Sales Operations Specialist – Revenue Operations

JOB OVERVIEW: This position will be responsible for optimizing in-bound marketing lead flow, enhancing sales efficiency, and improving campaign performance across the dental and medical marketing and sales channels. The Sales Operations Specialist serves as the primary bridge between sales, growth campaigns, telesales, and the dental and medical sales teams to ensure seamless lead distribution and follow-up. This role oversees the inbound phone sales channel, provides data-driven campaign feedback, and manages SPIFF and incentive programs to drive engagement. Additionally, the position supports the service tech lead program by training technicians on lead input and ensuring compliance with invoicing processes. By leveraging automation and customer insights, this role will help refine processes and contribute to scalable revenue growth. KEY RESPONSIBILITIES: Inbound Lead Routing Management Oversee inbound lead processes to optimize lead capture, proper routing, and conversion rates. Lead Flow Optimization Manage lead distribution, address unassigned accounts, and refine lead tracking mechanisms. Process Automation & Standardization Develop standardized follow-up templates and automate workflows to enhance efficiency. Performance Monitoring & Reporting Track call quotas, engagement rates, and sales performance, escalating trends to sales managers and leaders. SPIFF & Incentive Program Management Administer sales incentive programs, process payouts, and evaluate program impact. Service Tech Lead Program Oversight Manage ELRC-driven lead capture, train service technicians on lead input, and ensure invoicing compliance. Territory & Resource Optimization Analyze zone segmentation and sales rep adjustments to improve resource allocation. Customer Data & CRM Oversight Ensure accuracy in Salesforce tracking, engagement logs, and overall CRM data integrity. Post-Interaction Customer Insights Collect and analyze customer feedback through surveys to enhance sales and service strategies. Campaign Performance & Feedback Provide data-driven insights to improve outreach effectiveness and campaign strategy. Projects – Participates in special projects and performs other duties as required. SPECIFIC KNOWLEDGE & SKILLS: Strong understanding of lead generation, distribution, and conversion strategies. Experience managing inbound phone sales and marketing channels, optimizing call routing, and improving conversion rates. Proficiency in Salesforce or similar CRM systems for lead tracking, reporting, and data accuracy. Understanding of zone segmentation, sales rep adjustments, and optimizing resource deployment. 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 2 to 4 or more years of increasing responsibility in terms of any applicable professional experience. PREFERRED EDUCATION: Typically a Bachelor’s Degree or global equivalent in related discipline. TRAVEL / PHYSICAL DEMANDS: Travel typically less than 10%. Office environment. No special physical demands required. The posted range for this position is $55,630-$86,922] 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/incentive/equity/commission] 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, 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 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 worlds 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 Esthers 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: jobsupport@henryschein.com UK and Ireland Candidates: UKHSHRRecruitment@henryschein.co.uk 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.