Sr Account Executive I

What is the Henry Schein ONE Way? Simply put, we care for each other. We treat each other with respect, kindness, gratitude, and awe. We welcome different viewpoints and encourage creativity. Henry Schein ONE believes that everyone has something amazing and unique to contribute, and we wouldn’t be Global Industry leaders today without all the individual contributions that bring our team together.

Our culture strives to provide a place where passion, individuality, autonomy, purpose and diversity succeeds. We strive to let you Schein because when you Schein so do we!

If you are still not sold on how great it is to be a Team Schein Member, then perhaps you need to hear about our Henry Schein Cares programs, team engagements, lunches, and extra wellness benefits. Or that our leadership encourages you to maintain a healthy work-life balance. There are so many perks too numerous to list. If you are intrigued, apply now, our Talent Acquisition team is excited to meet you!

• Job Description

  This opportunity is remote within the United States.
  Job Summary
  Senior Account Executives are trusted advisors and technology sales professionals with a deep understanding of the dental market and personas within dental practices.  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 or equipment impacted by the most ideal workflows in a dental practice, including software, hardware, and Imaging equipment.  Senior Account Executives 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.  This may include consulting on growth and acquisition strategies and positioning strategic partners for the best outcomes.  Senior Account Executives are skilled at teaching best practices, introducing new concepts, insights, and exceptional at relationship and change management.  Senior Account Executives are responsible for substantial quota targets, focus on outbound selling activities, and expertly position multiple solution value versus the competition in the marketplace.   
  What you will do

  • 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 aiming for customer contentment and the preservation of the company’s reputation.

  • In addition to the essential duties and responsibilities listed above, all positions are also responsible for:

    • 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.

  Travel/Physical Demands

  • Typically less than 10%. No special physical demands required.

  Qualifications
  Must have:

  • 5 to 8 years of proven experience as a Software Account Executive, selling to new clients, or in other professional technology software sales role or Dental market expertise equivalent, sales role or Dental market expertise equivalent

  • High School Diploma or GED required

  • 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; knowledge of Salesforce is a plus

  • 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

  Nice to have:

  • Preferred education includes a BS or BA in business administration, sales, marketing, or related field(s),

  The posted range for this position is $110,000.00 to $140,000.00 OTE (On Target Earnings). On target earnings includes the annual base pay as well as the on target commission, which together represent the expected compensation range for this role. Many factors go into determining employee pay within the posted range including prior experience, current skills, 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), Paid Parental Leave, Short Term Disability, Work Life Assistance Program, Health Savings and Flexible Spending Accounts, Education Benefits, Worldwide Scholarship Program, Volunteer Opportunities, and more

  About Henry Schein One
  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.  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.
  Unfortunately, Henry Schein One is unable to hire individuals residing in North Dakota, Hawaii, Puerto Rico, or other US Territories at this time.

• Additional Job Description

  Additional Job Description

  JOB SUMMARY:

  Senior Account Executives are trusted advisors and technology sales professionals with a deep understanding of the dental market and personas within dental practices.  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 or equipment impacted by the most ideal workflows in a dental practice, including software, hardware, and Imaging equipment.  Senior Account Executives 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.  This may include consulting on growth and acquisition strategies and positioning strategic partners for the best outcomes.  Senior Account Executives are skilled at teaching best practices, introducing new concepts, insights, and exceptional at relationship and change management.  Senior Account Executives are responsible for substantial quota targets, focus on outbound selling activities, and expertly position multiple solution value versus the competition in the marketplace.   

  ESSENTIAL RESPONSIBILITIES, SKILLS, & EXPERIENCE:

  Job 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 aiming for customer contentment and the preservation of the company’s reputation.

  • In addition to the essential duties and responsibilities listed above, all positions are also responsible for:

    • 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.

  Specialized Knowledge, Skills, and Qualifications:

  • 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; knowledge of Salesforce is a plus

  • 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.

  • Enthusiastic and passionate

  QUALIFICATIONS:

  Experience:  4 to 5 years of proven experience as a Product Sales Specialist or Software Account Executive, selling to new clients, or in other professional technology software sales role or Dental market expertise equivalent.

  Education:  Preferred education includes a BS or BA in business administration, sales, marketing, or related field(s), High School Diploma or GED required.

  Physical Activities: This position will be working in an office or remote environment, utilizing typical office equipment.

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), Paid Parental Leave, Short Term Disability, Work Life Assistance Program, Health Savings and Flexible Spending Accounts, Education Benefits, Worldwide Scholarship Program, Volunteer Opportunities, and more.

*Benefits may vary by location or status.

Henry Schein One 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.

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