Drives expansion revenue within existing SMB dental practice accounts through outbound prospecting, needs discovery, software demonstrations, cross-selling, upselling, negotiation, and deal closing. Maintains customer relationships while redirecting support issues, meets activity and sales KPIs, stays current on software and industry offerings, and adopts new sales processes and technology.
Job Summary & Responsibilities
The Account Executive, Customer Growth is a sales role responsible for driving expansion revenue within our existing practice management customers. This individual will proactively engage SMB dental practices to identify growth opportunities, position software solutions that align with each customer's business goals, and close cross-sell and upsell opportunities. While relationship-building is an important part of the role, success is measured by the ability to uncover needs, match solutions, and grow revenue within the existing customer base. Successful execution includes achieving weekly and monthly sales targets.
Essential Duties And Responsibilities
- Drive expansion revenue across a portfolio of existing SMB dental practice customers through upselling and cross-selling software solutions.
- Proactively reach out to existing accounts via outbound calling to schedule meetings, uncover growth opportunities, and understand each customer's needs, business challenges, and growth goals.
- Uncover growth opportunities within each account and run product demonstrations that map DPMS solutions to the customer's goals.
- Meet weekly KPI targets for activity, number of meetings scheduled, number of Product Demonstrations, and number of Closed Deals.
- Serve as a sales-focused point of contact for existing customers, redirecting support needs to the appropriate support functions within the business so you can stay focused on revenue-generating activities.
- Stay informed on industry topics and share thought leadership with customers and internal teams.
- Maintain expertise across all software/cloud and eServices offerings.
- Champion change management and continuously learn new sales techniques, processes, and technology.
Candidate Qualifications
- 1 year of experience working in a sales-related, customer-facing role, with a track record of carrying and exceeding a sales quota.
- Bachelor's degree preferred.
- Excellent negotiation skills.
- Excellent written and oral communication, with strong interpersonal, organizational, and presentation skills, with the ability to influence desired results.
- Comfortable using technology to drive expansion revenue (SFDC, Teams, Microsoft Suite) and comfortable running software demonstrations.
- Strong willingness to champion change management, learn new sales techniques, processes, and technology.
- Domain experience in dental practices and technology is a plus but not required.
Compensation: $90,000 to $95,000 USD OTE (split between base and commission), based on experience.
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