JOB OVERVIEW:This position plays a pivotal role in driving sales growth and fostering strong relationships with key customers within the Private Practice, Group Practice, and Emerging DSO segments (10-100 location accounts). Working closely with Regional General Manager, Sales - Dental (RGMs) and Field Sales Consultant (FSCs), this position will be instrumental in selling, servicing, and developing targeted practices, leveraging Henry Schein's extensive portfolio of products and services.
KEY RESPONSIBILITIES: - Sales Strategy and Execution: Collaborate with RGMs and FSCs to develop and implement effective sales strategies that lead to successful Purchase Agreements (PVAs / CPAs) with new and underdeveloped accounts. Manage the production of draft agreements, pricing reviews, and necessary approvals from the support team and sales management.
- Customer Engagement: Present Henry Schein Dental's compelling value proposition to key decision-makers within Group Practices and Emerging DSOs, identifying their specific needs and recommending tailored supply and service solutions.
- Margin Enhancement: Engage with manufacturers to negotiate better pricing and improve margins, ensuring the financial success of our partnerships.
- Cross-Functional Collaboration: Partner with teams from Henry Schein One, Practice Services, and Brands to stay updated on offerings and develop integrated strategies that drive sales.
- Training and Support: Provide comprehensive training to RGMs and FSCs, equipping them with the tools and knowledge to enhance customer relationships and execute strategic sales initiatives effectively.
- Prospective Client Management: Maintain a robust database of potential clients using tools like Salesforce and PowerBI to track opportunities and engagement.
- Strategic Communication: Interpret and relay strategic insights to sales consultants and management, ensuring alignment and execution of competitive strategies across the Dental Sales and Operations Teams.
- Educational Leadership: Develop and lead educational sessions at company meetings to raise awareness about the needs of private group practices and the support they require from Henry Schein.
- Sales and Marketing Collaboration: Work closely with sales and marketing management to create promotional plans and develop targeted programs and sales strategies for private group practices.
- Networking and Representation: Represent Henry Schein at selective tradeshows and industry events, enhancing our presence and building valuable relationships in the market.
- Special Projects: Contribute to special projects as assigned by Area Directors, ensuring the continuous improvement and adaptation of sales strategies.
SPECIFIC KNOWLEDGE & SKILLS: - Strong interpersonal and leadership skills required.
- Excellent verbal and written communication skills; the ability to call, connect, and interact with potential customers.
- Strong business acumen with excellent analytical, sales strategy, negotiation, influencing, business planning and time-management skills.
- Ability to work independently or as an active member of a team.
- Knowledge of dental organization structures including: NDSOs, LDSOs and Emerging DSOs.
- Demonstrated and proven sales results.
- Demonstrated experience in developing new and successful business initiatives and the ability to coordinate relevant services to incorporate into customer programs and offerings.
- Proficient computer software skills including the use of Microsoft Office suite, data analytics reporting and CRM (Salesforce).
- Ability to negotiate legal contract terms within company policies and directives.
GENERAL SKILLS & COMPETENCIES: - Excellent management and leadership skills and ability to attract, retain, motivate, develop and mentor team members for high performance
- Outstanding verbal and written communication skills and ability to resolve disputes effectively
- Outstanding presentation and public speaking skills
- Outstanding independent decision making, analysis and problem-solving skills
- Understand, interpret and act on financial information that contributes to business profitability
- Ability to plan and manage complex and successful projects; understand available resources, develop timeline, budget and assign areas of responsibility
- Lead teams to achieve company goals and solve complex business issues in creative and effective ways
- Outstanding planning and organizational skills and techniques
- Communicate effectively with senior management and key stakeholders
- Strong negotiating skills and ability to effectively manage internal and external relationships
- Ability to influence, build relationships, understand organizational complexities, manage conflict and navigate politics
- Broad and wide-range of professional and managerial skills with a full understanding of industry practices and company policies and procedures
- Ability to lead and develop virtual teams
- Outstanding in multiple technical and business skills
MINIMUM WORK EXPERIENCE: Typically 10 or more years of increasing responsibility and complexity in terms of any applicable professional experience including minimum 5 years of experience in the dental or medical distribution sales ideally working with group practices, and/or larger private practice offices ; 5 or more years of management experience including significant experience in leading sales and operations teams across multiple regions. Previous experience with team selling is preferred.
PREFERRED EDUCATION: Typically a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent a plus.
TRAVEL / PHYSICAL DEMANDS:Travel up to 50% to support regional teams, attend meetings, and engage with key clients and stakeholders. No special physical demands required.
- The posted range for this position is $113,962-$178,067 which is the expected starting base salary range for an employee who is new to the role to fully proficient in the role. Many factors go into determining employee pay within the posted range including education, prior experience, training, current skills, certifications, location/labor market, internal equity, etc. At the time of this posting, this position is eligible for commission not reflected in the posted range subject to the achievement of the plan.
- Other benefits available include: Medical, Dental and Vision Coverage, 401K Plan with Company Match, PTO [or sick leave if applicable], Paid Parental Leave, Income Protection, Work Life Assistance Program, Flexible Spending Accounts, Educational Benefits, Worldwide Scholarship Program and Volunteer Opportunities.
