Dentsply Sirona is the world's largest manufacturer of professional dental products and technologies, with a 130-year history of innovation and service to the dental industry and patients worldwide. Dentsply Sirona develops, manufactures, and markets a comprehensive solutions offering including dental and oral health products as well as other consumable medical devices under a strong portfolio of world class brands. Dentsply Sirona's products provide innovative, high-quality and effective solutions to advance patient care and deliver better and safer dentistry. Dentsply Sirona's global headquarters is located in Charlotte, North Carolina. The company's shares are listed in the United States on NASDAQ under the symbol XRAY.
Bringing out the best in people
As advanced as dentistry is today, we are dedicated to making it even better. Our people have a passion for innovation and are committed to applying it to improve dental care. We live and breathe high performance, working as one global team, bringing out the best in each other for the benefit of dental patients, and the professionals who serve them. If you want to grow and develop as a part of a team that is shaping an industry, then we're looking for the best to join us.
Working at Dentsply Sirona you are able to:
Develop faster - with our commitment to the best professional development.
Perform better - as part of a high-performance, empowering culture.
Shape an industry - with a market leader that continues to drive innovation.
Make a difference -by helping improve oral health worldwide.
Role Summary
The Key Account Manager (KAM) - CTS is responsible for driving growth, retention, and adoption across DSOs, University and Government accounts. This role focuses on building high-impact partnerships, increasing utilization of digital dental technologies (e.g., intraoral scanners, software, CAD/CAM systems), and ensuring customer success through consultative engagement.
This role provides leadership, direction, and accountability throughout the entire commercial organization and supports the commercial organization through frequent collaboration with National Account Managers, Sales leaders, and brand management, to increase sales, delivering innovative programs, sales tools and enablement programs.
The Key Account Manager - CTS will also participate in developing customer-focused initiatives aimed at increasing customer loyalty and market share. It is expected that the individual will possess an in-depth knowledge of the product portfolio, will act as the national product expert and will be expected to identify collaboration opportunities between the other Dentsply Sirona SBU teams to leverage the power of One Dentsply Sirona driving the One Customer initiative.
Key Responsibilities
Account Management & Growth
Grow a portfolio of high-value accounts (e.g., DSOs, large group practices, Government and Academic institutions) in conjunction with the National Account and Institutional Teams
Develop multi-level relationships with clinical, operational, and executive stakeholders.
Create strategic account plans focused on technology adoption, training pathways, and revenue growth.
Identify expansion opportunities across products, locations, and services.
Sales & Commercial Execution
Identify opportunities with the National Accounts and Institutional teams and support the selling strategy by being the subject matter expert.
Lead commercial negotiations, pricing conversations, renewals, and multi-site rollouts.
Forecast revenue, track KPIs, and maintain CRM hygiene with accuracy.
Technology Adoption & Clinical Enablement
Guide customers through digital transformation-including workflow optimization and integration of 3D scanning, CAD/CAM, imaging, and software tools.
Partner with product specialists to support evaluations, demos, and pilot programs.
Internal Collaboration
Focus on coaching and execution efforts with the National Account, and Institution Managers
Work cross-functionally with marketing, product, clinical education, and tech support to deliver a seamless customer experience, while shaping strategic plans
Bring customer insights and market feedback to product and leadership teams.
Analyzes issues that impact customers and proactively communicate those issues with the appropriate internal work groups
Address customer complaints in an appropriate and professional manner. Escalating concerns as required by current processes.
Support key launches, events, and strategic initiatives.
Performs other duties as assigned or as may be necessary
Qualifications
Required
Bachelor's degree or equivalent dental industry sales experience.
3-7+ years of experience in key account management, strategic sales, or enterprise sales.
Experience selling digital dental solutions (intraoral scanners, aligners, CAD/CAM, imaging, software).
Experience in the dental technology, medical device, digital health, or related healthcare industry.
Strong understanding of digital workflows, clinical processes, and DSO operations.
Proven ability to manage complex accounts with multiple decision-makers.
Excellent communication, presentation, and negotiation skills.
Ability to handle conflict and resolve problems quickly
Capable of working independently
Ability to travel up to 50% of the time
Preferred
Background working with DSOs or multi-site healthcare organizations.
Strong analytical skills and CRM proficiency (Salesforce preferred).
Competencies
Strategic relationship management
Solution-focused consultative selling
Technical aptitude with digital dentistry systems
Data-driven decision making
Cross-functional collaboration
High accountability and results orientation
LI-MR1
Dentsply Sirona is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, disability, or protected Veteran status. We appreciate your interest in Dentsply Sirona.
If you need assistance with completing the online application due to a disability, please send an accommodation request to careers@dentsplysirona.com (careers@dentsply.com) . Please be sure to include "Accommodation Request" in the subject.
For California Residents:
We may collect the following categories of personal information in connection with the submission of your resume or application materials to us for employment, and if hired, your employment with us: identifiers (e.g., name, address, email address, birthdate); personal records (e.g., telephone number, signature, education information, criminal background information, passport number and visa information); consumer characteristics (e.g., sex, marital status, veteran status, race, disability, sexual orientation); professional or employment information (e.g., resume, cover letter, employment history, background check forms, references, certifications, transcripts and languages spoken); and inferences from personal information collected (e.g., a profile reflecting abilities and aptitudes).
The above categories of personal information are collected for the following business purposes: performing recruitment and hiring services; processing interactions and transactions (e.g., to comply with federal and state laws requiring us to maintain certain records, managing the workforce); and security (e.g., detecting security incidents, protecting against fraudulent or illegal activity).
For additional details and questions, contact us at careers@dentsplysirona.com
