Sales Operations Specialist - Revenue Operations

JOB OVERVIEW:

This position will be responsible for optimizing in-bound marketing lead flow, enhancing sales efficiency, and improving campaign performance across the dental and medical marketing and sales channels. The Sales Operations Specialist serves as the primary bridge between sales, growth campaigns, telesales, and the dental and medical sales teams to ensure seamless lead distribution and follow-up. This role oversees the inbound phone sales channel, provides data-driven campaign feedback, and manages SPIFF and incentive programs to drive engagement. Additionally, the position supports the service tech lead program by training technicians on lead input and ensuring compliance with invoicing processes. By leveraging automation and customer insights, this role will help refine processes and contribute to scalable revenue growth.

KEY RESPONSIBILITIES: 

• Inbound Lead Routing Management – Oversee inbound lead processes to optimize lead capture, proper routing, and conversion rates.
• Lead Flow Optimization – Manage lead distribution, address unassigned accounts, and refine lead tracking mechanisms.
• Process Automation & Standardization – Develop standardized follow-up templates and automate workflows to enhance efficiency.
• Performance Monitoring & Reporting – Track call quotas, engagement rates, and sales performance, escalating trends to sales managers and leaders.
• SPIFF & Incentive Program Management – Administer sales incentive programs, process payouts, and evaluate program impact.
• Service Tech Lead Program Oversight – Manage ELRC-driven lead capture, train service technicians on lead input, and ensure invoicing compliance.
• Territory & Resource Optimization – Analyze zone segmentation and sales rep adjustments to improve resource allocation.
• Customer Data & CRM Oversight – Ensure accuracy in Salesforce tracking, engagement logs, and overall CRM data integrity.
• Post-Interaction Customer Insights – Collect and analyze customer feedback through surveys to enhance sales and service strategies.
• Campaign Performance & Feedback – Provide data-driven insights to improve outreach effectiveness and campaign strategy.
• Projects - Participates in special projects and performs other duties as required.

SPECIFIC KNOWLEDGE & SKILLS: 

• Strong understanding of lead generation, distribution, and conversion strategies.
• Experience managing inbound phone sales and marketing channels, optimizing call routing, and improving conversion rates.
• Proficiency in Salesforce or similar CRM systems for lead tracking, reporting, and data accuracy.
• Understanding of zone segmentation, sales rep adjustments, and optimizing resource deployment.

GENERAL SKILLS & COMPETENCIES: 

• Good understanding of industry practices
• Proficient with tools, systems, and procedures
• Basic planning/organizational skills and techniques
• Good decision making, analysis and problem solving skills with ability to multi-task
• Good verbal and written communication skills
• Good presentation and public speaking skills
• Good interpersonal skills
• Basic conflict resolution skills
• Developing professional credibility

MINIMUM WORK EXPERIENCE: 

Typically 2 to 4 or more years of increasing responsibility in terms of any applicable professional experience.

PREFERRED EDUCATION: 

Typically a Bachelor's Degree or global equivalent in related discipline.

TRAVEL / PHYSICAL DEMANDS:

Travel typically less than 10%. Office environment. No special physical demands required.

The posted range for this position is $55,630-$86,922] which is the expected starting base salary 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. At the time of this posting, this position is eligible for a [bonus/incentive/equity/commission] not reflected in the posted range subject to the achievement of the plan.

Other benefits available include: Medical, Dental and Vision Coverage, 401K Plan with Company Match, PTO, Paid Parental Leave, Income Protection, Work Life Assistance Program, Flexible Spending Accounts, Educational Benefits, Worldwide Scholarship Program and Volunteer Opportunities.

Henry Schein, Inc. is an Equal Employment Opportunity Employer and does 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. 

For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers