SA Key Account Consultant

Overview:
The Account Manager - HSD is responsible for winning, retaining, and developing high street dental
business. The Account Manager - HSD will be allocated accounts based on clearly defined group of
customers based in the Northern Suburbs / West Rand. The Key Account Consultant must reside in
one of these areas.
Key contact groups within accounts include practice owners and principal dentists, associates, practice
managers, treatment co-ordinators, dental nurses and general business and administration staff.
The main proportion of activity isfocussed on retaining and growing accounts. Growth is likely to come
from come:
1. Increasing the 'share of wallet' of customers for merchandise (spend per chair)
2. Enhancing GP by optimising portfolio utilisation
3. Spend on small equipment
4. Creating opportunities for the customers to benefit from value-add offerings
A proportion of activity will be focussed on new account acquisition from prospecting of large and
medium accounts with no/low current merchandise spend with Henry Schein, as well as following up
leads from other parts of the business.
Primary Key Performance Indicators may include (but not limited to):
1. Sales and GP for merchandise
2. Sales of small equipment
3. Introduction/penetration of strategic initiatives
4. New account acquisition/net customer gain
5. Customer satisfaction e.g., NPS
The Key Account Consultative - HSD will need to develop an understanding of the Henry Schein
business and work closely with existing and potential customers in a consultative manner. They will
identify opportunities for growth and ensure that we are capitalising on those opportunities by
introducing the relevant solution. The Account Manager - HSD will have an in-depth knowledge of
what drives account retention. A confident, communicative style is necessary as is the ability to build
trust with our customers.
Job Responsibilities:
The role holder will be responsible for the following:
• Achieve and exceed Sales, Gross Profit Targets

Henry Schein is committed to the principle of equal opportunities in employment in all spheres of its operation.

Henry Schein Dental Warehouse (PTY)/Henry Schein South Africa (PTY) LTD strives to operate a policy of equal opportunity and not discriminate against any person's gender, race, colour, nationality, ethnic or national origin, religion, sexual orientation, marital status, disability, age or any other characteristic protected by law.