At a Glance
- Tasks: Engage with dental practices to grow and retain business while managing accounts.
- Company: Join Henry Schein, a leader in healthcare products and services dedicated to quality patient care.
- Benefits: Enjoy a competitive salary, company car, flexible working, and 25 days holiday plus perks.
- Other info: Remote role covering London & South East; ideal for self-motivated individuals eager to learn.
- Why this job: Be part of a dynamic team that values innovation, collaboration, and personal growth.
- Qualifications: Strong communication skills, analytical mindset, and experience in sales or account management preferred.
The predicted salary is between 36000 - 60000 € per year.
The FSC is responsible for winning, retaining, and developing high street dental business. The customer base is made up of high street dental practices of any number of chairs/surgeries, who have 40%+ share of wallet spend with HSD, including the practices that are part of ‘multi-practice’ groups but excluding practices that are owned by DSOs and public sector accounts. The FSC will be allocated accounts based on the geographic area that they are responsible for.
Key contact groups within accounts include practice owners and principal dentists, associates, practice managers, treatment co-ordinators, dental nurses and general business and administration staff. The main proportion of activity is focussed on retaining and growing accounts. Growth is likely to come from:
- Increasing the ‘share of wallet’ of customers for merchandise (spend per chair)
- Enhancing GP by optimising portfolio utilisation
- Spend on equipment (traditional and digital/connect)
- Creating opportunities for the customers to benefit from other OneSchein products and services by creating strong, qualified leads for OneSchein business partners
A proportion of activity will be focussed on new account acquisition from prospecting of large and medium accounts with no/low current merchandise spend with Henry Schein, as well as following up leads from other parts of the business.
Primary Key Performance Indicators may include (but not limited to):
- Sales and GP for merchandise
- Sales of equipment
- Penetration of OneSchein businesses (practice care wheel growth)
- Introduction/penetration of strategic initiatives
- New account acquisition/net customer gain
- Customer satisfaction e.g., NPS
The FSC will need to develop an understanding of each of the Henry Schein businesses, defined as OneSchein businesses, and work closely with existing and potential customers in a consultative manner. They will identify opportunities for growth and ensure that we are capitalising on those opportunities by introducing the relevant One Schein business partners appropriately. The FSC will have an in-depth knowledge of what drives account retention. A confident, communicative style is necessary as is the ability to build trust with our customers and One Schein business partners. A strong network within the OneSchein business will be required to satisfy customer needs as well as to grow the OneSchein business.
Whist DSO and public sector practices do not form part of the FSC account base, the FSC is expected to perform tasks at practice/surgery level, periodically, to assist the general OneSchein business and exceed customer expectations.
Job Responsibilities:
- Growing and retaining existing accounts.
- Managing the pricing and profitability of all accounts.
- Utilising quantitative and qualitative data/information to understand the business opportunities.
- Developing and implementing account plans to meet all business objectives and KPIs.
- Establishing professional relationships with key personnel in assigned customer accounts.
- Work closely with all OneSchein business partners to develop and implement OneSchein sales strategies by utilising the full OneSchein range of products and business services and solutions (as and when appropriate) to meet the needs of customers.
- Building a network with A Brand supplier representative and working collaboratively with them to meet customer needs.
- Understanding and managing customer contractual agreements and financial arrangement.
- Ensure these are upheld and maintained by the wider business, including scheduling customer meetings/agendas/key objectives, agreed actions and minutes for distribution with all key One Schein stakeholders.
- Identifying and teaching business insights that will help the customer to grow their business and coordinate the involvement of all relevant OneSchein business partners.
- Assisting the Business Development Consultants and other key stakeholders in the day-to-day management of multi-practice accounts, including the role out of strategic initiatives.
- Supporting the DSO and Public sector KAMs from time to time by supporting practice level implementation of strategic initiatives.
- Weekly and monthly reporting, as dictated by the needs of the business.
- The performance of all business administration required by the business, including the usage of all relevant company systems and processes.
Job Skills & Experience Required:
To succeed in this role, you will need the following:
- Excellent communication skills (written and verbal).
- A customer-centric, collaborative, and consultative approach to selling.
- Good analytical skills and business administration with good competency levels in Excel and Microsoft 365.
- Experience of new business development and account management.
- Able to communicate and present business strategies and ideas confidently.
- Able to understand and discuss P&L statements.
- Preferable experience with the Challenger sales methodology.
- Experience in the dental industry is desirable but not essential.
Person Specification:
We believe the type of person best suited to this role will be:
- Highly self-motivated and determined.
- Customer-centric and business focussed.
- Comfortable troubleshooting and problem solving.
- Able to work calmly and effectively under pressure.
- Comfortable working collaboratively within matrixed sales and organisational set ups.
