Dental - Director, Inside Sales

JOB OVERVIEW:

This position plays a pivotal role in building and leading a newly created inside sales team to drive revenue growth across Henry Schein’s Medical and Dental divisions. The Director of Inside Sales is responsible for the creation, management and execution of sales initiatives, including developing strategies to optimize inside sales processes and expand our customer base, while achieving ambitious targets and fostering a high-performance culture.

Reporting to the Vice President of Sales, the Director will collaborate cross-functionally to align sales efforts with company goals, leveraging data-driven insights to enhance customer engagement and market penetration in the healthcare sector.

KEY RESPONSIBILITIES: 

• Leadership & Team Management
  • Lead the formation and development of the new inside sales team, including recruitment, onboarding, training, and ongoing coaching to build a results-oriented group. Includes Territory funding, creation and expansion.
  • Develop and implement training programs to enhance the skills and performance of the sales team.
  • Conduct regular performance reviews and provide ongoing feedback.
• Sales Strategy and Execution
  • Design and implement comprehensive sales strategies and initiatives tailored to inside sales channels, focusing on lead generation, customer acquisition, upselling, and retention for medical and dental products.
  • Represent the team in leadership meetings, providing reports on sales performance, forecasts, and strategic initiatives.
  • Set and monitor sales targets, KPIs, and performance metrics; conduct regular reviews to ensure alignment with divisional and company objectives, adjusting tactics as needed to exceed goals.
  • Identify new market opportunities and develop plans to capitalize on them.
• Business Development
  • Collaborate with marketing, product category, and support teams to integrate sales initiatives with broader business strategies, including demand generation programs and tool optimization.
  • Foster strong customer relationships through virtual channels (phone, email, virtual), ensuring a customer-centric approach that supports healthcare practitioners’ needs.
  • Partner closely with regional management to align on hiring decisions, periodic reviews of episodic/low-volume customers, and ensure success at the regional level.
• Financial Responsibility
  • Manage day-to-day operations of the inside sales team, including pipeline forecasting, territory planning, and resource allocation to maximize efficiency and productivity.
  • Develop and manage forecasts, sales budget, and financial report to ensure cost-effective allocation of resources.
  • Ensure the team meets or exceeds financial targets and contributes to overall company profitability.
• Process Improvement
  • Analyze sales data, market trends, and customer feedback to identify opportunities, refine value proposition, and drive continuous improvement in sales processes.
  • Develop incentive programs, performance management systems, and team culture to motivate and retain top talent.
  • Implement best practices and leverage technology to enhance team performance.
  • Ensure compliance with company policies and industry regulations.

SPECIFIC KNOWLEDGE & SKILLS: 

• Proven track record of building and scaling sales teams, achieving or exceeding revenue targets, and executing sales initiatives in a B2B environment.
• Strong understanding of inside sales techniques, including lead qualification, virtual selling, and CRM systems
• Experience in healthcare distribution, with knowledge of medical and dental supplies, equipment, and services.
• Experience launching new sales teams or initiatives in a growth-oriented organization.
• Proficiency in sales automation tools, data analytics software, and remote team management.

GENERAL SKILLS & COMPETENCIES: 

• Outstanding management and leadership skills and ability to attract, retain, motivate, develop, mentor and coach team members for high performance
• Outstanding verbal and written communication skills and ability to resolve disputes effectively
• Outstanding presentation and public speaking skills
• Expert independent decision making, analysis and problem-solving skills
• Understand, interpret and act on financial information and external trends that contributes to business profitability
• 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
• Expert planning and organizational skills and techniques
• Communicate effectively with senior management and key stakeholders
• Excellent negotiating skills and ability to effectively manage internal and external relationships
• Ability to influence, build relationships, understand organizational complexities, manage conflict and navigate politics
• Broad professional and managerial skills with a full understanding of industry practices and company policies and procedures
• Lead and develop virtual teams
• Expert in multiple technical and business skills
• Strategic planning skills

MINIMUM WORK EXPERIENCE: 

Typically 12 or more years of increasing responsibility and complexity in terms of any applicable professional experience including experience as a sales leader with inside or field sales management experience, preferably in healthcare, medical, or dental industries; 5 or more years of management experience.

PREFERRED EDUCATION: 

Typically a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent a plus.

TRAVEL / PHYSICAL DEMANDS:

Travel typically less than 20%. Office environment. No special physical demands required.

The posted range for this position is $144,235-$206,436 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, 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

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