This role supports a territory across the Midwest region. Candidates residing within the territory are strongly preferred to facilitate customer engagement and travel throughout the assigned area. JOB OVERVIEW: This position is responsible for managing Henry Schein non-traditional customers. These customer categories consist of DSO’s (Group Practices), Community Health Centers, Government/Institutional, Third-Party bidders and Special Projects. This position will be responsible for managing a book of business of roughly $10M - $50M. Provide consistent direction and support to the field management and leadership teams and collaborate with respective stakeholders to execute a strategic business plan. Responsibility will include growing sales within the non-traditional customer categories through training, education, communication and inclusion of field teams. KEY RESPONSIBILITIES: Account Management: Oversee a portfolio of non-traditional customers (DSOs, Community Health Centers, Government/Institutional clients, Third-Party bidders, and Special Projects) with a focus on revenue growth, retention, and customer satisfaction. Manage a book of business valued between $10M - $50M, ensuring targets and key performance indicators (KPIs) are met or exceeded. Sales Growth and Strategy Execution: Develop and implement strategies to grow sales within these non-traditional customer categories, focusing on increasing market share and revenue. Work with the field management and leadership teams to execute a strategic business plan that aligns with organizational goals. Training and Education: Provide training and educational support to field teams to ensure they are equipped with the knowledge and tools to effectively sell and service the non-traditional customer base. Create educational materials or programs to enhance product understanding and sales techniques. Cross-functional Collaboration: Collaborate with internal stakeholders (sales teams, product management, marketing, operations) to align strategies and ensure smooth execution of plans. Work closely with field teams to provide ongoing direction, support, and guidance to ensure consistency and alignment with company objectives. Customer Relationship Management: Build and maintain strong relationships with key stakeholders in each non-traditional customer category, acting as the primary point of contact. Address customer needs and resolve issues effectively and in a timely manner. Market Analysis and Reporting: Analyze sales data, customer trends, and market conditions to identify growth opportunities within the non-traditional customer categories. Provide regular reports and insights to senior management on business performance, customer needs, and competitive landscape. Stakeholder Communication: Maintain regular communication with senior leadership, providing updates on sales progress, challenges, and strategies. Ensure consistent and clear communication across teams, both internally and externally, regarding customer expectations, product offerings, and services. Special Project Management: Lead and manage special projects that may be required within the non-traditional customer categories, ensuring successful outcomes. Ensure projects are completed on time, within scope, and meet defined business objectives. SPECIFIC KNOWLEDGE & SKILLS: Vast knowledge of dental equipment and digital technology; inclusive of dental imaging, practice management, and software. Clear understanding of the design, build and installation process for De Novo dental sites. Field experience on construction sites and working with third party contractors. Dental plumbing/electrical knowledge for quoting/design. GENERAL SKILLS & COMPETENCIES: Excellent understanding of industry practices Strong proficiency with tools, systems, and procedures Excellent planning/organizational skills and techniques Excellent independent decision making, analysis and problem solving skills Outstanding verbal and written communication skills Excellent presentation and public speaking skills Excellent interpersonal skills Excellent conflict resolution skills and ability to deliver difficult messages Ability to build partnerships at all levels within the company Good negotiating skills Resolve complex issues in effective ways Project management, consultative skills and ability to manage a budget Specialist in multiple technical and/or business skills Ability to cultivate and develop lasting internal and external customer relations MINIMUM WORK EXPERIENCE: Typically 8 or more years of increasing responsibility in terms of any applicable professional experience. Minimum 7 years sales experience preferred. Minimum of 3 to 5 years of previous dental equipment experience typically required. PREFERRED EDUCATION: Typically a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent a plus. May hold one or more industry certifications. TRAVEL / PHYSICAL DEMANDS: This position will typically require 50% travel, both air and ground. No special physical demands required. Must maintain a valid driver’s license. The posted range for this position is $100,678-$157,310 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 a bonus 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. 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 Fraud Alert Henry Schein has recently been made aware of multiple scams where unauthorized individuals are using Henry Schein's name and logo to solicit potential job seekers for employment. Please be advised that Henry Schein's official U.S. website is www.henryschein.com. Any other format is not genuine. Any jobs posted by Henry Schein or its recruiters on the internet may be accessed through Henry Schein's on-line "career opportunities" portal through this official website. Applicants who wish to seek employment with Henry Schein are advised to verify the job posting through this portal. No money transfers, payments of any kind, or credit card numbers, will EVER be requested from applicants by Henry Schein or any recruiters on its behalf, at any point in the recruitment process. Over 90 years ago Henry Schein borrowed $500 to start a corner pharmacy in Queens, New York, nearly 30 miles from Melville, New York, where our corporate headquarters resides today. In the depths of the Great Depression, Henry and his wife Esther made a bold bet on their future all while living their values of helping health happen and caring for their team and the community they served. Their belief paid off far beyond what Henry and Esther might have dared to imagine in 1932. Henry Schein is now a Fortune 500 Company powered by a network of people and technology to be the world’s leading provider of health care products, services and solutions to office-based dental and medical practitioners. Since our founding we have stayed true to Henry and Esther’s values which has allowed us to evolve, expand, and grow our Company. Now serving more than 1 million customers in 33 countries and territories, the Company's network of trusted advisors provides more than 1 million customers globally with more than 300 valued solutions that help improve operational success and clinical outcomes. We invite you to join approximately 25,000 Team Schein Members, who are critical to our success and are at the core of our Team Schein Values as our founders would have wanted. We live those values by ensuring that our culture focuses on the wellness of our team, which we accomplish by providing a safe space for individuals to develop and contribute authentically, with opportunities to give back to society and the communities where we live and work. No matter the role you are seeking, we encourage you to come be a part of a team that makes the world a healthier place. Henry Schein embraces diversity and is committed to providing equal opportunity to employees and applicants. If you are unable or limited in your ability to complete the application process, including the use or access of www.henryschein.com/careers, as a result of a physical or mental impairment, you can request reasonable accommodations. Please e-mail the appropriate email address below with the type of accommodation you are requesting. Please include your first and last name, phone number, position for which you are interested in applying and geographic location in your request. US Candidates: jobsupport@henryschein.com UK and Ireland Candidates: UKHSHRRecruitment@henryschein.co.uk Australia and New Zealand Candidates: APACCareers@henryscheinone.com Malaysia Candidates: CNHR@henryschein.com Italy Candidates: risorse.umane@henryschein.it It is important to us to offer different types of work arrangements. Please see the types we offer below: Work From Home: Work is performed directly from the TSM's home office. Hybrid: Time is scheduled between working from a TSM home office and at a company facility, as required. Onsite: Work is performed exclusively at a company facility. Field: Position requires traveling to different locations within a specific geographic territory, as assigned.