Associate Lab Sales Consultant, Zahn - Baltimore, Maryland

JOB OVERVIEW:

This entry level position is responsible for growing across the Zahn Dental product range with a focus on denture teeth, merchandise, digital materials, printing resins and denture materials for accounts in the assigned territory. The year-to-year focus/strategy will be directed by the company; however, the general strategy will be to add new customers, while driving same store growth with our existing customers. 

***Please note that this position will be covering a territory that includes Maryland, Delaware, District of Columbia, Virginia and West Virginia***

KEY RESPONSIBILITIES: 

• Held accountable to achieve Sales and Gross Profit (GP) goals by actively participating in and executing key sales initiatives and programs.
• Leads sales activities within the territory proactively seeking new sales and business opportunities. Selling efforts must focus on proactive lab account engagement to drive range of products including consumable merchandise, denture teeth, digital materials, printing resins and other denture solutions.    Serve as a lead generator for high technology lab equipment and partner with High Tech Specialist to drive technology adoption. 
• Executes face-to-face contact with dental laboratory customers ranging from prospecting, high technology lead generation, account management to business reviews. 
• Actively seek out new sales opportunities through cold calling, networking, and social media.
• Plans, organizes, and implements effective strategies using all company programs, tools and initiatives to increase market share in lab consumable products (eg denture teeth, merchandise, digital materials, printing resins and other dental laboratory products and equipment).  Key Tools include BI driven customer analytics, Customer Relationship Management (CRM) and value-added customer education and technical support resources.
• Attends all sales meetings, dental lab and dentist conventions, seminars, internal training programs, and industry events as instructed by Director of Sales.  Supports the promotion of events creating deeper relationships with customers.
• Proactively develop opportunities within each account. 
• Execute opportunities into profitable sales. 
• Create and maintain a business development plan for each customer via repeated discovery 
• Partner with Tele-sales and Hi-Tech team members to maximize opportunities within each account. 
• Drive leads across all Zahn product categories
• Be a liaison between the customer and technical support team when a resolution is necessary. 
• Utilize vendor resources to uncover new opportunities and close sales opportunities 
• Drive sales event attendance 
• Drive company initiatives and execute KPIs to the company standard 
• Perform at company indicated minimum standards to grow sales / market share 
• Participates in special projects and performs other duties as required. 

WORK EXPERIENCE: 

Typically 0 to 3 of professional sales experience.  Some sales experience preferred. Dental or Lab sales experience preferred.  

PREFERRED EDUCATION: 

Typically a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent a plus. May hold one or more industry certifications.

GENERAL SKILLS & COMPETENCIES: 

• Proactive customer prospecting and engagement
• Proactive sales closer who seeks new and expanded business opportunities
• Active learner who seeks to grow skills and product knowledge
• Strong planning/organizational skills and techniques
• Strong decision making, analysis and problem-solving skills with ability to multi-task
• Excellent verbal and written communication skills
• Strong interpersonal skills
• Willingness to learn new products, techniques and skills
• Active learner who seeks solutions from internal and external resources
• Good negotiating skills

SPECIFIC KNOWLEDGE & SKILLS: 

• Required:
• Excellent verbal & written communications skills required.
• Ability to communicate effectively with decision makers
• Problem resolution and negotiation skills
• Proficiency in Microsoft Word, Excel, and PowerPoint
• Demonstrates a proactive professional sales process applicable to the role.

Preferred:

• CRM experience

PERFORMANCE REQUIREMENTS: 

Typically, to advance to a new job level, TSMs must demonstrate professional behavior and should consistently be at the high-end of meets expectations or consistently exceed expectations.

TRAVEL / PHYSICAL DEMANDS:

This position requires extensive travel and a willingness to engage customers at their locations.  The TSM will be working in and at home office environment, utilizing typical office equipment.  It will also require significant air/train/car travel across the United States depending on the locations of the customers and/or events, trade shows, company meetings. Travel requirement will be minimally 80%.

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.

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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