Dental Strategic Accounts Manager

Confidential Company  •  Orlando, FL and 3 other locations

5 - 7 years experience  •  Pharmaceuticals & Biotech

Salary depends on experience
Posted on 08/01/18
Confidential Company
Orlando, FL
5 - 7 years experience
Pharmaceuticals & Biotech
Salary depends on experience
Posted on 08/01/18

Dental Strategic Accounts Manager


This position is accountable for developing and implementing the strategic plans necessary for growth and profitability within Midmark’ s corporate account, university, government, CHC, DSO and other institution customers.This position manages the introduction, sales and re-marketing activities to the division’s corporate accounts.  Corporate accounts include, but may not be limited to:

  • Dental Schools
  • Dental Hygiene Schools & Dental Assisting Schools
  • Large private dental groups, e.g. more than 5 facilities crossing state or regional boundaries (Heartland, ADP, etc.)
  • Community Health Centers (CHC’s) crossing state or regional boundaries
  • Government dental facilities (e.g. bases and VA Hospitals)
  • Indian health services practices
  • Dealer Corporate Accounts groups
  • Other institutional accounts as directed or uncovered


  • Direct and coordinate business forecasting, pricing, and asset management to assure the means for establishing sound yearly and long-range objectives as directed by the Director of Strategic Accounts.  The expectation of this position is that sales objectives are achieved or exceeded.
  • Responsible for the sales process around these accounts – prospecting, creating, selling, negotiation, closing, ordering, delivery, installation, service, account management, and ongoing contract maintenance.
  • Work with sales leadership to implement the business unit’s short-term and long-term strategy to support the annual Strategic Planning process.
  • Provide leadership to distributors and end-user customer accounts with respect to Division and Corporate policy and objectives.
  • Work with the Marketing Department to implement strategic marketing plans through the division’s field sales force, promotions group, and customer service/technical service department
  • Negotiate future renewal proposal for GSA pricing in advance of agreement expiration.


  • A completed task, not how that task is completed
  • Responsibilities that are needed or desirable for better fulfilment of primary responsibilities
  • Is an active participant and presents during the Midmark NSM


  • Ability to build relationships with internal and external customers
  • Visionary thinker who can articulate a future state
  • Mentors sales force on strategic selling approaches


  • Recruit and develop a high performing Strategic Account’s sales team
  • Mentor team on best practice sales tactics

EDUCATION and/or EXPERIENCE:Minimum 5 years of successful experience in a Sales and/or Marketing position with preference for experience in a health-care or high-technology, distribution-based selling environment. Bachelor’s degree required, preferably in a marketing, business or related field; MBA recommended.


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