National Account Manager, NA Strategic Accounts

Position Description: National Account Manager, Strategic Accounts North America

Prepared: November 2023

FLSA Status: Exempt

Category: Regular, Full-Time

Position Overview:

The National Account Manager, Strategic Accounts North America has a key role in working with and establishing solid relationships with Strategic Account Organizations and 3Shape Reseller Partners, mainly in North America, that are key for 3Shape’s North American success.

The position focus will be to proactively discover sales opportunities, develop strategies, create and prioritize action plans, drive success, and execute relation-based selling with (but may not be limited to):

- National, Regional, and Local DSO’s

- Group, Mid-Markets, Multi-Site, and Emerging Markets Dental Practices

- Institutions: Education, Government, Hospital

- External Dealer Partners & 3Shape Internal Stakeholders

The National Account Manager, Strategic Accounts North America will develop sales strategy plans utilizing consultative selling modalities to establish trusted relationships. Success is defined through the analysis of sales numbers, achievements to goals, KPI and MBO achievement, and the extent of user implementation, adoption, and overall successful usage of the 3Shape Portfolio (hardware and software). Solid and demonstrated alignment within the Strategic Accounts Team (North America and Global), the North American Sales Team, as well as global 3Shape stakeholders is required.

Reports to: Director, NA Strategic Accounts

Essential Duties and Responsibilities:

• Identify and understand the Strategic Accounts and Reseller Organizations
• Create and implement business plans to establish trusted relationships with consultative selling as a business advisor
• Works towards achieving maximum profitability and growth in line with and exceeding company expectations
• Contributes to the development and implementation of plans and strategies to grow the 3Shape business while maximizing exposure and education of our products to dealer partners and directly with end customers
• Develops 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
• Represents the brand externally and internally using proper marketing techniques, maintaining and sustaining strong product knowledge, and driving sales
• Responsible for utilizing excellent business acumen to identify opportunities to enhance the 3Shape brand identity in the marketplace while maintaining a strong customer focus.
• Responsible to establish and maintain excellent relationships with both internal and external stakeholders.
• Conduct analysis of the business in assigned area to identify growth opportunity areas and partner with 3Shape Territory Managers and Regional Managers to determine the best course of action to enhance sales
• Provide timely feedback to the Director of Strategic Accounts, North America regarding product and market performance
• Create meaningful quarterly and yearly sales plans (business plans) focused on goal achievement and exceeding expectations
• Provide monthly pipeline/ opportunity reports and timely feedback to Director of Strategic Accounts, North America regarding timeline & status of anticipated opportunities

Work Location/Hours: This role is a remote position meaning the individual will be working from their home office. The individual is expected to spend some time in the New Providence, NJ office to engage with other 3Shape colleagues and may be required to do the same elsewhere. There are times that the individual will be required to participate in certain weekend and evening reseller/partner sales events, trade shows, exhibits and conventions as well as customer or KOL meetings and events.

Physical Demands: While performing the duties of this position, the employee is regularly required to talk or hear. The employee frequently is required to use hands to handle documents, objects, tools, or controls. The employee is occasionally required to stand; walk; sit; reach with hands and arms; climb or balance; and stoop, kneel, crouch or crawl. The employee will be required to travel by air, both domestically and internationally, and will physically need to be able to navigate these activities.

Travel: This position requires up to 30% domestic travel and may include international travel (primarily to Denmark).

Required Education and Experience:

• A minimum of 5 years working in the dental industry for a dental dealer or dental manufacturer with demonstrated experience in dental equipment and technology sales
• A minimum of 5 additional years working exclusively with Dental Strategic Account customers; along with strong dealer and customer connections/networks in these areas
• Established and strong dealer partner network
• Demonstrated understanding of dental clinical workflows
• A 4-year diploma from a recognized academic institution or equivalent relevant work experience
• Demonstration of strong organizational and follow through skills
• Experience working in a team environment with multiple stakeholders and decision-makers at all levels in the organization
• Effective and structured written and verbal communication skills; strong presentation skills

Preferred Education and Experience:

• MBA (preferred)
• Experience working with intraoal digital impression and or lab scanners and software
• IT knowledge and experience
• Extensive experience in or with global organizations

Critical Competencies:

Embraces Change: Able to be proactive, adaptive, improvise, and overcome with being results oriented while being creative with consideration of 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 a commitment to customers, clients, and employee colleagues providing them with an enjoyable and supportive experience. Pleasant, easy to work with.

Attention to Detail and Organization: Maintains detailed records, information, and organizes it in such a way that supports the organization or employee’s needs.

Time Management: Both at the individual and project levels. Able to effectively collaborate with and utilize other 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.

3Shape reserves the right and ability to make modest changes to this role; specifically, adding additional scope and duties as related to changing business plans.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.