JOB OVERVIEW:
The Strategic Account Manager (SAM), Capital Equipment, is responsible for driving capital equipment sales growth within assigned Mid-Market and Up-Market accounts. This role engages executive-level stakeholders, develops customer-specific equipment strategies, and partners closely with Henry Schein Strategic Account Managers to deliver a superior customer experience. The SAM will maintain strong customer relationships, support national account initiatives, and collaborate cross-functionally to secure long-term contractual agreements. This role is customer-facing and requires frequent travel.
Location: Ideally based in Nashville, TN; however, candidates from nearby major markets across the central and southeastern US will also be considered.
KEY RESPONSIBILITIES:
Customer Engagement & Relationship Management
Deliver a superior customer experience across large Mid-Market and Up-Market accounts.
Serve as a strategic advisor for capital equipment needs, managing expectations and resolving issues in partnership with Capital Equipment Specialist (CES) and Strategic Accounts leadership.
Engage customer executive management to assess needs, recommend solutions, and expand strategic partnerships.
Sales Growth & Program Execution
Increase capital equipment sales and gross profit within assigned accounts.
Develop and execute equipment programs to drive increased market share.
Collaborate with field teams to ensure the successful deployment and adoption of programs.
Achieve annual sales goals as defined by Capital Equipment leadership.
Training & Enablement
Develop and maintain a national CES equipment capabilities presentation.
Provide capital equipment sales training to Field Sales Consultants (FSC) and Strategic Accounts Team to strengthen confidence and customer readiness.
Group Purchasing Organization (GPO) & Contract Management
Maintain fluency in all GPO pricing schedules and advise CES leadership on best practices.
Work closely with Business Development Executive (BDE) teams and the Strategic Accounts Team to ensure alignment.
Develop capital equipment formularies tailored to National Accounts.
Participate in RFI/RFP processes with GPO leadership to support contract growth and retention.
Cross-Functional Collaboration & Representation
Present jointly with BDE and Strategic Accounts teams for national customer meetings as needed.
Attend strategic customer presentations, equipment expos, selective trade shows, Henry Schein Inc. (HSI) sales meetings, and CES functions.
Maintain timely and accurate monthly travel expense reporting.
Additional Responsibilities
Participate in special projects and perform other duties as assigned.
Maintain professionalism and company behavioral standards in all business activities.
Meet company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work related tasks in a manner that is in compliance with all Company policies and procedures including WorldWide Business Standards.
Adhere to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments.
SPECIFIC KNOWLEDGE & SKILLS
Understanding of all equipment utilized for multi-specialty practices with emphasis on digitally connected devices, capital equipment, and imaging modalities
Knowledge of a multi-tiered procurement process and equipment asset management
Experience in developing an equipment standardization plan and deployment strategies from a customer viewpoint
Understanding of GPO contract compliance, tier pricing and relevance of price parity
GENERAL SKILLS & COMPETENCIES:
Excellent understanding of industry practices
Strong proficiency with tools, systems, and procedures
Excellent planning/organizational skills and techniques
Excellent independent decision making, analysis and problem solving skills
Outstanding verbal and written communication skills
Excellent presentation and public speaking skills
Excellent interpersonal skills
Excellent conflict resolution skills and ability to deliver difficult messages
Ability to build partnerships at all levels within the company
Good negotiating skills
Resolve complex issues in effective ways
Project management, consultative skills and ability to manage a budget
Specialist in multiple technical and/or business skills
Ability to cultivate and develop lasting internal and external customer relations
WORK EXPERIENCE:
Typically 8 or more years of increasing responsibility and complexity in terms of any applicable professional experience.
PREFERRED EDUCATION:
Typically a Bachelor's Degree or global equivalent in related discipline.
Master's degree or global equivalent preferred.
May hold two or more industry certifications.
TRAVEL/ PHYSICAL DEMANDS:
Travel typically 50% or greater
Standard office environment
No special physical demands required
Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.
For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers
Fraud Alert
Henry Schein has recently been made aware of multiple scams where unauthorized individuals are using Henry Schein's name and logo to solicit potential job seekers for employment.
Please be advised that Henry Schein's official U.S. website is www.henryschein.com. Any other format is not genuine. Any jobs posted by Henry Schein or its recruiters on the internet may be accessed through Henry Schein's on-line "career opportunities" portal through this official website. Applicants who wish to seek employment with Henry Schein are advised to verify the job posting through this portal.
No money transfers, payments of any kind, or credit card numbers, will EVER be requested from applicants by Henry Schein or any recruiters on its behalf, at any point in the recruitment process.