Key Account Manager, Dental Technology

Company: Dentsply Sirona
Location: Campbell
Posted on: January 3, 2026

Job Description:

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 • Bachelors 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

Keywords: Dentsply Sirona, Vallejo , Key Account Manager, Dental Technology, Sales , Campbell, California