JOB OVERVIEW:This position is responsible for driving sales growth and fostering strong relationships with key customers within a defined geographic territory. The Regional Orthodontic Sales Specialist is responsible for the Private Practice, Private Group Practice, and Emerging DSO segments (10-100 location accounts) driving sales of our Specialty Orthodontic Catalog (brackets, bands, wires, appliances, + etc.), Clear Aligners and key Specialty Educational Efforts. Working closely with Group Practice Specialists (GPS), 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 Orthodontics extensive portfolio of products and services.
KEY RESPONSIBILITIES: - Sales Strategy and Execution: Service and grow your existing customer base while identifying new prospective customers within the territory. 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. Develop Distribution Territory Plans and Goals for the assigned territory. Be accountable for achieving monthly, quarterly and annual sales targets established for the territory.
- Customer Engagement: Present Henry Schein Orthodontics compelling value proposition to key decision-makers within Private Practice, Group Practices and Emerging DSOs, identifying their specific needs and recommending tailored solutions. Establish and Maintain Collegiate/Resident Program Relationships through tailored efforts to Educational Programs. Support School events and educate new residents and faculty on Henry Schein Orthodontics Catalog.
- Professional Education Growth Drivers: Responsible for assisting in the development, planning, marketing and driving attendance to Orthodontic Specialty Continuing Education Courses sponsored by Henry Schein Orthodontics. Collaborating with the Professional Education Team to foster new Key Opinion Leader Development.
- 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 Orthodontics Sales and Operations Teams.
- Orthodontic Educational Leadership: Responsible for Educating Distribution Centers, RGMS, FSCs on Henry Schein Orthodontics unique product offering and competitive advantage. Regional Orthodontic Product Expert, ability to virtually educate customers, prospects, TSMs through engaging and targeted presentations. Develop and lead educational sessions at company meetings to raise awareness about the orthodontics 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 Sales Managers and Directors ensuring the continuous improvement and adaptation of sales strategies
SPECIFIC KNOWLEDGE & SKILLS: - Previous experience in Orthodontic / Aligner Industry required.
- Excellent management and leadership skills and ability to attract, retain, motivate, develop and mentor team members for high performance
- 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
- Communicate effectively with senior management and key stakeholders
- 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
GENERAL SKILLS & COMPETENCIES: - Strong understanding of industry practices
- High proficiency with tools, systems, and procedures
- Good planning/organizational skills and techniques
- Good decision making, analysis and problem-solving skills with ability to multi-task
- Strong verbal and written communication skills
- Good presentation and public speaking skills
- Good interpersonal skills
- Good conflict resolution skills and ability to deliver difficult messages
- Ability to build partnerships at all levels within the company, begin to build partnerships externally
- Resolve complex issues in effective ways
MINIMUM WORK EXPERIENCE: Typically 5 to 7 or more years of increasing responsibility in terms of any applicable professional experience, including minimum 2 years of experience in Orthodontic industry 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; professional certification may be required to advance.
TRAVEL / PHYSICAL DEMANDS:Travel up to 50% to support regional teams, attend meetings, and engage with key clients and stakeholders. Office environment. No special physical demands required.
This role covers the following territory:
Massachusetts, New Jersey, New York, Pennsylvania, and Virginia; candidates must reside within one of these states due to travel requirements.
The posted range for this position is $80,000 - $100,000 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.
