Senior Business Development Consultant (Cloud Upgrades)

At Henry Schein One UK, we are a tech company with a mission to redefine dental care, creating a future where personalised, AI-driven treatment and intelligent practice management come together to enhance patient care and build a thriving dental practice.

Were innovators, relentless in our pursuit of customer success and constantly pushing the boundaries of the possible to create world-class SaaS products.

Culture matters to us. Celebrated as one of the 'Sunday Times UK's Best Places to Work' companies for 3 years running (2023,2024,2025), our culture as an inclusive and forward-thinking organisation means we are committed to creating an environment that values diversity and flexibility and promotes equal opportunities for everyone.

Tech for good. Our SaaS product Dentally, solves real-world problems for millions of people globally.

Clinical AI powered diagnostics and note-taking, giving dentists an extra set of expert eyes on every x ray, further detecting subtle signs across conditions and boosting clinical accuracy in seconds.

Practice Management - Automating everything, ensuring dental practices get admin done quicker! Payments, Workflows & Patient Management, 3rd Party Integration, Reporting and Staff Instant Messaging.

Patient Experience - A digital-first experience that empowers patients to manage appointments, complete medical forms, and make payments - all from their own device. No more old-school phone calls and paper forms.

We are problem solvers, not ticket takers, and we champion creative problem-solving. Customer success is at the heart of everything we do. We strive to ensure that each member of our team, regardless of their department or role, prioritises the success of the customer in every interaction. From our Commercial teams right through to Operations, every area of our business plays an instrumental role in shaping the value of our users' experience.

Our customer success programmes are pivotal in maintaining dynamic feedback channels with our product teams, ensuring that we are always enhancing our software to align with customer needs. By delivering top-tier service, crafting innovative solutions, and offering proactive support, we are not just meeting expectations-we are creating long-lasting partnerships that drive positive outcomes.

This position has been created in response to growing demand and the continued expansion of our team. It's an integral part of our strategy to become a one PMS (Practice Management Software) business by upgrading customers from our legacy product toour cloud-based solution, Dentally.

As our number one strategic priority, the shift to Dentally represents an exciting time to join the business. In this role, you'll play a vital part in evidencing the value of the cloud to our customers, acting as a thought leader to help them reimagine how they operate and adopt more modern, efficient ways of working. Youll also work closely with Dental Practices to gain a deep understanding of their unique needs and guide them on a successful journey to the cloud.

As a senior individual contributor, youll take ownership of your pipeline, consistently achieve and exceed sales targets, and act as a role model within the team. Youll contribute to the broader success of the team by leading best practice sessions, sharing insights, and supporting a culture of high performance. You will also play a strategic role by attending regular feedback and planning sessions with leadership, helping to shape team direction, drive key initiatives, and ensure alignment between front-line experience and organisational strategy. Accurate forecasting and proactive pipeline management will be central to your role.

Customer Engagement

• Proactively engage with current Exact customers to accelerate their transition to Dentally.
• Develop a deep understanding of each clients needs, challenges, and goals to provide tailored, value-driven solutions.
• Promote our full suite of products and services, with a primary focus on our cloud-based practice management software.

Product Knowledge

• Maintain strong knowledge of Dentally, as well as the broader Exact product portfolio and related industry developments.
• Clearly articulate the benefits of our cloud-based solutions and how they compare to traditional alternatives.

Sales Strategy

• Develop and execute effective sales strategies that align with company goals and exceed performance targets.
• Identify and pursue upsell and cross-sell opportunities throughout the customer journey.
• Apply Challenger Sales methodology to uncover deeper insights and reframe customer thinking where needed.
• Attend regular strategy and feedback sessions with leadership, to help shape team direction, drive new initiatives and ensure consistent feedback between the team and leadership

Consultative Selling

• Present compelling business cases that show how Dentally delivers efficiency and clinical value.
• Proactively identify and address potential barriers to successful adoption during the cloud transformation process.

Change Management Support

• Act as a trusted advisor to guide clients through the operational and cultural changes involved in switching to the cloud.
• Set expectations early and clearly communicate the benefits and implementation journey.
• Support customers in adopting new workflows with confidence and clarity.

Collaboration

• Work closely with internal teams including Sales, Customer Success, Onboarding/Operations, Product, and Marketing to ensure alignment, smooth handover and drive results.
• Share insights and feedback that help shape sales strategy and improve the overall customer experience.

Reporting and Analysis

• Maintain accurate and timely records of all customer interactions and sales activities using HubSpot CRM.
• Regularly analyse performance metrics, pipeline health, and market trends to inform strategic decisions.

Customer Advocacy and Feedback

• Champion the customer voice by gathering feedback and sharing insights with Product, Engineering, and Customer Success.
• Help identify common challenges or opportunities that may inform future improvements in our approach or offerings.

• 4+ years of sales experience in a closing sales role
• Experience in a SAAS environment.
• Excellent communication and presentation skills
• Results-oriented with a track record of meeting or exceeding sales targets.
• Scientific approach to sales; data-driven and technically adept in understanding software solutions
• Self-motivated, organised and logical with effective time management

Diversity at Henry Schein One is all about you being you. Diversity and inclusion are integral to every aspect of our business, we push boundaries fuelled by a diverse set of voices and a desire to make a difference. We are proud to be an equal-opportunity employer. All qualified candidates are considered without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, or age. We welcome everyone to our team; we foster creativity and ambition throughout our business. Were making a difference every day and you can too.

Everyone at Henry Schein One is encouraged to live and demonstrate our core values:

Community

• Each Person is as Important as the Next
• Open Communication
• Diversity & Inclusion

Caring

• Corporate Citizenship
• Shared Success

Career

• Ethics
• Recognise Creativity & Encourage it
• People are our Greatest Asset

We've made our process as simple as possible whilst also allowing you to meet multiple members of the team, giving us valuable viewpoints on your experience. Everything is on Zoom and we aim to get you through out process in 2-3 weeks.

We look forward to hearing from you!