Key Account Manager

Job Description

Who We Are

GC America is a global leader in dental care and oral health. With more than 100 years of history, presence in over 100 countries, and a team of over 3,500 people worldwide, we are proud to support dental professionals with innovative, high-quality products that truly make a difference for patients. Our teams across Europe, North America, and Asia work together to develop and manufacture precision components for the dental industry, always focused on quality, innovation, and improving lives. At GC, we believe in working with care and purpose. Our company philosophy, SEMUI, is all about thinking from the standpoint of others, whether that’s our customers, our teams, or the people who use our products every day. It’s this mindset that helps us drive innovation, respect each other, and create real value for the future of oral health. If you’re looking to join a successful, global company with real career opportunities, we’d love to meet you.

About the Role

The Key Account Manager (KAM) is responsible for driving growth and building strong partnerships within assigned Dental Service Organizations (DSOs) accounts. This role is focused on expanding share of wallet, executing business plans (Quarterly Business Reviews), and delivering exceptional customer support to mid-market DSOs.

The KAM will also serve as the main liaison between the company and key distribution partners, as well as understanding the unique needs of mid-markets, providing tailored solutions, coordinating all sales activities, and collaborating with cross-functional teams to deliver exceptional value. The KAM will serve as the primary contact for clients, addressing their concerns, and ensuring alignment with our products and services. Effective communication, negotiation, and analytical skills are essential for success in this role.

KEY RESPONSIBILITIES:

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• Own and manage relationships with assigned mid-market DSO accounts, acting as the primary contact for sales and strategic initiatives.
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• Develop and execute account plans to grow revenue, improve customer retention, and support the adoption of the full product portfolio.
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• Collaborate with cross-functional teams including Marketing, Analytics, Customer Service, and Sales Leadership to support DSO partner needs.
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• Utilize data analytics, sales trends, performance metrics, pricing strategics and business insights to identify growth opportunities and adjust plans accordingly.
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• Conduct regular business reviews with DSO decision-makers to present performance results and align future strategies.
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• Support training, onboarding, and field execution with DSO stakeholders and key opinion leaders.
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• Participate in regional and national dental meetings, tradeshows, and customer events to represent the company and support DSO engagement.
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Conduct Effective Sales Planning:

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• Work closely with the Special Markets Manager to map out mid-market strategy involving assigned account list as well as lead generation.
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• Continuously Identify new business opportunities.
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• Coordinate ongoing quarterly business reviews (QBR’s) with assigned accounts.
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• Coordinate quarterly DSO opportunities provided by Special Markets Manager
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• Develop DSO Account Plans prioritizing opportunities quarterly.
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• Forecasting and pipeline/funnel management.
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Territory Performance Management:

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• Participate in monthly regional performance management meeting/webinars and provide update.
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• Touch assigned top KAM accounts a minimum of four (4) times per year.
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• Meet with assigned dealer partners on a quarterly basis to review sales performance, create sales programs and provide product/marketing updates.
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• Ensure assigned DSO accounts are trained on new product introductions within one month of launch.
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• Participating with Special Markets Manager in financial reviews with distributors to maximize growth on a quarterly basis
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• Involvement in the development and execution of distribution programs using joint strategies to accomplish business objectives (product launch, product gaps, spiffs, coop, and regional opportunities)
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• Execute Key Performance Indicators (KPI’s) on a weekly, monthly & quarterly basis.
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Product Knowledge:

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• Responsible for learning and understanding the GC Selling Way.
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• Responsible for understanding how to properly demonstrate, communicate and train customers on all product features and benefits and how they can be applied within a clinical setting.
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• Participate with all inter-company training programs to learn about all new products and updates with both GCA and other GC Corporate partners.
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• Responsible for providing accurate and useful reports for GCA Management Team
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• Responsible for input on technical product training for sales, marketing and customer service teams using various communication methodologies (PowerPoint, webinar, face-to-face, teleconference, convention, etc.)
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Other:

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• Participate in regulatory compliance activities related to the job function, including quality audits, adverse event reporting for company products, and adherence to Good Documentation Practices for reporting and record keeping.
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• Perform other duties as may be assigned.
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• An individual in this position must be able to successfully perform the essential duties and responsibilities listed above. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of this position.
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QUALIFICATIONS:

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• Bachelor’s degree preferred.
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• 3+ years of sales experience, preferably in the dental, medical, or healthcare sectors
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• Strong track record of growing revenue and managing complex customer relationships.
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• Excellent interpersonal, communication, and presentation skills
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• Ability to write comprehensive reports utilizing Microsoft products (Word, Excel, PowerPoint, etc.)
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• Superb verbal communication skills (interpersonal, presentation/training) in the English language
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• Demonstrated analytical and creative thinking skills as demonstrated by technical problem-solving, analysis and innovative solutions.
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• Demonstrated ability to multi-task.
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• Ability to travel up to 50%.
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Why Join GC America

At GC, you will be part of a growing, innovative company with a global footprint. We offer a collaborative, international work environment where your expertise has a direct impact.

BENEFITS AND PERKS

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• Company car
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• Base salary and commissions
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• 401(k) through Fidelity and company matching 10%
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• Dental insurance with Delta Dental PPO
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• Health insurance BCBS Illinois PPO
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• Employee Assistance Program
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• Health Savings Account
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• Company Paid Life Insurance (two times annual salary)
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• Paid time off, including an extra paid week off the week between Christmas and New Years
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• Tuition reimbursement
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• Vision insurance through EyeMed
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• 10 paid holidays
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Ready to Apply?

We look forward to receiving your application. Please note that due to the high volume of applications, only shortlisted candidates will be contacted. Thank you for considering GC America as your next career step.