University Strategic Account Manager - West

Job Overview

This position is responsible for growing sales within U.S. Specialty Distribution Group (USDG). The Strategic Account Manager I - University is tasked with renewing and expanding existing accounts, while also generating and facilitating internal business referrals through the development and execution of strategic account plans and targeted sales initiatives.

• Grow sales within U.S. Specialty Distribution Group (USDG) through renewals and upsell of existing business that meet or exceed sales objectives.
• Proactively identify and implement ways to grow business. Responsibility for sales of assigned accounts and share growth across the Henry Schein product portfolio (i.e., generate and qualify leads, cross‑sell, and drive account planning).
• Maintain customer relationships and act as point‑of‑contact for customers to deliver consistent, coordinated customer experience (i.e., regular visits, high‑quality presentations, quarterly business reviews, customer summits, networking opportunities).
• Demonstrate expertise of Henry Schein products, services, and offerings and will learn and potentially sell new products, services, and offerings as they become available.
• Educate, coach and collaborate with internal stakeholders to streamline processes, identify growth opportunities, and develop strategic account plans that support business objectives.
• Attend and support industry trade shows, company sponsored and/or internal company meetings as needed.
• Track legal agreements for assigned accounts.
• Participate in Customer Business Review (C ) process with customer and management team.
• Participate in special projects and performs other duties as required.

• Proven track record of meeting or exceeding sales targets and driving account growth.
• Strong understanding of sales strategies, customer relationship management, and market dynamics.
• Proficiency in CRM systems and Microsoft Office Suite (Excel, PowerPoint, Word).
• Basic understanding of Legal Agreements (i.e., understanding of process).
• Uses analytics to identify key findings for customers.
• Knowledge and understanding of contracts, pricing/cost, credit, Group Purchasing Organizations (GPOs).
• Familiarity with Henry Schein Medical website, products and solutions.
• Proficient in business tools, systems, and operational procedures, with the ability to quickly learn and adapt to new technologies and platforms.
• Good presentation and public speaking abilities, capable of delivering compelling, audience‑tailored content in both formal and informal settings.
• Good decision‑making, analytical, and problem‑solving skills, with a strategic mindset and the ability to interpret data to drive business outcomes.
• Good planning and organizational skills, including time management, prioritization, and execution of complex initiatives across multiple stakeholders.
• Good communication, presentation, and negotiation skills, with the ability to influence, build rapport, and foster long‑term relationships with clients and internal teams.
• Collaborative mindset, with the ability to work effectively across cross‑functional teams and contribute to a high‑performance culture.

• 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

Typically requires a minimum of 3-5 years of field sales experience.

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

Travel is expected to be approximately 40% to 50%. Office environment. No special physical demands required.

This role requires travel to support accounts in Nevada, Idaho, California, Montana, Oregon, and Washington
. Candidates located near a major airport are strongly preferred.

The posted range for this position is $63,396 -…