Special Markets Key Account Manager Houston, TX

Midwestdental; Houston (TX); On-site; USD 120,000 - 140,000; Full time

Benefits offered by this job

401k matching

Paid Time Off

Paid Holidays

Stable company culture

Job summary

Midwestdental is seeking a Special Markets Key Account Manager in Houston, TX, focused on driving growth in DSO and group practices. The role involves building strategic partnerships, expanding accounts, and delivering value-based solutions across supplies and services.

Ideal candidates should have strong B2B sales experience, excellent communication skills, and a strategic selling mindset. The position offers a competitive salary range of $120,000 - $140,000 annually, along with benefits like 401k matching and Paid Time Off.

Qualifications

• Proven B2B and institutional sales experience in complex environments.
• Strong knowledge of dental equipment and supplies.
• Ability to build strategic relationships and influence stakeholders.

Responsibilities

• Identify and secure new DSO and group practice accounts.
• Conduct strategy meetings with field reps for account growth.
• Manage RFPs and pricing agreements, delivering presentations.

Skills

B2B Sales Experience

Negotiation Skills

Strategic Selling Mindset

Strong Communication Skills

Market Analysis

Tools

Outlook

Excel

Google Sheets

Job description

Houston, TX
Pay: $120,000 - $140,000 annually
Job Type Full-time | Monday–Friday

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.

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

• 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: Partner with executive leadership (CEO, CFO, CMO) while engaging clinical and procurement teams to position Midwest Dental as a trusted, long-term partner. Build and maintain strong relationships with dental manufacturers and business partners
• Lead Contracts & Present Solutions: Manage RFPs, pricing agreements, and negotiations while delivering professional presentations and proposals, and selling integrated solutions across supplies, equipment, and services
• Report & Track Performance: Provide activity reporting on pipeline, revenue, and account progress while tracking opportunities and performance using Outlook, Excel, and Google Sheets
• Support & Educate: Quickly respond to and fully support territory reps on SM processes, training them on protocols and business skills needed for School, Government, Community Health, and group Practice organizations while ensuring customer satisfaction by resolving issues in a timely manner

Knowledge, Skills, Abilities and Other Characteristics (KSAOs)

• Stay highly organized and manage multiple compliance tasks
• 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
• 401k matching
• Paid Time Off
• Paid Holidays
• Big company stability with a close-knit team culture