Inside Sales Consultant - Medical

Henry Schein

2d•Remote

About The Position

Responsible for the Sales and Gross Profit growth of assigned accounts in the Medical Division, within the independent market segment. Consistently contacts 100% of the assigned accounts in each monthly call cycle utilizing a consultative sales approach. Pre-call planning includes review of each account to understand the viability of the account and potential sales opportunities. Establishes/re-establishes/builds relationships with customers’ gatekeeper, main point of contact and decision-makers and sells the Henry Schein company as a single source to the physician’s office. Contacts accounts to learn the reason the practice is not placing orders and offers improved/exceptional service levels and pricing to regain the business. Negotiates competitive pricing with customer, within limits or contracts, and utilizes competitive sales plan pricing to achieve the sale. Places customers’ orders over the phone and achieves sales growth on focus products by utilizing call campaigns and promotional offers. Responsible for remaining aware and knowledgeable of promotional programs, competitive products and merchandising-marketing practices. Responsible for learning and utilizing the technology, tools, and reporting provided that offer specialty purchasing history and provide efficiency in call schedule management. Attends vendor product training sessions and chair-sides to develop relationships with vendor partners and learns product details and key selling points. Attends company meetings to further their education on all things Henry Schein and to improve their overall product/selling education. Assists customers with resolving any after sale questions or concerns and product related technical questions. Works in partnership with internal sales and support teams to provide exceptional customer experience.

Requirements

Strong selling, customer service and negotiation skills.
Good telephone etiquette with the ability to call out to and answer a high volume of calls.
Ability to effectively answer inquiries and resolve disputes.
Able to learn applicable computer systems and software (Microsoft 365)
Work independently with limited supervision in a remote, office work environment.
Two years of medical sales experience, or the equivalent required.

Responsibilities

Contacts each customer by phone within an assigned territory every fiscal month to consistently achieve 100% Sales and Gross Profit goals by utilizing consultative sales techniques.
Works remotely utilizing technology and tools to support team meetings, general communications, and individual meetings with management.
Works with support departments (Credit, Customer Service, and Verification) to assist customers with order status, product returns, pricing discrepancies and inquiries on account balance.
Understands and effectively uses reporting and tools provided to increase Gross Profit and Sales results.
Updates and maintains customer records – main point of contact, phone#, e-mail address.
Responsible for remaining aware and knowledgeable of promotional programs and merchandising-marketing approaches by reading Marketing communications and utilizing the intranet, and The Source.
Attends vendor product training sessions and participate in vendor chair-sides to learn product details and key selling points of products and technologies.
Attends and participates at in-person sales meetings, training programs and conventions as required.
Partners with the Credit Department in collecting past due balances from customers buy suggesting alternative payment methods, such as credit cards.
Works with Inventory Management, NSI Group, Technical Support, and Equipment specialists to assist with customers ordering items the company does not typically stock and must purchase directly from the vendor.
When required, the ISC will attend and participate at in-person sales meetings, training programs and conventions.
Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work- related tasks in a manner that is in compliance with all Company policies and procedures including Worldwide Business Standards.
Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments.