Sales Support Specialist - Dental Practice Transitions

***While this is a remote role, the working hours for this position are 8am-5pm CST***

JOB OVERVIEW:

This position will play a fundamental role in achieving ambitious customer acquisition and revenue growth goals. The role will be responsible for driving business development efforts, incremental sales growth, and customer satisfaction resulting in successfully closed transition activities for the client and company including, but not limited to Practice Valuation Engagements, Consulting Engagements, Practice Brokerage, Real Estate Brokerage.

The role will work closely with the assigned Regional Sales Manager (RSM) and respective Transition Sales Consultants (TSCs) to maximize customer experience throughout the client lifecycle, from initial contact through closing on both the Buy and Sell side of the client relationship, including respective party's business advisors.

Consults with the RSM cultivate new marketing strategies and delivery through various channels to include social media, Constant Contact, and other marketing methods.

KEY RESPONSIBILITIES:

• Business Development and Lead Generation
  • Review client database with focus on inactive client lead opportunities from multiple sources.
    • Working with COI and HSD teams in market, performs outreach to revive dormant client leads. Successful outreach will result in transitioning the relationship to a TSC.
    • Guide client through all transition phases to include valuation, listing/sale activities, due diligence, address buyer lender needs, resulting in a successful close for the client.
    • Demonstrate the unique understanding of the market as well as the full gamut of the DPT process to promote the total value proposition from valuation to closing with the goal of obtaining the client's commitment to move forward with HSDPT Team.
  • Consult with RSM and TSC to secure seller and buyer seminars for each market including lender seminars, dental association presentations, study club sponsorships, and Henry Schein Dental meetings in each local market.
    • Responsible to drive marketing efforts around each seminar working in conjunction with lenders, HSD centers and team which will include coordination of marketing material for email blasts and digital.
    • Deliver top-of mind strategies to keep TSCs consistently connected to local HS dental teams, dental vendors, buyers, and other referral channel partners.
• Manage Sales Process, Communications, and Transaction Information
  • Deliver consistent sales communications with Valuations Coordinator, Transitions Coordinator, Sellers, Buyers, and Business Advisors to facilitate the timely transfer of information and keep the transition closing date on track.
    • Enhance the Practice Valuation Experience with personal interaction with respect to Practice Questionnaire (interview), follow-up for key questions regarding valuation needs, working independently to provide all required data points to the valuation team and serving as the go-between internal team, client, and their respected advisors.
  • Support each practice listing and closing by following up with buyers, customers, and customer advisors to ensure accurate practice profiles are created, road to closing checklist in on track, final purchase agreement is completed, and closing documents are completed and delivered.
    • Identify and notify of deal issues early in the process with consistent communication with the Buy/Seller Parties and their respective advisors.
• Relationship Development - Connection with New Buyer Opportunities.
  • Initial Buyer outreach is generally the first formal introduction to Henry Schein. Builds relationship and trust with Buyer including education on the HSDPT workflow to acquire a practice. Explains the whole Henry Schein Value Proposition as a full-service dealer.
  • Responsible for initial Buyer Intake, including collection and management of Buyer NDA.
  • Complete initial Buyer interview to establish understanding of the following:
    • Isolate geographic areas of interest.
    • Practice areas of interest (general, specialty, multi-specialty).
    • Determine overall clinical productivity and experience profile.
    • Quickly determine "ideal" practice and level set realistic expectations, based on current practice transition marketplace.
    • Assess debt service and personal living expense needs to determine appropriate practice size based on Seller's Discretionary Earnings.
  • Assess Buyer capital needs and make appropriate introduction to preferred lenders and coordinate with appropriate TSC.
    • Promote the value of DPT preferred lenders and translate Buyer need into the appropriate lender introduction to ensure lender suitability.
    • Educates on the lender prequalification process as part of the HSDPT workflow.
• Sales and Marketing
  • Drive market awareness for active listings to increase buyer leads and drive value for the Seller Client.
  • Compile and deliver practice information for marketing, classified ads, email-blasts, local online marketing presence, Canva, and other digital.
  • Facilitate marketing and communication plans and adjustments, for all new and stagnant active listings, including communications with the local HSD Team and qualified buyers.
• Regional Team Support and Special Projects.
  • Work with RSM to support regional team training, regional calls, and other duties that support good communications and a positive culture for the region.
  • Participate in special sales projects and perform other sales support duties as requested by manager.

SPECIFIC KNOWLEDGE & SKILLS:

• Working knowledge of Salesforce, Power BI, and other CRM dashboards required
• Strong project management skills and ability to drive success for client relationship on cross functional basis required
• Strong listening skills to translate client feedback into appropriate DPT solution set.
• Understanding of customer focused selling skills and demonstrated ability to gain trust required
• Working knowledge of HSD strategic lending partnerships, as well as COIs in market to drive relevant material required
• Working knowledge of Financial Statements to include various Business Tax Returns, Profit & Loss Statements required
• Financial acumen to assess cash-flow and adjusted EBITDA targets with a given client required
• Understand the Credit Box and basic underwriting criteria of DPT preferred lenders required
• Proficiency in creating advanced PowerPoint presentations and Excel workbooks for Senior Leadership Team required

GENERAL SKILLS & COMPETENCIES:

• 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

MINIMUM WORK EXPERIENCE:

Typically 2 to 4 or more years of related professional experience with a bachelor's degree. Typically 6 or more years of related sales, sales support, or professional experience with High School education.

PREFERRED EDUCATION:

Typically a Bachelor's Degree or global equivalent in related discipline. Sales specific education programs preferred.

TRAVEL / PHYSICAL DEMANDS:

Travel typically less than 10%. Office environment. No special physical demands required.

• The posted range for this position is $56,604-$88,443 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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