Strategic Account Manager - Clinical Lab

Job Overview

The Strategic Account Manager, Clinical Lab's primary focus is to drive laboratory sales of their assigned accounts by providing product knowledge and sales expertise to the account and to collaborate with the Henry Schein HCS National and Regional Account Manager. Critical responsibilities include engaging Mid and Up Market key customer executive management to understand needs, recommending solutions and establishing contractual agreements. The SAM, Clinical Lab maintains customer relationships, advises with specific key customers, and works with HCS sales to communicate key initiatives and reports market trends and needs. This position will be customer facing and will require frequent travel.

Key Responsibilities

• Responsible for delivering a unique and superior customer experience to large Mid-Market, and Up-Market customers with regard to HS Clinical Lab equipment and POC technology and financial portfolios. Manage all lab related customer expectations and issue resolution with CLS/POC / HCS leadership and vendor partners.
• Achieve annual sales goals established by VP Capital Equipment and Senior Manager.
• Develop, implement and revise as needed our customer LAB power point presentation to be shared by LAB and HCS – a national one voice sharing our lab product and specialist's capabilities. Provide overview lab sales training to HCS SAMS, NAMS to ensure comfort and overall understanding in front of customers. Become fluent in all GPO equipment pricing schedules in turn educating CLS/POC management to best choices / best practices.
• Work closely with HCS National Account Managers keeping them informed, updated and well connected to CLS/POC. Present with HCS to National accounts as needed. Develop formulary for lab offerings specific to the National and Regional Account.
• Participate in RFI & RFP requests from GPO contracts and work closely with HS GPO leaders that report to HCS GPO General Manger to ensure HS maintains and grows contract affiliation on the GPO for lab offerings. Assist HCS GPO managers in educating GPO's as to Henry Schein's capabilities in the lab market.
• Keep travel expense reporting current on a monthly basis while keeping them to a minimum.
• Attend HCS Customer presentations, Equipment Expos, Trade shows (selective), HSI sales meetings and all LAB team functions.
• Participates in special projects and performs other duties as required.

Specialized Knowledge and Skills

Excellent sales skills and extensive medical equipment product knowledge.

Experience

5 years industry experience with strong lab background preferred.