Commercial Director Henry Schein Products

Depuis plus de 30 ans, Henry Schein France est le leader national de la distribution de solutions, matériels et consommables destinés aux professionnels de la santé bucco-dentaire.

Bien plus qu’un distributeur, nous accompagnons nos clients à chaque étape de leurs projets — financement, formation, aménagement de cabinets, maintenance et innovation technologique.

Portée par plus de 500 collaborateurs engagés partout en France, notre mission est claire : améliorer la qualité des soins et soutenir les professionnels de santé dans leur quotidien.

The HSP Commercial Lead will be responsible to achieve the Sales/GP targets for the assigned territories/customers, as well as NPI budgets for all Henry Schein brands, which are made up from Corporate brands and Owned Brands. The role requires strong collaboration with the local Marketing, Sales, and Inventory Management teams, as well as the Global Corporate Brand teams (PBUs, Marketing, Product Development) as well as the EMEA HSP Commercial team. The position reports to the Senior Director, HSP EMEA, but will retain a strong connection to the leadership teams in the territories for Full Service, DMO and pure digital channels.

• →Support activities to introduce and grow sales of HSPs in the designated market(s) and increase internal share in line with our global strategic objective and “Mission 30%”.
• →Support the development of in-country sales and marketing plans, share best practice initiatives
• →In close collaboration with sales, marketing and merchandising leaders, and HSP commercial team, implement effective commercial plans to achieve annual sales and gross profit budgets in the territories
• →Define sales strategies and investment plans by business (Full Service, DMO, Digital) to grow and develop Henry Schein Brands position
• →Create programmes to enhance effectiveness of sales team, monitoring performance and implementing corrective actions, launching new products to maximize impact, and ensuring treatment of all HSP products consistent with brand positioning guidelines, including effective price and promotional activities. Support market(s) with analysis of relevant data, identifying opportunities for sales/margin growth.
• →Develop effective training programs for FSCs and Telesales, engaging resources within the PBUs, through in person training, or co-travelling.
• →Collect market specific product opportunities and feedback to be shared with the CB marketing and commercial teams and corporate PBUs
• →Support the HSP Finance Partner to develop proposals for the annual HSP Sales and GP Budget, as well as actively participating in any HSP forecasting/RO process, through close collaboration with the market(s)’ Sales, Marketing and Finance teams.
• →Work closely with the Sales, Marketing and Purchasing teams to develop a connected sales and operational planning process, ensuring we achieve a high fill rate for HSPs, improving customer experience based on ‘order ship complete’ metric.
• →Assist market(s) in preparation of Quarterly Business Reviews and other reporting/data requests.
• →Assist where necessary with product equivalent mapping, development of HSP/Abrand cross reference tables.

• Experience and Education: 5+ years of progressively responsible commercial experience, including 5+ years in HSD (global exposure preferred), 5+ years with technical dental products, and 3+ years in regulatory matters and sourcing. Bachelor’s degree required; MBA preferred.
• Brand and leadership: Advanced brand management skills, a proven ability to develop successful global brands, and the ability to motivate, inspire, and develop team members for high performance.
• Thinking and decision-making: Excellent conceptual skills, independent decision-making, and strong analysis and problem-solving.
• Communication: Outstanding verbal and written French and English (other languages advantageous), plus strong presentation and public speaking skills.
• Influence and change: Ability to influence, build relationships, resolve disputes, manage conflict, and lead change initiatives.
• Financial understanding: Ability to understand, interpret, and act on financial information and data that contributes to business results and profitability.
• Dental market knowledge: Knowledge of the dental market and Henry Schein’s dental businesses, with extensive knowledge of dentistry and dental products.
• Commercial leadership: Experience leading commercial teams and financial acumen.

Chez Henry Schein France, nous plaçons la satisfaction de nos clients et l’épanouissement de nos collaborateurs au cœur de notre mission.

Nous croyons au pouvoir des talents, des idées et de la passion pour créer des expériences uniques et bâtir des relations de confiance durables. La diversité des parcours, des perspectives et des personnalités fait notre richesse — et notre force collective.

Prêt(e) à écrire la suite de votre histoire avec nous ? Rejoignez Henry Schein France et découvrez jusqu’où nous pouvons aller ensemble !