JOB OVERVIEW:
This position is responsible for engaging Ambulatory Surgery Center (ASC) customers within a specific territory to understand needs, recommending supply chain and service solutions to establish distribution contractual agreements. Conducts face-to-face contact with every account assigned and captured on a timely and periodic basis. Focuses on growing account base by obtaining and onboarding new customers along with growing sales by selling deeper and wider in existing accounts. The Surgical FSC enables customers to operate a productive practice and assists in the delivery of quality patient care.
KEY RESPONSIBILITIES:
- Develops and manages a specific ASC focused territory by increasing market share as a primary objective. Market share increase is primarily accomplished through the cultivation and capture of new accounts.
- Drives sales of Henry Schein Surgical Products (HSSP) to ASC customers, through effective strategy development and account targeting. Embraces the execution of all company programs and corporate initiatives.
- Responds to customer’s concern in a timely fashion, takes appropriate actions to ensure customer issues/opportunities are communicated to appropriate departments.
- Plans, organizes and implements effective strategies using all company programs, tools, human resources, and initiatives to increase market share.
- Directs sales activities within the territory through the coordination of all team selling assets including Telesales (UST), Capital Equipment Specialist (CES) and the Mid Market & Up Market Business Development Executive Teams. Selling efforts must be highly coordinated to meet the complex needs of a rapidly changing industry and customer.
- Attends all medical conventions/seminars and participates in all training programs as instructed by the Area Sales Manager.
- Maintains a high level of integrity and constantly focus on continuing education programs to enhance sales and business acumen and subsequent sales performance.
- Participates in special projects and performs other duties as required.
SPECIFIC SKILLS & KNOWLEDGE:
- Must hold a valid drivers license.
- Excellent computer skills including Microsoft office (Word and Excel).
- Strong selling skills, communication skills, presentation skills, customer service skills, negotiation skills.
- Healthcare knowledge preferred, but not required.
- O.R. experience preferred but not required.
SUPERVISION:
At lower levels, may receive detailed instructions. At higher levels will normally receive minimal instruction on day-to-day work.
MINIMUM WORK EXPERIENCE:
Typically 2-4 years of field sales experience.
PREFERRED EDUCATION:
High School diploma required, bachelor’s degree preferred.
GENERAL SKILLS & COMPETENCIES:
- Goal-oriented and effective time management skills
- Solid skills in client prospecting and account management
- Ability to work independently and collaboratively within a team
- Passion for sales, always wanting more, never settling
- Understanding of industry practices
- Strong presentation and public speaking skills
- Strong interpersonal skills
- Strong conflict resolution skills and ability to deliver difficult messages
- Ability to build partnerships at all levels within the company, ability to build partnerships externally
- Good negotiating skills
- Resolve complex issues in effective ways
- Project management, consultative skills and ability to manage a budget
TRAVEL / PHYSICAL DEMANDS:
Travel typically 60%-75%. No special physical demands required.
The territory for this position covers the following area: The States of MA, Maine, NH, VT, RI, and some of NY
The candidate is required to reside in New England
Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.
For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers
