Special Markets Key Account Manager - Houston / San Antonio / Austin, TX

About Us
Since 1988, Midwest Dental Equipment & Supply has proudly served the dental community in Wichita Falls and beyond. We support dental offices by delivering the right products on time, every time. We’re a stable, close-knit team that values reliability, teamwork, and doing things the right way. Learn more about us at www.midwestdental.com.

Purpose of the Position:

Midwest Dental is seeking a Special Markets Key Account Manager to drive growth within our DSO, Group Practice, Community Health and Institutional segments. This role focuses on building strategic partnerships, expanding existing accounts, and delivering value-based solutions across supplies, equipment, and services.

This is a high-impact, strategic sales role working closely with leadership, field sales, and the Inside Special Services team to drive measurable growth.

The Special Markets Key Account Manager (KAM) is responsible for achieving targeted sales growth for Midwest Dental, by successfully driving growth and obtaining new business.

Organizational Relationship(s):

The Special Markets KAM reports directly to the Director of Special Markets.

Duties and Responsibilities:

The duties of the Key Account Manager include, but are not limited to:

Drive Growth & Win New Business: Identify, prospect and secure new DSO and group practice accounts while expanding existing relationships and driving contract compliance

· Partner with the Sales Team: Conduct 1:1 strategy meetings with field reps while developing territory and account growth plans and coaching teams on DSO selling and execution. Visibility is key with 40% regional co-travel.

Build strategic relationships by partnering with executive leadership (CEO, CFO, CMO) while engaging clinical and procurement teams to position Midwest Dental as a trusted, long-term partner
Lead Contracts & Present Solutions: Manage RFPs, pricing agreements, and negotiations while delivering professional presentations and proposals and selling integrated solutions across supplies, equipment, and service
Report & Track Performance: Provide activity reporting on pipeline, revenue, and account progress while tracking opportunities and performance using Outlook, Excel, and Google Sheets
Building rapport and strategic partnerships with existing dental manufacturers and business partners
Quick to respond and fully support and educate territory reps on SM process
Ensure customer satisfaction by handling issues and getting resolutions in timely manner.
Understand and teach the Midwest Sales representatives the protocols and business skills needed to be successful in School, Government, Community Health, and Group Practice organizations.

Knowledge, Skills, Abilities and Other Characteristics (KSAO’s):

The applicable KSAO’s for a Special Markets Key Account Manager are as follows:

Excellent communication and presentation skills, strong negotiation and business acumen, a strategic solution-based selling mindset, and the ability to influence at all levels of an organization
Strong knowledge of dental equipment and supplies
Proven B2B and institutional sales experience, with the ability to navigate complex, multi-location organizations
Demonstrated success in negotiation, vendor relationship management, and market analysis

· Ability to sell solutions, not just products, by aligning offerings to customer needs and business objectives

Track record of driving sales growth and expanding customer relationships
Skilled in market research and competitive analysis to identify opportunities and risks
Strong team collaboration and cross-functional partnership across all departments within Midwest Dental.
Excellent problem-solving, analytical thinking, and decision-making skills
Willingness and ability to conduct overnight travel

Benefits:

· Health, Dental & Life Insurance

· 401k matching

· Paid Time Off

· Paid holidays

· Monday – Friday schedule

· Big company stability with a close-knit team culture

Pay: $120,000.00 - $140,000.00 per year

Work Location: On the road

Midwest Dental Equipment and Supply jobs

Special Markets Key Account Manager