Key Account Manager, DSO - Milano - 3Shape

Descrizione

The DSO Key Account Manager has a key role in working with and establishing solid relationships with Dental Service Organizations and 3Shape Reseller Partners in Italy that are key for 3Shape Italy success.

The position focuses on proactively identifying sales opportunities, developing strategies, prioritizing action plans, driving success, and executing relationship-based selling with (including but not limited to):National, Regional, and Local DSO'sGroup, Mid-Markets, Multi-Site, and Emerging Markets Dental PracticesEducationGovernmentInstitutionsResellersThe Key Account Manager will develop sales strategy plans utilizing consultative selling modalities to establish trusted relationship with these Strategic Accounts; this begins from the first meeting of interest, continues through any proof of concept, and culminates when the implementation phase is completed.

È pronto/a a candidarsi? Si assicuri di aver compreso tutte le responsabilità e i compiti associati a questo ruolo prima di procedere.

The relationship continues post-implementation throughout the customer lifecycle to ensure usage, adoption, and a consistently positive customer experience that fosters organic growth.

The Key Account Manager is primarily responsible for selling and promoting all 3Shape products to DSO's as well as with Group, Mid-Markets, Multi-Site, and Emerging Markets Dental Practices.

This position is also responsible for selling and promoting all 3Shape products to a targeted list of DSO accounts.

Success is measured by sales performance, achievement of goals and KPIs, and the extent of user implementation, adoption, and overall usage of 3Shape Dental Solutions (hardware and software).

Strong alignment with the 3Shape Italian team and global stakeholders is required

Essential Duties and Responsibilities:

Identify and understand DSO and Reseller OrganizationsCreate and implement business plans to establish trusted relationships through consultative selling as a business advisorDevelop and implement strategies to increase the education of and sales to Reseller Partners and DSOsUnderstand IT infrastructure and collaborate with others to further define integration needs, strategies, and action plansWork towards achieving maximum profitability and growth in line with and exceeding company expectationsContribute to the development and implementation of plans and strategies to grow the 3Shape business, maximizing exposure and education of our products to dealer partners and end customersUnderstand the reseller's agenda and priorities and ensure alignment with 3Shape objectivesDevelop the sales initiation and offering strategy sequence with particular focus on ROI, implementation plans, workflows, proof-of-concept, training, development plans, as well as usage and adoption as a business consultant utilizing the consultative sales approachRepresent the brand externally and internally using effective marketing techniques, maintaining strong product knowledge, and driving salesUtilize excellent business acumen to identify opportunities to enhance the 3Shape brand identity in the marketplace while maintaining a strong customer focus.

Responsible for establishing and maintaining excellent relationships with both internal and external stakeholders.

Core and Required Elements of Success:1.

Establish, grow, and maintain strong relationships:Develop and maintain strong relationships with our reseller partners at the C-level as well as at the regional manager and field levels, to support sales goalsRepresent 3Shape at trade shows/events, dealer national sales meetings as neededAssist in coverage at dealer corporate offices and special events as neededAggressively seek to establish meaningful and direct relationships with end customers for cross selling opportunities and referrals2.

Sales and Strategic Support:

Develop general and client-specific relationship building and education strategies leading to current or future salesDevelop business plans and sales strategies for assigned accounts that contribute to 3Shape sales and profit expectationsDevelop and maintain strong working relationships with Reseller Partner Special Markets and Strategic Accounts Management teams to develop and support businessAssist in development and implementation of marketing plans to grow market shareProvide input regarding proposals, presentations, and company initiatives3.

Product Knowledge:

Demonstrate and maintain a high level of technical expertise on all 3Shape productsUtilize expertise to support the development and market introduction of new products and services4.

Analysis and Reporting:

Maintain accurate and timely records of sales and support activities in assigned areas through use of CRMMaintain accurate reports on sales and market shareCreate meaningful quarterly and yearly sales plans (business plans) focused on goal achievement and exceeding expectationsProvide monthly pipeline/ opportunity reports and timely feedback to the Country Manager5.

Policy and Procedure Adherence:

Adhere to all company policies, procedures, and business ethics codesControl of expenses in line with company directives; demonstrate responsible budget managementManage travel and expenses keeping within allocated budgetMaintain contact with all reseller partners to ensure high level of customer satisfaction and relationship valueDemonstrate strong business acumen while understanding and leveraging the drivers of the businessDemonstrate ability to interact professionally with all internal teams and external customersSets example in areas of personal character through commitment, organizational and selling skills, and work habitsConsistently communicate & provide information on the current business situation; relays suggestions/ideas, recommendations, challenges, and opportunities to keep the team informed and enhance our business successWork Location/Hours: This role is remote, with the individual working from their home office.

Some time is expected in the Italian office in Milan to engage with colleagues, and similar requirements may apply elsewhere.

Participation in weekend and evening reseller/partner sales events, trade shows, exhibits, conventions, and customer or KOL meetings may be required

Travel:
This position requires up to 70% domestic travel and may include international travel (primarily to Denmark)

Required Education and Experience:
A minimum of 3 years working in the dental industry for a dental dealer or dental manufacturer with demonstrated experience in dental equipment and technology salesA minimum of 3 years working with DSOs with extensive dealer and customer connections/networks in these areasEstablished and strong reseller partner relationshipsDemonstrated understanding of dental clinical workflowsDemonstrated strong organizational and follow through skillsExperience working in a team environment with multiple stakeholders and decision-makers at all levels in the organizationEffective and structured written and verbal communication skills; strong presentation skillsExperience of a consultative, relationship-oriented organizationPreferred Education and Experience:Experience working with intraoral digital impression and/or lab scanners and softwareIT knowledge and experienceExtensive experience in or with global organizations

Embraces Change:
Able to be proactive, adaptive, improvise, and overcome challenges while being results-oriented and creative, considering competing priorities and tight timeframes

Results Orientation:
Always has the result in mind and works to that end.

Able to gain results both individually and collectively within a team

Customer Orientation:
Maintains commitment to customers, clients, and employee colleagues providing them with enjoyable and supportive experience.

Pleasant, easy to work with

Attention to Detail and Organization:
Maintains detailed records, information, and organizes it in a relevant way including use of CRM

Time Management:
Manages time effectively at both the individual and project levels; collaborates with team members to support key deliverables

Technologically Savvy:
Able to work with, understand and embrace changes in technology

Ethical Conduct:
Takes accountability for decisions, makes decisions that clearly adhere to an ethical standard.
We encourage all relevant applicants to apply. xkiyazw

We are committed to celebrating human diversity, and we trust that the best way to reach outstanding business results, is by welcoming diverse people into our community.

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