Job Profile Summary:
Achieve 100% of Sales and Gross Profit goals by consistently calling a minimum of 80% of the assigned territory, each call cycle utilizing a consultative sales approach. Sell the Henry Schein Company as a single source to the physician's office.
Negotiate competitive pricing with customer, within limits or contracts, to achieve the sale. Contact inactive accounts to learn the reason the practice is not placing orders and offer improved pricing or service to regain the business. Place customer's orders over the phone and achieve sales growth on focus products by utilizing Call Campaigns and promotional offers.
Responsible for remaining aware and knowledgeable of promotional programs, competitive products and merchandising-marketing practices. Attend vendor product training sessions/fairs and chair-sides to develop relationships with vendor partners and learn product details and key selling points. Assist customer with resolving any after sale questions or concerns and product related technical questions.
o Contacts a minimum of 80 % of customers within an assigned territory each month to consistently achieve 100% Sales and Gross Profit goals by utilizing consultative sales techniques.
o Utilize tools provided to focus on growth of the Independent and Large Group Practice Market segments. Achieve 10% or less in "Loss" customer totals, and growth to PY in Loss, New and Organic customers.
o Responsible for remaining aware and knowledgeable of promotional programs and merchandising-marketing approaches by reading Marketing communications and utilizing the intranet tools provided.
o Attends vendor product training sessions and participates in vendor chair-sides and vendor fairs, to learn product details and key selling points of products and technologies.
o Works with support departments (Credit, Customer Service, and Verification) to assist customers with order status, product returns, pricing discrepancies and inquiries on account balance.
o Works with Inventory Management, NSI Group, Technical Support, and Equipment specialists to assist with customers ordering items the company does not typically stock and must purchase directly from the vendor.
o Understands and effectively uses and manages various communication, reporting, and analytical tools provided to increase customer satisfaction and Gross Profit and Sales results.
o Partners with and provides support for internal TSMs ie Field Sales Consultants, SAMs, NAMs) to uncover customer needs, provide customer satisfaction, and increase Gross Profit and sales, with a Fully Integrated Sales Team approach.
o Partners with the Credit Department in collecting past due balances from customers by suggesting alternative payment methods, such as credit cards.
o Attends and participates in sales meetings, training programs and conventions as required.
o Participates in special projects and performs other duties as required.
In addition to the essential duties and responsibilities listed above, all positions are also responsible for:
o Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work-related tasks in a manner that is in compliance with all Company policies and procedures including WorldWide Business Standards.
o Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments.
Two years administrative sales experience or the equivalent required.
Strong selling, customer service and negotiation skills. Good telephone etiquette with the ability to call out to and answer a high volume of calls and electronic communications.
Ability to effectively answer inquiries and resolve disputes. Ablity to learn applicable computer systems. Ability to work both independently with limited supervision, and to work as a contributor of a team.
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