Dental, Area Sales Executive - Midwest

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

• 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.
• 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.
• Engage with manufacturers to negotiate better pricing and improve margins, ensuring the financial success of our partnerships.
• Partner with teams from Henry Schein One, Practice Services, and Brands to stay updated on offerings and develop integrated strategies that drive sales.
• Provide comprehensive training to RGMs and FSCs, equipping them with the tools and knowledge to enhance customer relationships and execute strategic sales initiatives effectively.
• Maintain a robust database of potential clients using tools like Salesforce and PowerBI to track opportunities and engagement.
• Interpret and relay strategic insights to sales consultants and management, ensuring alignment and execution of competitive strategies across the Dental Sales and Operations Teams.
• 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.
• Work closely with sales and marketing management to create promotional plans and develop targeted programs and sales strategies for private group practices.
• Represent Henry Schein at selective tradeshows and industry events, enhancing our presence and building valuable relationships in the market.
• 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.