Sr. Account Executive Net New Business - Dental SaaS

Henry Schein One•American Fork, UT

11h•Remote

About The Position

This opportunity is remote within the United States. If you thrive on building pipelines, winning new logos, and closing complex deals—this role is for you. This is a pure hunter role —no inherited book, no account management, no renewals. You will own a greenfield territory of 3,000–4,000 B2B accounts, selling a mission-critical SaaS platform into dental practices and groups that genuinely need better software. At Henry Schein One, everyone here is a Care Catalyst, regardless of role. Our collective goal is to innovate and iterate quickly, to provide customer-driven tools and support that help practices, and their staff thrive. We develop great products, we live our values every day, and we create an environment where everyone feels valued, empowered, and important. Job Summary: Senior Account Executives (SAE) are trusted advisors and technology sales professionals with a deep understanding of the dental market. They are experts in multiple technical software solutions (across the Henry Schein One portfolio of products) and manage multifaceted buying cycles with Henry Schein One customers and/or prospects in the dental market. They are also knowledgeable in technology, impacted by the most ideal workflows in dental practice, including software, hardware, and Imaging equipment. They understand key practice outcomes, identify gaps in practice software and technology, and deploy methodical and consultative sales approach to drive substantial incremental revenue for Henry Schein One. Our SAEs are responsible for substantial quota targets, focus on outbound selling activities, and expertly position multiple solution value versus the competition in the marketplace.

Requirements

5 to 8 years of proven experience as a Practice Management Sales Specialist or Software as a Service (SaaS) Account Executive, selling to new clients
High School Diploma or GED
Knowledge of market research, sales, and negotiating principles
Excellent consultative skills related to complex software sales, as well as change management
High abilities with relationship management and strategic partnerships
Outstanding knowledge of MS Office
Excellent communication/presentation skills and ability to build relationships
Versed & practiced negotiation and value-based selling skills
Organizational and time-management skills
Sharp business acumen with ability to execute business level conversations
Demonstrated comfort with engaging, demoing, and selling to prospects in-person at selling events and industry trade shows

Nice To Haves

Preferred education includes a BS or BA in business administration, sales, marketing, or related field(s)
Knowledge of Salesforce
Dental market expertise equivalent, sales role or Dental market expertise equivalent

Responsibilities

Expertly understands, teaches, tailors, and takes control of dental prospect sales cycles that incorporate the all of Henry Schein One’s portfolio, additional equipment and technology found in a dental practice/organization, change management, relationship management, imaging, growth and acquisition strategies
Create detailed business plans to facilitate the attainment of monthly and quarterly sales targets
Deliver value insights for multiple solutions (discoveries and demos) to prospects and existing clients (where applicable) toward securing incremental revenue
Connect dental practice/organization needs with Henry Schein One solutions to create & advance sales cycles using sales methodologies, industry insights, and commercial teaching
Unearth new sales opportunities by positioning strategic partnerships and values, networking with assigned clients through substantial and deliberate outbound communication activities.
Update and maintain leads and opportunities in the CRM, including sales stage and next assigned task date
Maintain minimum daily activity with clients and prospects that generates at least 2 sales opportunities per day. (This is not realistic in all segments)
Negotiate multifaceted customer sales agreements and keep records of sales and data within Henry Schein One CRM and identified sales tools.
Forecast monthly and quarterly sales to leadership
Develop valuable working relationship with Henry Schein Dental sales representatives to drive incremental business for Henry Schein One software solutions.
Facilitate the resolution of complaints and issues aimed for customer contentment and the preservation of the company’s reputation.
Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work-related tasks in a manner that complies 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