Key Responsibilities & Accountabilities
- CAD/CAM Product Category Management
- Own the commercial performance and strategic development of the dental CAD/CAM category, including intraoral scanning, design, milling, printing and related digital workflow solutions, accessories and consumables.
- Develop and execute annual category business plans aligned with Equipment & Technology growth, gross profit and market-share objectives.
- Monitor category sales, gross profit, product mix, pricing, pipeline, inventory, competitive activity and market trends; identify actions required to improve performance.
- Maintain a clear product architecture and positioning strategy across vendor lines, helping the field understand where each solution fits within the customer workflow.
- Lead and coordinate new product introductions, product transitions, discontinuations and commercialization plans.
- Partner with Purchasing, Operations and Finance on forecasting, inventory requirements, pricing, rebates and category profitability.
- Serve as a CAD/CAM market and product subject-matter expert for internal stakeholders, while leveraging clinical and technical specialists for workflow-specific expertise.
- Vendor Relations & Business Development
- Act as the primary commercial relationship owner for assigned CAD/CAM manufacturers and strategic vendor partners.
- Build strong, collaborative vendor relationships and position Henry Schein Canada as a preferred distribution and growth partner.
- Develop joint business plans with vendors covering sales targets, product priorities, field activities, education, marketing, launches and strategic initiatives.
- Lead regular vendor business reviews and track performance against agreed objectives, commitments and key performance indicators.
- Support negotiation and administration of vendor programs including rebates, co-op marketing funds, promotional support, demo programs, training investments and other commercial agreements.
- Coordinate vendor participation in national and regional sales meetings, customer events, trade shows, education programs and strategic account opportunities.
- Partner with sales leadership, specialists, Marketing and vendors to help develop customer-facing events such as CAD/CAM discovery sessions, hands-on demonstrations, workflow workshops, open houses and other educational or experiential programs.
- Ensure vendor resources are deployed effectively in support of Henry Schein’s sales strategy rather than operating independently of the field organization.
- Field Sales Enablement, Customer Training & Opportunity Support
- Work closely with ESS and CCS teams, as well as Digital Workflow and Clinical Solutions Specialists, to identify, develop and advance CAD/CAM opportunities and ensure the appropriate resources are engaged throughout the customer journey.
- Work closely with the Digital Workflow and Clinical Solutions Specialists to implement, manage, monitor and continuously improve the virtual training program, including the intake, prioritization and allocation of virtual training leads and customer requests.
- Actively deliver virtual CAD/CAM training sessions as part of the broader virtual training model, ensuring customers receive a consistent, high-quality experience and that training capacity can scale with the growth of the business.
- Help develop and maintain virtual training curriculum, processes, tools, scheduling standards and best practices in partnership with the Digital Workflow and Clinical Solutions Specialists, ensuring content remains current with product, software and workflow changes.
- Track and capture virtual training activity, customer participation, completion, outcomes and follow-up requirements, using this information to measure program effectiveness, identify additional customer needs and support future sales and service opportunities.
- Help establish a consistent process for transitioning customers from equipment sale and installation through onboarding, virtual training, advanced education and ongoing workflow support, ensuring clear ownership and hand-offs between ESS, CCS, Digital Workflow, Clinical Solutions, Technical Service and vendor partners.
- Create clear product positioning, competitive comparisons, value propositions, selling tools and commercial guidance that enable the field to confidently position complete digital workflow solutions rather than individual products.
- Support strategic or complex customer opportunities by coordinating the appropriate combination of sales, clinical, digital workflow, technical and vendor resources.
- Help establish consistent opportunity hand-offs, communication and follow-up between field sales, specialists and vendor partners, with particular focus on ensuring customers successfully progress from purchase to implementation, training and adoption.
- Provide product and commercial education to ESS, CCS and other sales teams in partnership with Digital Workflow and Clinical Solutions Specialists, helping increase field knowledge and confidence across the CAD/CAM portfolio.
- Gather structured field and training feedback regarding customer needs, adoption challenges, competitive activity, product gaps and emerging market opportunities, and translate those insights into category, training and vendor actions.
- Marketing, Programs & Category Activation
- Partner with Corporate Marketing and vendor partners to develop national and regional CAD/CAM campaigns that drive qualified opportunities, profitable revenue and market share.
- Help create and execute customer-facing CAD/CAM events designed to educate customers, demonstrate integrated digital workflows, differentiate Henry Schein and generate measurable sales opportunities.
- Develop promotional programs, product launches, sales contests, bundles and campaigns aligned with category strategy and field priorities.
- Ensure marketing materials accurately communicate product positioning, workflow value and Henry Schein’s differentiated support capabilities.
- Measure program effectiveness and recommend adjustments based on lead generation, conversion, revenue, gross profit and return on investment.
- Establish event objectives and support post-event follow-up with ESS, CCS, Digital Workflow and Clinical Solutions Specialists, including lead capture, opportunity conversion and measurement of event ROI.
- Reporting, Planning & Administration
- Develop and communicate category dashboards and KPIs covering sales, gross profit, market performance, vendor performance, pipeline and program effectiveness.
- Manage applicable co-op marketing funds, vendor rebate programs and category-related budgets in accordance with annual plans.
- Maintain current product, pricing, promotional and vendor program information for internal stakeholders.
Henry Schein Canada, Inc. is an equal opportunity employer committed to accommodating the needs of applicants with disabilities. Should you require an accommodation throughout the recruitment and selection process due to a disability, please contact Human Resources.
