Implant Sales Specialist

JOB OVERVIEW:

This Implant Sales Specialist (ISS) is responsible for achieving budget and advancing the sales of the Implant Component Portfolio. The ISS will be responsible to drive adoption and sales of Implant Components by engaging with our Field Selling Organization, Telesales Organization and Lab Customers. Also responsible for Expense Budget and Sales Plan execution.

KEY RESPONSIBILITIES: 

Sales Responsibilities

• Inside outside pipeline management and accurate forecasting. Achieve all revenue and GP goals.  Driving Dess adoption in all territories.  Achieving per rep budget and per team budgets. 
• Drives sales of Dess Implant Product, through effective strategy development and account targeting, while delivering a unique and superior customer experience with regard to purchasing and financing of all sales.
• Achieve annual sales goals for Dess, as established with National Sales Managers. Understand and effectively promote key company products and programs such as HSFS, all Focus Product Buckets, and Value-Added Services offerings.
• Actively engages with Zahn Key Account Managers (KAMs), Telesales Representatives (TSRs), & other related selling resources to drive the Dess portfolio and new account development.
• Co-Travel with KAMs regularly and train them on Dess products as required by National Sales Manager. Be a vocal leader at all Monthly Kickoff Meetings, Monthly Pipeline Management Meetings, Tradeshows, Local Events, and other team calls. Develop and execute a national call cycle to maximize lab visits, customer interaction and relationship building.
• Provides ongoing support to new and existing customers through regular contacts maintaining relationships and implementing strategic programs for account penetration.
• Product training and “How to sell training”
• Monitors sales of existing customer base, gross profit and works with the customer to market, ensure compliance, financial commitments, and profitability. Regularly review ordering patterns to prevent slippage and/or lost customers.
• Utilize customer lists and other tools to identify opportunities in unassigned accounts, and proactively convert these customers.
• Develops and leads educational sessions at company meetings to drive awareness and facilitate training. Works closely with sales management and other internal departments to create sales/marketing strategies, contract compliance, services and implementation activities ensuring customer satisfaction and loyalty.
• Participates in special projects and performs other duties as required.
• Create workflows that incorporate multi products for success in implants.  (Trusana fixed bridges)

Product Management Responsibilities

• CATEGORY MANAGEMENT: Ownership of all activities surrounding performance of the Dess category. This includes sales and market share analysis, identifying underperforming categories, developing plans and programs to drive sales and market share. Provide strategic guidance on product additions and line extensions. Participate in calls with Merchandising team and Dess at the discretion of Merchandising leaders. Builds marketing, advertising and business plans with Merchandising team and manufacturer for mutual growth and success. Serves as the main point of contact for the Sales Team to the Merchandising team, and at times, the manufacturer. In some instances, may manage growth incentive/ rebate programs and be responsible for quarterly rebate R/O updates to senior management.
• NEW PRODUCT ACTIVITIES: Manages the process of all new product submissions from Sales. Reviews information provided by Sales Teams to ensure all necessary information is obtained from the supplier to facilitate a timely review. Contribute to all forecasting efforts of the Merchandising Team. Works closely with Merchandising Team to develop a promotional plan to support a successful launch and ongoing sales.
• BUSINESS ACUMEN: Working knowledge of P&L and financial metrics. Ability to provide guidance on decisions that support the overall business strategy.

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.

GENERAL SKILLS & COMPETENCIES: 

• Minimum of 5 years Business experience. Implant sales experience preferred
• Excellent organizational, interpersonal, written, verbal, and analytical skills
• Demonstrated problem-solving and negotiation skills
• Excellent formal presentation skills
• Self-starter that can work with minimal direction and has excellent territory planning and management skills
• Demonstrated ability to work and communicate effectively with others
• Preferred forecasting and pipeline management skills

SPECIFIC KNOWLEDGE & SKILLS: 

• Deep knowledge of Dental Implant Market Preferred
• 3-5 years of outside sales experience required

PERFORMANCE REQUIREMENTS: 

Typically, to advance to a new job level, TSMs must demonstrate professional behavior and should consistently be at the high-end of meets expectations or consistently exceed expectations.

TRAVEL / PHYSICAL DEMANDS:

Ability to travel 50% of the time. No special physical demands required.

The posted range for this position is 80K-120K 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/incentive/commission] not reflected in the posted range subject to the achievement of the plan.

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