The Account Manager position will be responsible for retaining and upselling existing customers and for identifying new prospect opportunities to drives sales for our Dental Practice Management Software in the Private Sector. They will ideally have a background in healthcare and software sales. They will be responsible for creating area account plans to meet and exceed growth expectations. Create strong executive level relationships to retain and upsell to existing customers. Identifying and pursuing new prospect opportunities to drive sales for our Dental Practice Management and Patient Solutions portfolio of products, with a particular focus on our flagship DPMS cloud solutions, working closely with the BDM.
This role will be a primary point of contact for current customers and will generate sales within their accounts by upselling and cross-selling software solutions. The role will focus on generating net new business leads from competitor accounts and practices currently using paper records.
Customer longevity is key while ensuring customer needs are met quickly to enhance the customer experience. Successful execution includes achieving weekly and monthly sales targets and achieving Key Performance Indicators around customer call volume, providing demonstrations and account reviews.
Reporting to the UK Sales Director, this position will be home based, with travel across the UK as required. Managing day to day tasks using virtual tools including Salesforce.com, PureCloud, Calendly, DocuSign and Showpad. The Account Manager will engage in person, via online MS Teams meetings, phone calls and video calling.
Working closely with both global management and all areas of the sales organization this role will strive to achieve and surpass established profitable annual sales goals whilst delighting our customers.
Essential Function
* Create area Account plans to grow assigned territory and achieve quota.
* To generate leads and booked orders via outbound calling campaigns and marketing lead follow-up.
* Provide online and onsite product demonstrations and customer meetings.
* Negotiate sales agreements and win DPMS/Patient Solutions sales opportunities through tenders and direct customer working.
* To follow company processes to effectively manage an active sales pipeline using Salesforce.com, to facilitate weekly and monthly reports
* To achieve sales targets through remote and in person selling. Create and present engaging webinars, sales presentations, and virtual meetings.
* Negotiate contracts, create sales quotations, and provide input for customer promotions.
* To achieve monthly, quarterly & annual Sensei DPMS and Patient Solution sales targets.
* Create Account plans that can be shared with Line Manager. Submit reports as requested by management.
* To be a recognised expert on the dental industry and on all aspects of Carestream Dental Sensei DPMS portfolio.
* Work directly with marketing to create effective material to help build the funnel
* Develop a deep understanding of assigned eServices products with an overall knowledge of all aspects of Carestream Dental’s solutions/products.
* Capture voice of customer using the company tools for existing, prospect and lost sales.
* Communicate customer needs by collaborating with other departments to enhance customer experience.
* Become a product expert and advocate for Sensei Cloud and Patient solutions with our customers
* Escalate issues to Development and/or Line Manager as needed.
* Log all customer contact in Carestream Dental Ltd CRM software.
* Maintain a log of all performed and planned activity, customer contacts and revenue.
* Maintain master copies of all client and internal documentation on Carestream Dental Ltd Teams Sites.
* Provide sales support to Carestream Dental Ltd Sensei DPMS clients.
* Perform sales tasks as directed by his / her manager.
* To promote, support and develop a profile of Carestream Dental DPMS Sensei products & services via Marketing in line with UK Company guidelines.
* Represent Carestream Dental Ltd from Sensei DPMS perspective at customer meetings (both remote & face to face).
* To attend Trade Shows and support direct mail campaigns when necessary.
* To participate in training & attend Sales meeting when required.
* Maintain effective communications with other Carestream Dental Ltd departments.
* Record all lead and prospect activities on CRM system.
* Maintain master copies of all client and internal documentation on Carestream Dental Ltd Teams Sites.
* Provide UK Sales Director with all UK Sales activity reports on a monthly basis.
* Completion of bi-weekly to monthly mileage & expense claims in line with company policy.
* Other duties as assigned to support the general purpose of the position’s function.
Required Education, Experience & Skills:
Min. Education and Field of Study:
* 6GCSE’s or equivalent grade C/4 or above ideally with Degree or equivalent HND within sales/business/IT/Healthcare.
Minimum Experience:
* At least 3 years sales and account management experience, selling solutions- based software or related products with a consistent track record of success. Demonstrated goal achievement / results orientation
* Experience selling software solutions into new prospect customers and evidence of generating own leads
* Experienced managing customers across the UK, leading meetings and demonstrations both with existing customers and new prospects.
* Experience working at Director and C-Suite level with customers
* Sales account management and or Dental corporate management showing measurable success from plan to close of business
* Dental or Health Sector
* A service and or software development company
* Creating and Implementing sales strategies to achieve business growth
* Experience with developing and utilizing different social media platforms within a business environment and proficient in remote learning technology
* Experience of MS Office and remote working tools
Minimum Skills:
* Has strong business acumen and industry expertise
* Excellent negotiation skills
* Sales hunter mentally
* Target & Sales objective orientated
* Ability to manage under pressure and meet deadlines
* Excellent written, oral communication and strong interpersonal, organizational, and presentation skills, with the ability to influence desired results
* Stays informed on industry topics and shares thought leadership with our clients and internal teams
* Expertise on software/cloud and eservices
* Strong willingness to champion change management, learn new sales techniques, processes and technology
* Competent in using digital tools for remote selling
* Flexible – able to work strategically and at a hands-on level both remotely and face to face
Desired Education, Skills & Experience:
* Commitment to Company’s values and promoting equality and diversity
* Energetic and enthusiastic approach to work
* Committed to continuous education through self-learning, workshops, seminars conferences etc
* Knowledge of DPMS Sensei business solutions