Dental, Area Sales Executive - Midwest

Henry Schein

6d•$113,962 - $178,067

About The Position

The Area Sales Executive drives sales growth and builds relationships with key customers in the Private Practice, Group Practice, and Emerging DSO segments, including accounts with 10–100 locations. Working with Regional General Managers, Sales - Dental (RGMs), and Field Sales Consultants (FSCs), the role sells, services, and develops targeted practices using Henry Schein’s products and services. The position develops sales strategies and Purchase Agreements for new and underdeveloped accounts, presents tailored supply and service solutions, works with manufacturers to improve pricing and margins, and coordinates with Henry Schein One, Practice Services, Brands, sales, and marketing teams. It also trains sales colleagues, manages prospect information, communicates strategic insights, leads educational sessions, represents the company at selected industry events, and contributes to special projects. The role typically requires 10 or more years of progressively responsible experience, including at least five years in dental or medical distribution sales and five or more years of management experience leading sales and operations teams across multiple regions. A bachelor’s degree or equivalent is typical; a master’s degree is a plus. Travel may be up to 50%, and no special physical demands are required. The posted base salary range is $113,962–$178,067, with eligibility for commission subject to achievement of the plan.

Requirements

Typically 10 or more years of progressively responsible professional experience.
At least five years of experience in dental or medical distribution sales, ideally with group practices or larger private practice offices.
At least five years of management experience, including significant experience leading sales and operations teams across multiple regions.
Strong interpersonal and leadership skills.
Excellent verbal and written communication skills, including the ability to call, connect with, and interact with potential customers.
Strong business acumen, analytical ability, sales strategy, negotiation, influencing, business planning, and time-management skills.
Ability to work independently and as an active member of a team.
Knowledge of dental organization structures, including NDSOs, LDSOs, and Emerging DSOs.
Demonstrated and proven sales results.
Experience developing successful business initiatives and coordinating relevant services into customer programs and offerings.
Proficiency with Microsoft Office, data analytics reporting, and CRM software such as Salesforce.
Ability to negotiate legal contract terms within company policies and directives.
Strong management, leadership, communication, presentation, public-speaking, decision-making, analytical, problem-solving, planning, organizational, project-management, and negotiation skills.
Ability to interpret financial information, manage complex projects and resources, lead teams, communicate with senior management and stakeholders, manage relationships and conflict, and lead virtual teams.
Typically a bachelor’s degree or global equivalent in a related discipline.

Nice To Haves

Previous team-selling experience.
Master’s degree or global equivalent in a related discipline.

Responsibilities

Collaborate with RGMs and FSCs to develop and implement sales strategies that secure Purchase Agreements with new and underdeveloped accounts.
Manage draft agreement production, pricing reviews, and required approvals from support teams and sales management.
Present Henry Schein Dental’s value proposition to Group Practice and Emerging DSO decision-makers; identify needs and recommend tailored supply and service solutions.
Negotiate with manufacturers to obtain better pricing and improve margins.
Coordinate with Henry Schein One, Practice Services, and Brands to understand offerings and develop integrated sales strategies.
Train RGMs and FSCs to strengthen customer relationships and execute strategic sales initiatives.
Maintain a database of prospective clients and track opportunities and engagement using Salesforce, PowerBI, and related tools.
Interpret and communicate strategic insights to sales consultants and management to align competitive strategies across Dental Sales and Operations Teams.
Develop and lead educational sessions at company meetings about private group practices and their support needs.
Work with sales and marketing management to develop promotional plans, targeted programs, and sales strategies for private group practices.
Represent Henry Schein at selected trade shows and industry events.
Contribute to special projects assigned by Area Directors.