Director, Sales - Zahn

JOB OVERVIEW:

Develops and implement programs to increase sales growth and market share.  Leads corporate and field training of Regional Managers and Field Sales Consultants for core business.  Drives alignment of all sales growth plans, investments and incentives with the overall business strategy.  Works with sales leadership to create plans by territory and region to grow market share and profitability.  Provides national leadership to Sales Managers.  Surpasses budget and drives the team growth.

KEY RESPONSIBILITIES: 

• Achieves sales and market share goals by creating and implementing strategic sales plans with sales leadership and team. Reviews sales funnel & specific opportunities on a regular basis & provides guidance on how to close specific opportunities &, where appropriate (size &/or strategic), assist in the close personally.
• Drives field marketing programs through sales organization. Sets goals & formally reviews personnel on a regular basis. Provides positive reinforcement.
• Responsible for the development & execution of National Sales Meetings. Business development, leads development, coordinate with marketing and merchandising on leads, promos and future proof planning
• Leads creation, maintenance & communication of commissions programs. Develops goals by quarter for recruiting, sales force expansion, and diversity planning. Creates geographic coverage plan. Trains channel on how to sell our products & services, including sales certification program. Replaces consistent underperformers with companies & individuals who are goal oriented. Creates territorial sales plans.
• Supports marketing communication activities. Ensures trade shows are effectively staffed with sales personnel. Gives input & reviews marcom collaterals from a sales perspective. Collaborates on creation & implementation of sales programs & tools.
• Drives focus with sales leaders on important P&L metrics.
• Assists Business Development Group with new projects and initiatives.
• Participates in special projects and performs other duties as required.
• Develop and maintain DSO strategy
• Develop and manage territory alignment
• Improve cross team communication and effectiveness

SPECIFIC KNOWLEDGE and SKILLS: 

• 15 years experience in sales management, with P&L experience.
• National sales leadership, organizational and administrative skills
• Dental industry experience required, Lab experience a plus
• College degree required. 
• Proficient in Microsoft office products.
• Proficient in CRM system benefits
• Proficient in pipeline management and forecasting
• Proficient in budget analysis and management

GENERAL SKILLS and COMPETENCIES: 

·         Outstanding management and leadership skills and ability to attract, retain, motivate, develop, mentor and coach team members for high performance; good conceptual skills

·         Outstanding verbal and written communication skills and ability to resolve disputes effectively and efficiently

·         Outstanding presentation and public speaking skills

·         Mastery independent decision making, analysis and problem solving skills

·         Understand, interpret and act on financial information and external trends that contributes to business profitability

·         Plan, manage and create strategy around complex projects; understand available resources, develop timeline, budget and assign areas of responsibility

·         Lead teams to achieve company goals and solve complex business issues in creative and effective ways

·         Mastery planning and organizational skills and techniques

·         Communicate effectively with senior management and key stakeholders

·         Excellent negotiating skills and ability to effectively manage strategic alliances, joint ventures and outsourced relationships

·         Ability to influence, build relationships, understand organizational complexities, manage conflict and navigate politics

·         Broad professional and managerial skills with a full understanding of industry practices and company policies and procedures

·         Lead and develop virtual teams

·         Mastery in multiple technical and business skills

·         Excellent strategic planning skills

MINIMUM WORK EXPERIENCE:

Typically 12 or more years of increasing responsibility and complexity in terms of any applicable professional experience; 7 or more years of management experience.

PREFERRED EDUCATION: 

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

TRAVEL / PHYSICAL DEMANDS:

Travel typically less than 30%.  Office environment.  No special physical demands required.

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

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