Official Specifications
Role Overview & Mandate
Executive Summary
Job Description Department: Sales Reports To: Regional Sales Manager Location:...
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Job Description
Department: Sales
Reports To: Regional Sales Manager
Location: Remote
Overview:
The FSC is responsible for winning, retaining, and developing high street dental business. The customer base is made up of high street dental practices of any number of chairs/surgeries, who have 40%+ share of wallet spend with HSD (A, B, C, D 1-3), including the practices that are part of ‘multi-practice’ groups but excluding practices that are owned by DSOs. It also excludes public sector accounts. The FSC will be allocated accounts based on the geographic area that they are responsible for.
Key contact groups within accounts include practice owners and principal dentists, associates, practice managers, treatment co-ordinators, dental nurses and general business and administration staff.
The main proportion of activity is focussed on retaining and growing accounts. Growth is likely to come from come:
Increasing the ‘share of wallet’ of customers for merchandise (spend per chair)
Enhancing GP by optimising portfolio utilisation
Spend on equipment (traditional and digital/connect)
Creating opportunities for the customers to benefit from other OneSchein products and services by creating strong, qualified leads for OneSchein business partners
A proportion of activity will be focussed on new account acquisition from prospecting of large and medium accounts with no/low current merchandise spend with Henry Schein, as well as following up leads from other parts of the business.
Primary Key Performance Indicators may include (but not limited to):
Sales and GP for merchandise
Sales of equipment
Penetration of OneSchein businesses (practice care wheel growth)
Introduction/penetration of strategic initiatives
New account acquisition/net customer gain
Customer satisfaction e.g., NPS
The FSC will need to develop an understanding of each of the Henry Schein businesses, defined as OneSchein businesses, and work closely with existing and potential customers in a consultative manner. They will identify opportunities for growth and ensure that we are capitalising on those opportunities by introducing the relevant One Schein business partners appropriately. The FSC will have an in-depth knowledge of what drives account retention. A confident, communicative style is necessary as is the ability to build trust with our customers and One Schein business partners.
A strong network within the OneSchein business will be required to satisfy customer needs as well as to grow the OneSchein business.
Whist DSO and public sector practices do not form part of the FSC account base, the FSC is expected to perform tasks at practice/surgery level, periodically, to assist the general OneSchein business and exceed customer expectations.
Job Responsibilities:
The role holder will be responsible for the following:
- Growing and retaining existing accounts.
- Managing the pricing and profitability of all accounts.
- Utilising quantitative and qualitative data/information to understand the business opportunities.
- Developing and implementing account plans to meet all business objectives and KPIs.
- Establishing professional relationships with key personnel in assigned customer accounts.
- Work closely with all OneSchein business partners to develop and implement OneSchein sales strategies by utilising the full OneSchein range of products and business services and solutions (as and when appropriate) to meet the needs of customers.
- Building a network with A Brand supplier representative and working collaboratively with them to meet customer needs.
- Understanding and managing customer contractual agreements and financial arrangement. Ensure these are upheld and maintained by the wider business, including scheduling customer meetings/agendas/key objectives, agreed actions and minutes for distribution with all key One Schein stakeholders.
- Identifying and teaching business insights that will help the customer to grow their business and coordinate the involvement of all relevant OneSchein business partners.
- Assisting the Business Development Consultants and other key stakeholders in the day-to-day management of multi-practice accounts, including the role out of strategic initiatives.
- Supporting the DSO and Public sector KAMs from time to time by supporting practice level implementation of strategic initiatives.
- Weekly and monthly reporting, as dictated by the needs of the business.
- The performance of all business administration required by the business, including the usage of all relevant company systems and processes.
Job Skills & Experience Required:
To succeed in this role, you will need the following:
Skill & Experience:
- Excellent communication skills (written and verbal).
- A customer-centric, collaborative, and consultative approach to selling.
- Good analytical skills and business administration with good competency levels in Excel and Microsoft 365.
- Experience of new business development and account management.
- Able to communicate and present business strategies and ideas confidently.
- Able to understand and discuss P&L statements.
- Preferable experience with the Challenger sales methodology.
- Experience in the dental industry is desirable but not essential.
Person Specification:
We believe the type of person best suited to this role will be:
- Highly self-motivated and determined.
- Customer-centric and business focussed.
- Comfortable troubleshooting and problem solving.
- Able to work calmly and effectively under pressure
- Comfortable working collaboratively within matrixed sales and organisational set ups.
- Curious nature excited by learning new skills and constantly developing.
- Strong interpersonal and relationship skills.
Our benefits include:
- A competitive salary + on target bonus with accelerators
- Company car
- 25 days holiday a year, with ability to buy up to 5 days holiday each year
- Life Insurance
- Company pension
- Cycle to Work scheme
- Subsidised gym membership
- Access to Health & Wellbeing support
- Employee discounts
- A hybrid, flexible working culture
About Henry Schein:
At Henry Schein, our mission is to provide innovative, integrated health care products and services; and to be trusted advisors and consultants to our customers - enabling them to deliver the best quality patient care and enhance their practice management efficiency and profitability.
We know that our Team Schein Members (TSMs) are integral to bringing our mission to life and our success has been built on the commitment of Team Schein, a highly motivated and diverse group of professionals who are dedicated to meeting the needs of our customers. Every TSM shares a singular focus, fostering an environment that allows each of us to achieve our goals.
Henry Schein offers a diverse range of career opportunities, and we firmly believe that by fostering an environment built on ethics, open communications, mutual benefits, creativity, and recognition of the contributions of all TSMs—at all levels—we can help ensure that our best years are yet to come. As such, we are proud to be an equal opportunities employer and our integrated approach to diversity and inclusion ensures success by cultivating our Culture, recruiting, and retaining diverse Talent, supporting our Marketplace, and continuing our commitment to Society.
As a business we are committed to fulfilling our responsibilities as a Corporate Citizen, and we’ve been recognised for nine consecutive years by Ethisphere as one of the World’s Most Ethical Companies.
Henry Schein is committed to the principle of equal opportunities in employment in all spheres of its operation. Henry Schein UK Holdings strives to operate a policy of equal opportunity and not discriminate against any person gender, race, colour, nationality, ethnic or national origin, religion, sexual orientation, marital status, disability, age or any other characteristic protected by law.
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