Key Account Manager

Key Account Manager

Reports to:

Vice President of Sales | Business Development

Headquarters:

Savannah, GA

Job Location:

Hybrid | Remote

What we do at Dental Claim Support:

DCS is a dental revenue cycle management company that works with dentists, dental offices and DSOs in the United States. DCS empowers dental teams by integrating highly trained RCM experts and a unique technology framework to maximize profitability and catalyze growth. Our dental billing systems and processes allow our employees to work all aspects of the full revenue cycle system efficiently, to increase profits for dental practices and groups.

Position Summary:

Dental Claim Support is seeking a driven Key Account Manager to join our sales team. In this role, you will be responsible for managing and growing relationships with key clients, ensuring their needs are met while identifying opportunities for expanding their use of DCS services. You will focus on understanding the specific revenue cycle needs of each client, guiding them through their journey with DCS, and ensuring they receive exceptional service. You will work closely with Operations, Marketing, and IT teams to maintain alignment and deliver seamless support.

How the Key Account Manager fits in:

As a Key Account Manager, you will play a critical role in both maintaining and expanding our existing client base. You will serve as the main point of contact for your assigned key accounts, ensuring that their revenue cycle management needs are understood, addressed, and aligned with the appropriate DCS services. Your contributions will be essential to fostering long-term client relationships, increasing customer satisfaction, and driving company growth. By collaborating with Operations, Marketing, and IT teams, you will ensure that clients receive a cohesive and high-quality experience that reinforces DCS's leadership in the RCM industry.

In this role, you will:

Sales Account Management::

• Serve as the primary contact for key clients, maintaining and expanding relationships through regular communication and engagement.

Customer Journey Support:

• Serve as the initial guide for prospective clients, helping them navigate the beginning of their journey with DCS and ensuring a smooth transition to our services.

Cross-Departmental Alignment:

• Work in alignment with the Operations team to ensure that client onboarding and service delivery meet client expectations. Partner with the Marketing team to support lead generation and client engagement efforts.

Follow-Up:

• Regularly follow up with leads to nurture relationships, address any questions, and provide ongoing support throughout their customer journey.

CRM Management:

• Keep the HubSpot CRM updated with accurate information, recording all client interactions and ensuring seamless communication across departments.

Client Onboarding:

• Assist new clients in transitioning smoothly to the appropriate service teams, ensuring that Operations, Marketing, and IT are aligned to deliver an exceptional client experience.

Strategic Growth:

• Identify opportunities to upsell or cross-sell additional services to key clients based on their evolving needs and goals.

Outside Sales and Events

• Attend industry conferences, sales events, and client meetings with the goal of identifying and nurturing new prospects, leading to closed deals.

Success Criteria:

Lead Conversion:

• Guide at minimum 10% of leads through the customer journey to become clients each month.

Net New Clients:

• Contribute to the overall goal of acquiring 40 net new clients per month by ensuring high engagement and successful conversions.

Churn Minimization:

• Reduce client churn by at least 10% within the first six months by ensuring that client needs are clearly understood and aligned with the appropriate services.

Cross-Departmental Collaboration:

• Ensure timely and effective communication and collaboration with Operations, Marketing, and IT to support client needs and business goals.

Customer Satisfaction:

• Contribute to high client satisfaction during the onboarding process, with positive feedback reflecting successful alignment with Operations, Marketing, and IT.

CRM Accuracy:

• Ensure 100% accuracy in CRM entries, with all client interactions logged and up-to-date, supporting cross-departmental efforts.

Requirements:

• High energy and a contagious positive attitude.
• Expected travel: 10% attending conferences and company events.
• Previous B2B sales experience with a proven track record of meeting or exceeding sales quotas.
• Excellent communication skills, both written and verbal.
• Ability to thrive in a fast-paced environment and handle repetitive tasks with consistency.
• Strong collaboration skills and ability to work effectively with Operations, Marketing, and IT teams.
• Comfortable using technology, including CRM systems like HubSpot and video conferencing tools like Zoom.
• Resilience in handling objections and maintaining persistence in follow-up efforts.
• Ideal candidates will have an understanding of DCS' operational procedures, ensuring that client needs are effectively met and aligned with service capabilities.

Salary Details:

• Starting $45k base (commensurate based on experience) 3.5% of revenue deal for 12 months. Commissions paid out quarterly, base paid bi-weekly.

Our Company Values:

• Customer Success
• Transparency
• Reliability
• Professional Excellence
• Alignment
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