JOB OVERVIEW:
This position is responsible for driving and accelerating growth of our Henry Schein Products (HSP) and Owned Brands portfolio while elevating the effectiveness of our US Dental Sales organization. The Senior Manager will shape and execute field-facing sales strategies, build a modern sales training ecosystem, and create a unified capability framework that strengthens our team’s ability to sell across all customer segments—including General Practice, Endodontics, Orthodontics, Oral Surgery, Community Health Centers, and Emerging/Enterprise DSOs.
The position combines commercial strategy, sales enablement, and curriculum design, and will serve as the architect of a scalable certification platform covering product mastery, professional selling skills, and the business of dentistry.
KEY RESPONSIBILITIES:
- Commercial Strategy & Execution
- Build go-to-market strategies that drive revenue, GP$, and share growth for HSP and Owned Brands across priority categories.
- Lead commercialization of new and rebranded products, ensuring clear messaging, sequencing, and strong field execution.
- Develop conversion strategies that simplify selling and position HSP as the preferred option for customers.
- Own the development of a comprehensive sales training ecosystem, including:
- A unified sales capability framework aligned to field competencies.
- A professional selling skills curriculum (value-based selling, needs assessment, objection handling, multi-solution selling).
- A Business of Dentistry certification covering practice economics, procedure profitability, insurance dynamics, workflow optimization, and patient experience.
- A complete HSP/Owned Brand certification path, including product mastery, competitive positioning, and category selling strategies.
- Partnership with Training and Development team as well as internal and external industry SMEs, vendors, clinical advisors, and training partners to produce high-quality educational content.
- Development of digital modules, playbooks, workshops, and coaching tools that scale across 650+ field and remote sales team members.
- Design and lead specialty selling certifications for:
- Endodontics
- Orthodontics
- Oral Surgery
- Implant Dentistry
- Pediatric Dentistry
- Community Health Centers
- Dental Schools/Hygiene Schools
- Emerging DSOs /Group Practices
- Start Up Customers – Thrive Start Up
- Programs include clinical fundamentals, customer insights, procedure workflows, product positioning, and specific selling approaches to each specialty.
- Field Readiness & Adoption
- Ensure the sales organization is trained, confident, and equipped ahead of every campaign, initiative, and product launch.
- Deliver simple, high-impact messaging that is easy for the field to absorb and confidently execute.
- Create feedback loops with sales leadership to refine materials, improve adoption, and continuously elevate capability.
- Cross-Functional Leadership
- Partner closely with Product Category Management (PCM), HSP leadership, Finance, Sales Training, Clinical Advisory, One Schein teams, Marketing, and Field Sales Leadership.
- Act as the commercial voice in product planning to ensure field insights inform portfolio, pricing, launch, and promotional strategy.
- Lead cross-functional alignment for training deployment and field adoption.
- Performance Measurement & Optimization
- Track KPIs including LMS course completion and develop reporting mechanism to sales leadership for better informed customer assignment at the regional level
- Use insights to evolve curriculum, refine GTM execution, and inform future training and capability investments.
- Drive continuous improvement based on field feedback and performance results.
SPECIFIC KNOWLEDGE & SKILLS:
- Experience in sales strategy, commercial marketing, category management, sales enablement, or similar roles is required
- Dental and healthcare experience is strongly preferred
- Experience building or delivering sales training programs (professional selling frameworks, business acumen, GTM enablement)
- Ability to translate clinical or technical information into simple, actionable selling tools
- Demonstrated success launching and commercializing products through field sales organizations
- Data-driven mindset with experience using sales performance metrics to guide decisions
- Experience with owned brands, private label, or white-label product strategy
- Familiarity with dental practice dynamics and dental customer models (DSOs, CHC, institutions, etc.)
- Proficiency in Salesforce, Power BI, and other sales enablement platforms
- Ability to synthesize complexity into simple, action-oriented messaging for sales
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
MINIMUM WORK EXPERIENCE:
Typically 10 or more years of increasing responsibility and complexity in terms of 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 10%. Office environment. No special physical demands required.
The posted range for this position is $113,962-$178,067 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. At the time of this posting, this position is eligible for a bonus not reflected in the posted range subject to the achievement of the plan.
Other benefits available include: Medical, Dental and Vision Coverage, 401K Plan with Company Match, PTO [or sick leave if applicable], 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: www.henryschein.com/careers
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