Dental Director, Inside Sales

JOB OVERVIEW:This position plays a pivotal role in building and leading a newly created inside sales team to drive revenue growth across Henry Schein's Medical and Dental divisions. The Director of Inside Sales is responsible for the creation, management and execution of sales initiatives, including developing strategies to optimize inside sales processes and expand our customer base, while achieving ambitious targets and fostering a high-performance culture. Reporting to the Vice President of Sales, the Director will collaborate cross-functionally to align sales efforts with company goals, leveraging data-driven insights to enhance customer engagement and market penetration in the healthcare sector. KEY RESPONSIBILITIES: * Leadership & Team Management * Lead the formation and development of the new inside sales team, including recruitment, onboarding, training, and ongoing coaching to build a results-oriented group. Includes Territory funding, creation and expansion. * Develop and implement training programs to enhance the skills and performance of the sales team. * Conduct regular performance reviews and provide ongoing feedback. * Sales Strategy and Execution * Design and implement comprehensive sales strategies and initiatives tailored to inside sales channels, focusing on lead generation, customer acquisition, upselling, and retention for medical and dental products. * Represent the team in leadership meetings, providing reports on sales performance, forecasts, and strategic initiatives. * Set and monitor sales targets, KPIs, and performance metrics; conduct regular reviews to ensure alignment with divisional and company objectives, adjusting tactics as needed to exceed goals. * Identify new market opportunities and develop plans to capitalize on them. * Business Development * Collaborate with marketing, product category, and support teams to integrate sales initiatives with broader business strategies, including demand generation programs and tool optimization. * Foster strong customer relationships through virtual channels (phone, email, virtual), ensuring a customer-centric approach that supports healthcare practitioners' needs. * Partner closely with regional management to align on hiring decisions, periodic reviews of episodic/low-volume customers, and ensure success at the regional level. * Financial Responsibility * Manage day-to-day operations of the inside sales team, including pipeline forecasting, territory planning, and resource allocation to maximize efficiency and productivity. * Develop and manage forecasts, sales budget, and financial report to ensure cost-effective allocation of resources. * Ensure the team meets or exceeds financial targets and contributes to overall company profitability. * Process Improvement * Analyze sales data, market trends, and customer feedback to identify opportunities, refine value proposition, and drive continuous improvement in sales processes. * Develop incentive programs, performance management systems, and team culture to motivate and retain top talent. * Implement best practices and leverage technology to enhance team performance. * Ensure compliance with company policies and industry regulations. SPECIFIC KNOWLEDGE & SKILLS: * Proven track record of building and scaling sales teams, achieving or exceeding revenue targets, and executing sales initiatives in a B2B environment. * Strong understanding of inside sales techniques, including lead qualification, virtual selling, and CRM systems * Experience in healthcare distribution, with knowledge of medical and dental supplies, equipment, and services. * Experience launching new sales teams or initiatives in a growth-oriented organization. * Proficiency in sales automation tools, data analytics software, and remote team management. GENERAL SKILLS & COMPETENCIES: * Outstanding management and leadership skills and ability to attract, ret