The Role
The Account Executive will manage the full sales cycle, selling IT hardware and MSP services to dental offices in the Western U.S., leveraging various sales tools and strategies to achieve sales targets and build client relationships.
Summary Generated by Built In
***This position is Remote within the Western Region of the United States***
Job Summary
Sells Information Technology (IT) hardware and Managed Service Provider (MSP) support plans over the phone, by email, via web-based presentations, and through in-person trade show and customer site visits to dental offices in an assigned western U.S. territory. Responsible for leveraging advanced sales enablement tools, including Salesforce, Clari, Groove, Microsoft Teams, Co-Pilot, Microsoft Office, and others to manage leads, engage with prospects, and close deals. This role requires a proactive, strategic, and consultative approach to identify new business, build self-generated pipeline, hit sales quotas, and embrace the challenges of full-cycle sales in a competitive market.
What you will do
Travel/Physical Activities
Qualifications
Must have:
Nice to have:
The posted base range for this position is $60,000.00 to $64,000.00 with an On Target Earnings range of $110,000.00 to $114,000.00. This is the expected 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.
What you get as a Henry Schein One Employee
Henry Schein One is the global leader in dental management, analytics, communication, and marketing software. Our company’s products and services work together as one simple solution to provide users with a seamless and integrated experience.
Our company thrives because of our people. We believe in supportive, diverse, and inclusive workforce, inclusive environments, professional development opportunities, and competitive compensation packages. We value innovation, teamwork, and encourage work-life balance.
One of many reasons why Henry Schein One (HS1) leads the industry is because of our products, services and most importantly our people. In 2022 HS1 was awarded one of the top places to work for in Utah. To learn more, click here: 2022 Best Companies To Work For | Henry Schein One
Henry Schein, Inc. and Henry Schein One, LLC are Equal Employment Opportunity Employers and do 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.
Unfortunately, Henry Schein One is not currently hiring individuals residing in Alaska, Delaware, Hawaii, Louisiana, Nebraska, North Dakota, Rhode Island, South Dakota, Vermont, West Virginia, Washington DC, or Puerto Rico and other US Territories.
Job Summary
Sells Information Technology (IT) hardware and Managed Service Provider (MSP) support plans over the phone, by email, via web-based presentations, and through in-person trade show and customer site visits to dental offices in an assigned western U.S. territory. Responsible for leveraging advanced sales enablement tools, including Salesforce, Clari, Groove, Microsoft Teams, Co-Pilot, Microsoft Office, and others to manage leads, engage with prospects, and close deals. This role requires a proactive, strategic, and consultative approach to identify new business, build self-generated pipeline, hit sales quotas, and embrace the challenges of full-cycle sales in a competitive market.
What you will do
- Own the full sales cycle from prospecting to close across your assigned western U.S. territory
- Create detailed business plans to facilitate the attainment of goals and quotas
- Build and manage a disciplined pipeline using Salesforce, Clari, Groove, and Microsoft Teams
- Generate self-sourced opportunities through targeted outbound phone, email, and digital campaigns
- Build and maintain relationships with Henry Schein Dental field representatives, including Regional General Managers, Equipment Specialists, and Field Sales Consultants, to generate referral pipeline and capture business currently going to third-party IT firms
- Attend trade shows and conduct on-site customer visits to build relationships and close opportunities
- Present tailored IT solutions to dental practice owners and office managers via phone, video, and in person
- Sell and grow recurring managed service revenue including Omnicore (Hardware as a Service), TC Care, cloud backup, security, and network management
- Provide professional after-sales support to enhance customer dedication and long-term retention
- Remain in frequent contact with clients to understand their needs and identify expansion opportunities
- Respond to complaints and resolve issues aiming for customer contentment and the preservation of the company’s reputation
- Negotiate agreements and keep accurate records of sales and data
- Think strategically and provide consultative sales solutions tailored to client needs
- Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work-related tasks in a manner that follows 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
Travel/Physical Activities
- Estimated 15–25%; travel includes trade shows, customer onsite visits, and field relationship-building activities across the western U.S. territory
- No special physical demands are required
Qualifications
Must have:
- Located in the western United States
- 3+ years of successful experience in a quota-carrying Account Executive or Account Manager role with full pipeline ownership, including prospecting, pipeline creation, and closing. Product specialist or manufacturer representative experience without independent pipeline ownership does not meet this requirement
- Proven experience selling IT hardware and managed services in a competitive environment. MSP (Managed Service Provider) sector experience strongly preferred
- High School Diploma or GED
- Proven track record of meeting or exceeding sales targets, with strong negotiation and closing skills
- Demonstrated ability to build and execute outbound prospecting campaigns independently
- Familiarity with IT hardware, infrastructure, cloud services, and network management
- Proven success leveraging a consultative sales approach and the ability to uncover opportunities
- Excellent communication and presentation skills and ability to build relationships
- Phenomenal customer service and engagement skills
- High comfort level presenting virtual technology tools
- Great people skills and the ability to be personable and professional
- Internal motivation and the ability to meet assigned sales goals
- Strong organizational and time-management abilities, with attention to detail
- Technological savviness and the ability to learn new concepts
- Proficient in Microsoft Office Product Suite
Nice to have:
- Prior experience selling to dental offices or within the healthcare sector
- Experience working with or alongside Henry Schein Dental field representatives including Regional General Managers, Equipment Specialists, and Field Sales Consultants
- Knowledge of Henry Schein One software portfolio
- Bachelor’s degree in business administration, sales, marketing
- Knowledge of Salesforce, Clari, Groove, Microsoft Teams, and other advanced sales enablement tools
- Relevant certifications in sales, technology, or IT support services
The posted base range for this position is $60,000.00 to $64,000.00 with an On Target Earnings range of $110,000.00 to $114,000.00. This is the expected 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.