- Curious nature excited by learning new skills and constantly developing.
- Strong interpersonal and relationship skills.
Our benefits include:
- A competitive salary + on target bonus with accelerators
- Company car
- 25 days holiday a year, with ability to buy up to 5 days holiday each year
- Life Insurance
- Company pension
- Cycle to Work scheme
- Subsidised gym membership
- Access to Health & Wellbeing support
- Employee discounts
- A hybrid, flexible working culture
About Henry Schein:
At Henry Schein, our mission is to provide innovative, integrated health care products and services; and to be trusted advisors and consultants to our customers - enabling them to deliver the best quality patient care and enhance their practice management efficiency and profitability. We know that our Team Schein Members (TSMs) are integral to bringing our mission to life and our success has been built on the commitment of Team Schein, a highly motivated and diverse group of professionals who are dedicated to meeting the needs of our customers. Every TSM shares a singular focus, fostering an environment that allows each of us to achieve our goals. Henry Schein offers a diverse range of career opportunities, and we firmly believe that by fostering an environment built on ethics, open communications, mutual benefits, creativity, and recognition of the contributions of all TSMs—at all levels—we can help ensure that our best years are yet to come. As such, we are proud to be an equal opportunities employer and our integrated approach to diversity and inclusion ensures success by cultivating our Culture, recruiting, and retaining diverse Talent, supporting our Marketplace, and continuing our commitment to Society. As a business we are committed to fulfilling our responsibilities as a Corporate Citizen, and we’ve been recognised for nine consecutive years by Ethisphere as one of the World’s Most Ethical Companies.
Field Sales Consultant in London employer: Henry Schein
Henry Schein is an exceptional employer, offering a dynamic and supportive work culture that prioritises employee growth and development. With a competitive salary, generous benefits including a company car, flexible working arrangements, and a commitment to diversity and inclusion, our Field Sales Consultants thrive in an environment that encourages collaboration and innovation. Located in the vibrant London & South East region, this role provides unique opportunities to engage with high street dental practices while contributing to meaningful healthcare solutions.
StudySmarter Expert Advice🤫
We think this is how you could land Field Sales Consultant in London
✨Tip Number 1
Familiarise yourself with the dental industry and the specific needs of high street dental practices. Understanding their challenges and how our products can help them will give you an edge in conversations.
✨Tip Number 2
Network with professionals in the dental field, including practice owners and managers. Building relationships can lead to valuable insights and potential referrals that may help you in your role as a Field Sales Consultant.
✨Tip Number 3
Develop a strong understanding of the OneSchein product range and how it can benefit dental practices. Being able to confidently discuss these products will demonstrate your expertise and commitment to helping customers grow.
✨Tip Number 4
Prepare for interviews by practising your consultative selling techniques. Be ready to showcase how you would approach account management and new business development, highlighting your customer-centric approach.
We think you need these skills to ace Field Sales Consultant in London
Some tips for your application 🫡
Tailor Your CV:Make sure your CV highlights relevant experience in sales, particularly in account management and business development. Emphasise any experience you have in the dental industry or similar fields, as well as your analytical skills and ability to communicate effectively.
Craft a Compelling Cover Letter:In your cover letter, demonstrate your understanding of the role and how your skills align with the responsibilities outlined in the job description. Use specific examples from your past experiences to showcase your customer-centric approach and ability to build relationships.
Showcase Your Achievements:When detailing your work history, focus on quantifiable achievements. For instance, mention how you increased sales or improved customer satisfaction in previous roles. This will help illustrate your capability to meet the KPIs mentioned in the job description.
Prepare for Potential Questions:Anticipate questions related to your sales strategies and how you would approach account retention and growth. Be ready to discuss your understanding of P&L statements and how you can leverage data to drive business opportunities.
How to prepare for a job interview at Henry Schein
✨Know Your Customer Base
Familiarise yourself with the high street dental practices that you will be working with. Understand their needs, challenges, and how Henry Schein's products can enhance their operations. This knowledge will help you build rapport and demonstrate your consultative approach during the interview.
✨Demonstrate Your Sales Strategy
Be prepared to discuss your experience with account management and new business development. Highlight specific strategies you've used in the past, especially if they align with the Challenger sales methodology. Show how you can apply these strategies to grow and retain accounts effectively.
✨Showcase Your Analytical Skills
Since the role requires good analytical skills, be ready to discuss how you've used data to drive business decisions in previous roles. Bring examples of how you've interpreted P&L statements or used quantitative data to identify growth opportunities for clients.
✨Emphasise Relationship Building
The ability to establish professional relationships is crucial for this role. Prepare examples of how you've successfully built trust with clients and collaborated with partners in the past. This will demonstrate your interpersonal skills and customer-centric approach.
