Field Sales Consultant

Job Description Department:
Sales

Reports To:

Regional Sales Manager

Location:

Remote

Overview:
The FSC is responsible for winning, retaining, and developing high street dental business. The customer base is made up of high street dental practices of any number of chairs/surgeries, who have 40%+ share of wallet spend with HSD (A, B, C, D 1-3), including the practices that are part of ‘multi-practice’ groups but excluding practices that are owned by DSOs.

It also excludes public sector accounts. The FSC will be allocated accounts based on the geographic area that they are responsible for. Key contact groups within accounts include practice owners and principal dentists, associates, practice managers, treatment co-ordinators, dental nurses and general business and administration staff. The main proportion of activity is focussed on retaining and growing accounts.

Growth is likely to come from come:

• Increasing the ‘share of wallet’ of customers for merchandise (spend per chair)
• Enhancing GP by optimising portfolio utilisation
• Spend on equipment (traditional and digital/connect)
• Creating opportunities for the customers to benefit from other One Schein products and services by creating strong, qualified leads for One Schein business partners

A proportion of activity will be focussed on new account acquisition from prospecting of large and medium accounts with no/low current merchandise spend with Henry Schein, as well as following up leads from other parts of the business.

Primary Key Performance Indicators may include (but not limited to):

• Sales and GP for merchandise
• Sales of equipment
• Penetration of One Schein businesses (practice care wheel growth)
• Introduction/penetration of strategic initiatives
• New account acquisition/net customer gain
• Customer satisfaction e.g., NPS

The FSC will need to develop an understanding of each of the Henry Schein businesses, defined as One Schein businesses, and work closely with existing and potential customers in a consultative manner. They will identify opportunities for growth and ensure that we are capitalising on those opportunities by introducing the relevant One Schein business partners appropriately. The FSC will have an in-depth knowledge of what drives account retention.

A confident, communicative style is necessary as is the ability to build trust with our customers and One Schein business partners. A strong network within the One Schein business will be required to satisfy customer needs as well as to grow the One Schein business. Whist DSO and public sector practices do not form part of the FSC account base, the FSC is expected to perform tasks at practice/surgery level, periodically, to assist the general One Schein business and exceed customer expectations.

• Growing and retaining existing accounts.
• Managing the pricing and profitability of all accounts.
• Utilising quantitative and qualitative data/information to understand the business opportunities.
• Developing and implementing account plans to meet all business objectives and KPIs.
• Establishing professional relationships with key personnel in assigned customer accounts.
• Work closely with all One Schein business partners to develop and implement One Schein sales strategies by utilising the full One Schein range of products and business services and solutions (as and when appropriate) to meet the needs of customers.
• Building a network with A Brand supplier representative and working collaboratively with them to meet customer needs.
• Understanding and managing customer contractual agreements and financial arrangement.
• Ensure these are upheld and maintained by the wider business, including scheduling customer meetings/agendas/key objectives, agreed actions and minutes for distribution with all key…