University Strategic Account Manager - Rocky Mountain Region

The assigned territory includes Colorado, Utah, New Mexico, Arizona, Wyoming, North Dakota, South Dakota, and Nebraska. Candidates must reside within the territory, with a preference for candidates based in Colorado. Due to travel requirements, candidates must live within one hour of a major airport.

JOB OVERVIEW: 

This position is responsible for growing sales within U.S. Specialty Distribution Group (USDG). The Strategic Account Manager I – University, is tasked with renewing and expanding existing accounts, while also generating and facilitating internal business referrals through the development and execution of strategic account plans and targeted sales initiatives. 

KEY RESPONSIBILITIES:   

• Grow sales within U.S. Specialty Distribution Group (USDG) through renewals and upsell of existing business that meet or exceeds sales objectives. 

• Proactively identify and implement ways to grow business.  Responsibility for sales of assigned accounts and share growth across the Henry Schein product portfolio (i.e. generate and qualify leads, cross-sell, and drive account planning). 

• Maintain customer relationships and act as point-of-contact for customers to deliver consistent, coordinated customer experience (i.e. regular visits, high-quality presentations, quarterly business reviews, customer summits, networking opportunities). 

• Demonstrate expertise of Henry Schein products, services, and offerings and will learn and potentially sell new products, services, and offerings as they become available. 

• Educate, coach and collaborate with internal stakeholders to streamline processes, identify growth opportunities, and develop strategic account plans that support business objectives 

• Attend and support industry trade shows, company sponsored and/or internal company meetings as needed. 

• Track legal agreements for assigned accounts. 

• Participate in Customer Business Review ("CBR") process with customer and management team. 

• Participate in special projects and performs other duties as required. 

SPECIFIC KNOWLEDGE & SKILLS:   

• Proven track record of meeting or exceeding sales targets and driving account growth.  

• Strong understanding of sales strategies, customer relationship management, and market dynamics.  

• Proficiency in CRM systems and Microsoft Office Suite (Excel, PowerPoint, Word).  

• Basic understanding of Legal Agreements (i.e. understanding of process 

• Uses analytics to identify key findings for customers 

• Knowledge and understanding of contracts, pricing/cost, credit, Group Purchasing Organizations ("GPOs") 

• Familiarity with Henry Schein Medical website, products and solutions. 

• Proficient in business tools, systems, and operational procedures, with the ability to quickly learn and adapt to new technologies and platforms.  

• Good presentation and public speaking abilities, capable of delivering compelling, audience-tailored content in both formal and informal settings.  

• Good decision-making, analytical, and problem-solving skills, with a strategic mindset and the ability to interpret data to drive business outcomes.  

• Good planning and organizational skills, including time management, prioritization, and execution of complex initiatives across multiple stakeholders.  

• Good communication, presentation, and negotiation skills, with the ability to influence, build rapport, and foster long-term relationships with clients and internal teams.  

• Collaborative mindset, with the ability to work effectively across cross-functional teams and contribute to a high-performance culture. 

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 requires a minimum of 3-5 years of field sales experience. 

PREFERRED EDUCATION:  

Typically, a Bachelor's Degree or global equivalent in related discipline.