintains and nurtures a reliable pipeline of opportunities through Salesforce CRM for account planning, lead tracking, and data intelligence.
• Partners with Sales and Marketing teams to implement strategies for new products and stay current with industry developments.
• Demonstrates strong professional sales skills, including proposal selling, objection handling, and closing deals to drive market share growth.

SECONDARY DUTIES:

• None

EDUCATION and/or EXPERIENCE:

Bachelors degree in sales, business, or a related field and 7+ years of business-to-business enterprise sales experience in the healthcare or dental industry preferred, or equivalent combination of education/experience. Valid drivers license is required.

COMPETENCY and/or SKILL:

• Knowledge of healthcare and dental industry business drivers, market trends, and best practices
• Capable of working through a defined sales process
• Proficient in prospecting through proactive networking and LinkedIn/SalesNavigator tools
• Effective presentation skills with high-level executives
• Proven track record of consultative selling to a committee of influential decision-makers
• Ability to foster relationships with customers
• Proven experience in sales and customer service
• Demonstrable experience in negotiating and meeting client requirements
• Expertise in supply chain procurement
• Strategic thinker with the ability to articulate a future state
• Ability to work cross-functionally with internal teammates to drive sales & profitability and identify sales targets
• Skilled at training, teaching, and empowering others, including channel partners
• In-depth understanding of sales performance metrics
• Strong analytical and problem-solving skills
• Excellent listening and communication skills
• Effective organizational and time management skills
• Hands-on experience with CRM software and Microsoft Office Suite

SUPERVISORY RESPONSIBILITIES:

• None