JOB OVERVIEW:
This position is responsible for the Sales and Gross Profit growth of inactive and some low-activity assigned accounts in the Dental Division, within specific market segments (i.e. Independent, Large Group Practice). Consistently contacts 100% of the assigned accounts in each monthly call cycle utilizing a consultative sales approach. Pre-call planning includes review of each account to understand the viability of the account and potential sales opportunities. Establishes/re-establishes/builds relationships with customers’ gatekeeper, main point of contact and decision-makers and sells the Henry Schein company as a single source to the physician’s office. Contacts each inactive accounts to learn the reason the practice is not placing orders and offers improved/exceptional service levels and pricing to regain the business. Negotiates competitive pricing with customer, within limits or contracts, and utilizes competitive sales plan pricing to achieve the sale. Places customers’ orders over the phone and achieves sales growth on focus products by utilizing call campaigns and promotional offers. Responsible for remaining aware and knowledgeable of promotional programs, competitive products and merchandising-marketing practices. Responsible for learning and utilizing the technology, tools, and reporting provided that offer specialty purchasing history and provide efficiency in call schedule management. Attends vendor product training sessions and chair-sides to develop relationships with vendor partners and learns product details and key selling points. Assists customer with resolving any after sale questions or concerns and product related technical questions. Works in partnership with internal sales and support teams to provide exceptional customer experience.
KEY RESPONSIBILITIES:
- Contacts a minimum of 100% of inactive customers within an assigned territory every fiscal month to consistently achieve 100% Sales and Gross Profit goals by utilizing consultative sales techniques.
- Works remotely utilizing technology and tools to support team meetings, general communications, and individual meetings with management.
- Works with support departments (Credit, Customer Service, and Verification) to assist customers with order status, product returns, pricing discrepancies and inquiries on account balance.
- Understands and effectively uses reporting and tools provided to increase Gross Profit and Sales results.
- Updates and maintains customer records – main point of contact, phone#, e-mail address.
- Responsible for remaining aware and knowledgeable of promotional programs and merchandising-marketing approaches by reading Marketing communications and utilizing the intranet, and The Source.
- Attends remote vendor product training sessions and participate in vendor chair-sides to learn product details and key selling points of products and technologies.
- Partners with the Credit Department in collecting past due balances from customers buy suggesting alternative payment methods, such as credit cards.
- Works with Inventory Management, NSI Group, Technical Support, and Equipment specialists to assist with customers ordering items the company does not typically stock and must purchase directly from the vendor.
- Attends and participates at in-person sales meetings, training programs and conventions as required, including travel time estimation of 5%.
- Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work-related tasks in a manner that is in compliance with all Company policies and procedures including Worldwide Business Standards.
- Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments.
SPECIFIC SKILLS AND KNOWLEDGE:
- Strong selling, customer service and negotiation skills
- Good telephone etiquette with the ability to call out to and answer a high volume of calls
- Ability to effectively answer inquiries and resolve disputes
- Able to learn applicable computer systems and software (Microsoft 365)
- Work independently with limited supervision in a remote work environment
MINIMUM WORK EXPERIENCE:
Ideally two years sales experience or the equivalent, cold calling / inside sales experience preferred
PREFERRED EDUCATION:
Typically, a Bachelor's Degree or global equivalent in related discipline
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
