Sr Manager, Commercial Marketing & Sales Strategy - Dental

JOB OVERVIEW: This position is responsible for driving and accelerating growth of our Henry Schein Products (HSP) and Owned Brands portfolio while elevating the effectiveness of our US Dental Sales organization. The Senior Manager will shape and execute field-facing sales strategies, build a modern sales training ecosystem, and create a unified capability framework that strengthens our team’s ability to sell across all customer segments—including General Practice, Endodontics, Orthodontics, Oral Surgery, Community Health Centers, and Emerging/Enterprise DSOs. The position combines commercial strategy, sales enablement, and curriculum design, and will serve as the architect of a scalable certification platform covering product mastery, professional selling skills, and the business of dentistry. KEY RESPONSIBILITIES: Commercial Strategy & Execution Build go-to-market strategies that drive revenue, GP$, and share growth for HSP and Owned Brands across priority categories. Lead commercialization of new and rebranded products, ensuring clear messaging, sequencing, and strong field execution. Develop conversion strategies that simplify selling and position HSP as the preferred option for customers. Own the development of a comprehensive sales training ecosystem, including: A unified sales capability framework aligned to field competencies. A professional selling skills curriculum (value-based selling, needs assessment, objection handling, multi-solution selling). A Business of Dentistry certification covering practice economics, procedure profitability, insurance dynamics, workflow optimization, and patient experience. A complete HSP/Owned Brand certification path, including product mastery, competitive positioning, and category selling strategies. Partnership with Training and Development team as well as internal and external industry SMEs, vendors, clinical advisors, and training partners to produce high-quality educational content. Development of digital modules, playbooks, workshops, and coaching tools that scale across 650+ field and remote sales team members. Design and lead specialty selling certifications for: Endodontics Orthodontics Oral Surgery Implant Dentistry Pediatric Dentistry Community Health Centers Dental Schools/Hygiene Schools Emerging DSOs /Group Practices Start Up Customers – Thrive Start Up Programs include clinical fundamentals, customer insights, procedure workflows, product positioning, and specific selling approaches to each specialty. Field Readiness & Adoption Ensure the sales organization is trained, confident, and equipped ahead of every campaign, initiative, and product launch. Deliver simple, high-impact messaging that is easy for the field to absorb and confidently execute. Create feedback loops with sales leadership to refine materials, improve adoption, and continuously elevate capability. Cross-Functional Leadership Partner closely with Product Category Management (PCM), HSP leadership, Finance, Sales Training, Clinical Advisory, One Schein teams, Marketing, and Field Sales Leadership. Act as the commercial voice in product planning to ensure field insights inform portfolio, pricing, launch, and promotional strategy. Lead cross-functional alignment for training deployment and field adoption. Performance Measurement & Optimization Track KPIs including LMS course completion and develop reporting mechanism to sales leadership for better informed customer assignment at the regional level Use insights to evolve curriculum, refine GTM execution, and inform future training and capability investments. Drive continuous improvement based on field feedback and performance results. SPECIFIC KNOWLEDGE & SKILLS: Experience in sales strategy, commercial marketing, category management, sales enablement, or similar roles is required Dental and healthcare experience is strongly preferred Experience building or delivering sales training programs (professional selling frameworks, business acumen, GTM enablement) Ability to translate clinical or technical information into simple, actionable selling tools Demonstrated success launching and commercializing products through field sales organizations Data-driven mindset with experience using sales performance metrics to guide decisions Experience with owned brands, private label, or white-label product strategy Familiarity with dental practice dynamics and dental customer models (DSOs, CHC, institutions, etc.) Proficiency in Salesforce, Power BI, and other sales enablement platforms Ability to synthesize complexity into simple, action-oriented messaging for sales 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 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 typically less than 10%. Office environment. 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 Fraud Alert Henry Schein has recently been made aware of multiple scams where unauthorized individuals are using Henry Schein's name and logo to solicit potential job seekers for employment. Please be advised that Henry Schein's official U.S. website is www.henryschein.com. Any other format is not genuine. Any jobs posted by Henry Schein or its recruiters on the internet may be accessed through Henry Schein's on-line "career opportunities" portal through this official website. Applicants who wish to seek employment with Henry Schein are advised to verify the job posting through this portal. No money transfers, payments of any kind, or credit card numbers, will EVER be requested from applicants by Henry Schein or any recruiters on its behalf, at any point in the recruitment process. Over 90 years ago Henry Schein borrowed $500 to start a corner pharmacy in Queens, New York, nearly 30 miles from Melville, New York, where our corporate headquarters resides today. In the depths of the Great Depression, Henry and his wife Esther made a bold bet on their future all while living their values of helping health happen and caring for their team and the community they served. Their belief paid off far beyond what Henry and Esther might have dared to imagine in 1932. Henry Schein is now a Fortune 500 Company powered by a network of people and technology to be the world’s leading provider of health care products, services and solutions to office-based dental and medical practitioners. Since our founding we have stayed true to Henry and Esther’s values which has allowed us to evolve, expand, and grow our Company. Now serving more than 1 million customers in 33 countries and territories, the Company's network of trusted advisors provides more than 1 million customers globally with more than 300 valued solutions that help improve operational success and clinical outcomes. We invite you to join approximately 25,000 Team Schein Members, who are critical to our success and are at the core of our Team Schein Values as our founders would have wanted. We live those values by ensuring that our culture focuses on the wellness of our team, which we accomplish by providing a safe space for individuals to develop and contribute authentically, with opportunities to give back to society and the communities where we live and work. No matter the role you are seeking, we encourage you to come be a part of a team that makes the world a healthier place. Henry Schein embraces diversity and is committed to providing equal opportunity to employees and applicants. If you are unable or limited in your ability to complete the application process, including the use or access of www.henryschein.com/careers, as a result of a physical or mental impairment, you can request reasonable accommodations. Please e-mail the appropriate email address below with the type of accommodation you are requesting. Please include your first and last name, phone number, position for which you are interested in applying and geographic location in your request. US Candidates: [email protected] UK and Ireland Candidates: [email protected] Australia and New Zealand Candidates: [email protected] Malaysia Candidates: [email protected] Italy Candidates: [email protected] It is important to us to offer different types of work arrangements. Please see the types we offer below: Work From Home: Work is performed directly from the TSM's home office. Hybrid: Time is scheduled between working from a TSM home office and at a company facility, as required. Onsite: Work is performed exclusively at a company facility. Field: Position requires traveling to different locations within a specific geographic territory, as assigned.