Key Account Specialist, Aligners Job at Henry Schein
This position is responsible for supporting the National and Regional Dental Service Organization (DSO) customers with the implementation, onboarding, and growth of Reveal® Clear Aligners into the DSOs affiliated practices. The Key Account Specialist (KAS) will work directly with the HSO Special Markets Sales and Service team in assigned territories, with all aspects of account support. They will be responsible for driving the ideal patient journey with Reveal® Clear Aligners. This includes, but is not limited to: actively engaging assigned DSO customers, identifying DSO customer opportunities, and coordinating communications with DSO Strategic Account Managers (SAM). Additionally, this individual will enhance the customer experience through the timely management of communications regarding Reveal® Aligner training, product inquiries, case submissions, and ongoing customer needs.
Additional responsibilities include supporting the drive for incremental aligner sales and market share within our DSO customers by providing ongoing education, selling and training efforts with affiliated practices, positioning Reveal® Aligners as a complete, innovative solution for their clear aligner needs. KAS will develop, communicate and implement sales and training strategies designed to accomplish specific aligner volume growth internally and externally.
KEY RESPONSIBILITIES:
- Understanding aligner market trends, practice and patient needs and requirements.
- Includes active engagement daily with key accounts to gain Voice of Customer (VOC) feedback to determine how HSO can best support offices/doctors
- Includes participation at territory industry events and HSO CE events
- Includes monthly engagement with multiple DSO social media and email platforms sharing market information on group practices (e-newsletters, podcasts, webinars, etc)
- Working in DSO practices to make sure they maximize the potential of integrating the Reveal® Clear Aligner System
- Onboarding Reveal® Clear Aligners within new DSO locations (live or virtual)
- Includes training on competitive advantages of Reveal® Aligners versus competition
- Includes training on DDX submission portal, process, and troubleshooting
- Includes training on Studio Pro treatment software, process, and troubleshooting
- Includes training on case selection and case management best practices
- Visiting key DSO locations that require additional Reveal® aligner training. This may include case identification, case submission, treatment plan review, patient communication, etc.
- Performing practice evaluations and giving recommendations on how to successfully integrate the Reveal® Clear Aligner system into the DSO office.
- This includes assessing their current aligner strategy, impression types, software preferences, patient engagement strategy, financial positioning, and TC scripting.
- Proactively contact DSO locations (in-person or remote) to convert stagnant aligner cases
- Ensure every DSO office is deploying all available Reveal® Aligner marketing tools to maximize office-to-patient communication
- Contact individual DSO locations with low sales or need for more attention and support
- Review quarterly Reveal® Clear Aligner activity with each office
In addition to the standard KAS responsibilities listed above, the role will take on broader leadership role to support SMSA with KAS team management in the following areas:
- Training and onboarding of new KAS team members; Shadowing new KAS training events
- Ongoing mentorship for active KAS team members; Sharing of best practices
- Oversee day to day schedules for KAS team members for efficient time management
- Oversee and help SMSA set and track quarterly MBO goals for KAS team
- Assure KAS have all tools necessary to complete customer trainings
- Assure KAS presentations and training protocols are updated and consistent
- Timekeeper – Verify and submit time sheet edits and PTO requests to SMSA/HR
- Manage KAS dispatch calendar for key events requiring travel; Gain SMSA approval as needed
- Support SMSA with the DSO “Train the Trainer” program to develop internal KOL champions
- Support SMSA with the DSO Advisory Board program to develop KOL feedback (VOC) for product, process, service, and software development
SPECIFIC KNOWLEDGE & SKILLS:
- Preferred 1-2 years KAS or AOS experience at HSO with focus on Reveal® training
- Dental industry, IOS, or ortho/aligner product knowledge preferred
- Must have proficient training knowledge of clinical dental and orthodontic terms and anatomy, aligners case ID, Reveal® Aligner product line, and Reveal® software (DDX, Studio Pro)
- Desktop publishing, such as Quark & Publisher a plus
- Microsoft Office – Excel, PowerPoint, Word
- Ability to lead and develop virtual teams via Teams, Zoom, plus other platforms
- Technically adept
- Ability to work remotely and travel up to 60% of time.
GENERAL SKILLS & COMPETENCIES:
- Excellent time management skills and the ability to prioritize work
- Ability to set clear team goals, delegate tasks and set deadlines
- Very good attention to detail and accuracy
- Customer service oriented and ability to work with and resolve complex issues
- Ability to plan and arrange activities
- Excellent interpersonal communication skills
- Excellent written and verbal communication skills
- Ability to maintain confidential and highly sensitive information
- Ability to work in a team environment
- Ability to multi-task
- Ability to manage conflict
- Capacity to work effectively under pressure
- Good analysis and problem solving skills
- Oversee multiple and/or complex projects
- Identify and recommend continuous improvement opportunities
- Establish productive working relationships at multiple levels within the organization
MINIMUM WORK EXPERIENCE:
Typically 5 or more years of related experience.
PREFERRED EDUCATION:
Typically High School education, vocational training and/or on-the-job training. Bachelor’s degree preferred.
TRAVEL / PHYSICAL DEMANDS:
Travel typically less than 10%. Office environment. No special physical demands required.
Vaccine Requirement
Candidates for this requisition are required to be up to date on their COVID-19 vaccination series, including any eligible booster doses, pursuant to state/local law. These standards and/or requirements may vary from those established by the Company. In some jurisdictions there may be an exception for those seeking a medical or religious accommodation. If you require an accommodation, please inform the recruiter or hiring manager.
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
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