Lab Sales Manager - Central Region

JOB OVERVIEW:

Develops sales strategies and executes programs that are necessary to achieve the sales and profit goals for the company.  Leads and manages the overall field sales of the Clinical Laboratory Division and maintains company’s gross profit initiatives.  Reviews field sales performance of the Lab Services Team.  Oversees staffing, training, and performance evaluations to develop sales programs.  Interprets company policy to employees and enforces company policies and practices.  Coordinates sales distribution by establishing sales territories, quotas, and goals.  Interacts closely with various internal management to discuss issues that have potential impact on improving sales. Oversees all data analysis aimed at segmenting Henry Schein’s products, customers, and selling channels.

KEY RESPONSIBILITIES: 

• Manages the Lab Services Team Sales force and related activities. Oversees staffing, training, and performance evaluations and develops and controls sales programs.  Interprets company policy to employees and enforces company policy and practices.
• Develops sales strategies to cross sell unique products and services to customers of one or few business categories (https://i.e., merchandise, parts & equipment, service) to multiple business categories.  Promotes the company as a full service dealer to Clinical Laboratory customers.
• Coordinates sales distribution by establishing sales territories, quotas, and goals.  Assigns sales territory to sales personnel.  Ensures Lab Services Team TSM's keep informed of changes in territories that might affect product sales.  Works closely with manufacturers concerning quarterly sales and advertising promotions as coordinated by Vendor Relations and Marketing.
• Interacts closely with various internal department management, including Purchasing, Inventory Control, Operations, Finance, and Credit.  Meets and communicates effectively on a regular basis to discuss issues that have potential impact on improving sales.
• Reviews daily/monthly sales reports showing sales volume, potential sales, risks and opportunities.  Reviews market analyses to determine customer needs, market potential, price schedules, and contracts.  Responsible for annual forecasts on anticipated market sales.  Develops sales campaigns to accommodate goals specified by the company.
• Holds sales meetings and represents the company at trade association meetings to promote products and services.
• Develops and implements methods and procedures for monitoring work activities, such as preparation of records of expenditures, progress reports, etc. in order to inform senior management of current status and various sales activities.
• Submits reports of sales activity and maintains records.  Analyzes and controls expenditures of division to conform to budgetary requirements.
• Analyzes data aimed at segmenting Henry Schein’s products, customers, and selling channels. Determines strategies, develops programs and tactics, and tracks program results.
• Participates in special projects and performs other duties as required.

SPECIFIC KNOWLEDGE & SKILLS: 

• 5 years of sales management experience required.
• Strong analytical skills required. Microsoft Office and Effective communication skills are a must. Excellent organization skills, ability to effectively multitask, self-starter.
• Bachelor’s degree or the equivalent required.

GENERAL SKILLS & COMPETENCIES: 

• Excellent management and leadership skills and ability to attract, retain, motivate, develop and mentor team members for high performance
• Outstanding verbal and written communication skills and ability to resolve disputes effectively
• Outstanding presentation and public speaking skills
• Outstanding independent decision making, analysis and problem solving skills
• Understand, interpret and act on financial information that contributes to business profitability
• Ability to plan and manage complex and successful 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
• Outstanding planning and organizational skills and techniques
• Communicate effectively with senior management and key stakeholders
• Strong negotiating skills and ability to effectively manage internal and external relationships
• Ability to influence, build relationships, understand organizational complexities, manage conflict and navigate politics
• Broad and wide-range of professional and managerial skills with a full understanding of industry practices and company policies and procedures
• Ability to lead and develop virtual teams
• Outstanding in multiple technical and business skills

WORK EXPERIENCE: 

Typically 10 or more years of increasing responsibility and complexity in terms of any applicable professional experience; 3 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 50%. Office environment. No special physical demands required. 

The posted range for this position is $108,720 - $190,260, which is the expected starting base salary range for an employee who is new to the role to fully proficient in the role. Many factors go into determining employee pay within the posted range including education, prior experience, training, current skills, certifications, location/labor market, internal equity, etc. This position is eligible for a bonus not reflected in the posted range.

Other benefits available include: Medical, Dental and Vision Coverage, 401K Plan with Company Match, PTO, Paid Parental Leave, Income Protection, Work Life Assistance Program, Flexible Spending Accounts, Educational Benefits, Worldwide Scholarship Program and Volunteer Opportunities.       

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: https://www.henryschein.com/careers