What you get as a Henry Schein One Employee
- A great place to work with fantastic people.
- A career in the healthcare technology industry, with the ability to grow and realize your full potential.
- Competitive compensation.
- Excellent benefits package! Medical, Dental and Vision Coverage, 401K Plan with Company Match, Paid Time Off (PTO), Sick Leave (if applicable), Paid Parental Leave, Short Term Disability, Income Protection, Work Life Assistance Program, Health Savings and Flexible Spending Accounts, Education Benefits, Worldwide Scholarship Program, Volunteer Opportunities, and more.
Henry Schein One is the global leader in dental management, analytics, communication, and marketing software. Our company’s products and services work together as one simple solution to provide users with a seamless and integrated experience.
Our company thrives because of our people. We believe in supportive, diverse, and inclusive workforce, inclusive environments, professional development opportunities, and competitive compensation packages. We value innovation, teamwork, and encourage work-life balance.
One of many reasons why Henry Schein One (HS1) leads the industry is because of our products, services and most importantly our people. In 2022 HS1 was awarded one of the top places to work for in Utah. To learn more, click here: 2022 Best Companies To Work For | Henry Schein One
Henry Schein, Inc. and Henry Schein One, LLC are Equal Employment Opportunity Employers and do 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.
Unfortunately, Henry Schein One is not currently hiring individuals residing in Alaska, Delaware, Hawaii, Louisiana, Nebraska, North Dakota, Rhode Island, South Dakota, Vermont, West Virginia, Washington DC, or Puerto Rico and other US Territories.
Skills Required
- 3+ years of successful experience in a quota-carrying Account Executive or Account Manager role
- Proven experience selling IT hardware and managed services
- High School Diploma or GED
- Proven track record of meeting or exceeding sales targets
- Excellent communication and presentation skills
- Proficient in Microsoft Office Product Suite
Henry Schein One Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Henry Schein One and has not been reviewed or approved by Henry Schein One.
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Leave & Time Off Breadth — Unlimited PTO and generous vacation allowances are frequently highlighted, supporting strong work–life balance. Paid holidays and flexible time-off norms further enhance the time-away experience.
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Retirement Support — 401(k) matching is considered a standout element of the package, adding meaningful long‑term value. Retirement benefits are often viewed as a key offset when base pay feels modest.
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Healthcare Strength — Health plans are commonly described as good and comprehensive. Access to supportive programs and coverage breadth contributes to overall benefits satisfaction.
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The Company
What We Do
Henry Schein One is the world’s largest dental practice management software company. Founded in 2018, Henry Schein One launched a new era of integrated dental technology by merging the market-leading practice management, patient communication and marketing systems of Henry Schein and Internet Brands into one company. Our goal: To simplify each aspect of dental practice management by delivering software that connects with each other, shares data and automates more tasks – helping each member of the dental team work smarter and more efficiently. Headquartered in American Fork, Utah, Henry Schein One combines market-leading brands, such as Dentrix®, Dentrix Ascend®, Lighthouse360®, and TechCentral™, as well as Henry Schein's international dental practice management systems, including Software of Excellence®, Logiciel Julie, InfoMed®, Exan®, and Labnet™, with the dental businesses of Internet Brands, including web-based solutions such as Demandforce®, Sesame Communications®, Officite®, and DentalPlans.com® and more. Henry Schein One integrated 13 companies, 40+ software brands and employs approximately 1,500 people.
