• Job Description

  Req#: R130183

  *This position's territory will cover the western region of the United States.*

  JOB OVERVIEW:

  This position is responsible for strategic leadership and driving revenue growth, expanding market share, and leading a high-performing sales organization within their designated geographic area. The Executive Director will develop and execute sales strategies to expand customer reach and ensure alignment with the company’s long-term strategic goals. Directly accountable for the financial outcomes, including P&L oversight, of the geographic market under their leadership.

  KEY RESPONSIBILITIES:

  • Develop and execute high-impact sales strategies that support revenue growth and market share expansion across all medical product and service lines.

  • Attract, develop, and retain top-performing sales talent, including both high-impact individual contributors and experienced sales leaders, to build a scalable, high-performance sales organization. Establish clear performance goals, provide ongoing coaching, and foster a culture of accountability and success.

  • Lead, manage, and develop Regional Sales Managers, driving a culture of accountability ensuring their teams consistently meet or exceed sales targets and performance metrics.

  • Identify and capitalize on new sales opportunities, including emerging markets, key accounts, and strategic partnerships.

  • Serve as a senior representative in customer engagements, cultivating long-term relationships with key clients, industry stakeholders, suppliers and strategic partners.

  • Own full profit and loss (P&L) responsibility for the assigned geographic area, ensuring financial targets are met through effective revenue growth, cost management, and operational efficiency.

  • Work closely with executive peers across Marketing, Product Category Management and Operations to align sales efforts with overall business goals and product strategies.

  • Ensures execution of national marketing and promotional programs for their area, ensuring alignment with brand strategy, sales goals, and market dynamics.

  SPECIFIC KNOWLEDGE & SKILLS:

  • Deep understanding of medical industry including IDNs, GPOs, and health systems.

  • Expertise in creating and executing multi-tiered sales strategies.

  • Proven ability to identify, attract, and recruit top-tier sales talent, including high-performing individual contributors and experienced sales leaders, through strategic sourcing, networking, and a keen understanding of sales competencies.

  • Demonstrated expertise in designing and implementing effective interview processes and assessment tools to evaluate candidates' sales acumen, leadership potential, cultural fit, and alignment with organizational values and objectives.

  • Exceptional coaching and development skills with a track record of successfully onboarding, mentoring, and retaining a diverse sales team, fostering an environment that promotes continuous learning and career progression for both individual contributors and sales management.

  • Strong P&L management. Ability to drive profitability through revenue growth and cost control.

  • Proven excellent leadership skills. Highly skilled in motivating large, geographically dispersed sales teams, including Regional Sales Managers.

  • Advanced skills in negotiating high-value deals, long-term agreements, and pricing structures.

  • Strong verbal and written skills for presenting to C-suite leaders and boards.

  • Ability to interpret data, assess market conditions, and adjust strategy accordingly.

  GENERAL SKILLS & COMPETENCIES:

  • Outstanding management and leadership skills and ability to attract, retain, motivate, develop, mentor and coach team members for high performance

  • Outstanding verbal and written communication skills and ability to resolve disputes effectively

  • Outstanding presentation and public speaking skills

  • Expert independent decision making, analysis and problem-solving skills

  • Understand, interpret and act on financial information and external trends that contributes to business profitability

  • 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

  • Expert planning and organizational skills and techniques

  • Communicate effectively with senior management and key stakeholders

  • Excellent 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 professional and managerial skills with a full understanding of industry practices and company policies and procedures

  • Lead and develop virtual teams

  • Expert in multiple technical and business skills

  • Strategic planning skills

  MINIMUM WORK EXPERIENCE:

  Typically 12 or more years of increasing responsibility and complexity in terms of any applicable professional experience; 5 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 no less than 75%. Office environment. No special physical demands required.

  The posted range for this position is $182,139 - $260,686 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.

  This position is eligible for a bonus not reflected in the posted range.

  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

• About the company

  Henry Schein, Inc. is an American distributor of health care products and services with a presence in 32 countries.

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