Regional General Manager, Dental Sales - Northern California

JOB OVERVIEW:

• Please note that this position will be managing a sales team in San Francisco and Sacramento*

This position is responsible for leading sales growth and operational excellence in their assigned geographic region, managing a territory valued at roughly $100M. This position combines leadership, sales management, and business development to drive market share, profitability, and operational efficiency. The role will oversee all field sales activities while collaborating with field operations to impact the assigned geography. This role will focus on growing sales in key markets while meeting corporate strategic objectives. The position is responsible for fostering a collaborative culture, ensuring customer-centricity, and driving sales through proactive leadership and relationship management.

KEY RESPONSIBILITIES:

• Sales Growth & Market Expansion: Actively grow sales in the region through strategic initiatives, expanding market share with existing customers, and identifying new business opportunities. Lead efforts to establish primary vendor agreements (PVAs) and maintain strong relationships with key customers.
• Leadership & Coaching: Provide hands-on leadership to sales and operations teams within the region. Mentor and coach Team Schein Members (TSMs), including Field Sales Consultants (FSCs), and other regional personnel, fostering career development and high performance.
• Strategic Planning: Collaborate with senior leadership to implement strategic sales and marketing plans. Ensure the region's goals align with broader corporate objectives and drive profitability, including margin management, expense control, and revenue growth.
• Customer Engagement & Relationship Management: Build and maintain strong relationships with key customers, vendors, and stakeholders. Regularly engage with customers to ensure satisfaction and loyalty while identifying opportunities for service improvement and expansion.
• P&L Management & Financial Accountability: Oversee the region's financial performance, managing profit and loss (P&L) statements and ensuring alignment with corporate profitability goals. Implement strategies to improve gross profit and optimize resource allocation.
• Talent Development & Recruitment: Lead recruiting efforts for sales and operations personnel, inclusive of training and onboarding responsibilities. Ensure continuous training and development programs are in place to enhance team performance in collaboration with Henry Schein corporate training department.
• Collaboration & Communication: Act as the primary liaison between corporate leadership and regional teams. Ensure effective communication of corporate initiatives, sales strategies, and competitive intelligence to drive regional success.
• Operations & Marketing Oversight: Implement national and regional marketing programs to promote growth. Work closely with operations teams to ensure efficient supply chain processes and contract compliance.
• Special Projects: Participate in key corporate projects and initiatives as directed, including participation in regional and national conventions, customer events, and company meetings.

SPECIFIC KNOWLEDGE & SKILLS:

• Strong business acumen with the ability to interpret financial data and implement strategies to improve profitability.
• Demonstrated ability to lead and develop high-performing teams in a dynamic, fast-paced environment.
• Excellent communication, presentation, and negotiation skills, with experience in presenting to board-level executives and customers.
• Proficient in strategic planning, project management, and operational efficiency.
• Knowledge of healthcare and dental industry practices, including NDSOs, CHCs, and private practices, as well as ERP systems, pricing models, and supply chain management.

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 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 up to 50% to support regional teams within assigned geography, attend meetings, and engage with key clients and stakeholders. 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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