Capital Equipment Specialist

JOB OVERVIEW:

This role is responsible for promoting and selling Henry Schein’s capital equipment portfolio within an assigned territory to achieve aggressive sales targets. This role focuses on identifying and developing new opportunities, strengthening customer relationships, and delivering tailored solutions that align with clinical and financial goals. Success is driven through both independent selling and collaboration with Medical Field Sales Consultants. Additional responsibilities include negotiating deals within established parameters, closing sales, monitoring market trends, developing targeted sales campaigns, leveraging data to advance insights and opportunities, coordinating programs, and developing relationships with our manufacturing partners and relaying competitive intelligence to internal teams.

The assigned territory for this role is the state of Florida.

KEY RESPONSIBILITIES: 

• Execute targeted sales strategies to drive capital equipment sales aligned with national revenue and margin goals.

• Promote the full portfolio of capital solutions, including digital and imaging technologies—through individual sales efforts and strategic collaboration with Field Sales Consultants and Strategic Account Managers.

• Identify and develop new business opportunities while deepening relationships with existing customers, including key decision-makers in health systems and strategic accounts.

• Assess customer needs and deliver customized solutions that align with clinical workflows, practice design, and financial objectives.

• Prepare and present persuasive proposals, RFPs, and business reviews, ensuring alignment with pricing programs, GPO contracts, and promotional offers.

• Educate customers on product capabilities, integration options, and long-term value to support informed purchasing decisions.

• Coordinate with internal teams, including service, operations, finance, and technical support—to ensure seamless delivery, installation, and post-sale support.

• Execute national campaigns, promotions, and incentive programs at the local level to drive sales growth.

• Manage a structured sales plan with weekly, monthly, and quarterly targets to ensure performance objectives are met.

• Share customer insights and competitive intelligence with sales leadership to inform strategy and improve responsiveness.

• Ensure compliance with company policies, industry standards, and regulatory requirements.

• Provide coaching and mentorship to less experienced sales team members.

SPECIFIC KNOWLEDGE & SKILLS: 

• Strong competency in sales

• Deep understanding of capital equipment and technologies used in multi-specialty practices, including digital integration and imaging systems

• Familiarity with procurement processes, budgeting workflows, and delivery coordination

• Knowledge of standardized equipment plans and their alignment with clinical space design

• Strong grasp of GPO contracts, tiered pricing, and purchasing frameworks as they relate to deal structure and pricing strategy

GENERAL SKILLS & COMPETENCIES: 

• Results-driven sales approach with a proven hunter mindset; excels at identifying and securing new business opportunities

• Strong leadership and team development capabilities; proven ability to mentor, motivate, and manage high-performing teams

• Excellent communication and negotiation skills; skilled at building relationships and influencing across all levels

• Strategic thinker with strong financial acumen; drives profitability through data-informed, solution-based selling

• Highly organized with expertise in project execution, problem-solving, and process improvement

• Adept at managing conflict and vendor relationships; experienced in leading virtual, cross-functional teams

• Technically proficient with deep expertise in relevant tools, systems, and industry-specific knowledge

MINIMUM WORK EXPERIENCE: 

• Typically 10 or more years of increasing responsibility and complexity in terms of any applicable professional experience, including a proven track record in sales and at least 1 year of management experience.

PREFERRED EDUCATION: 

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

• Master's degree or international equivalent a plus

TRAVEL / PHYSICAL DEMANDS:

• Willing to travel at least 50-70% (Within state and out of state of residency)

• Remote established working environment required

• No special physical demands required