Brian C. Chester
Charlotte Metro,NC
Summary
Executive Commercial Leader with extensive experience building high-performance teams in the medical device and dental sectors. Expert in cross-functional leadership, sales strategy, and culture building. Proven track record of launching new business units, driving double-digit growth in competitive markets, and leading commercial teams through organizational restructuring and IPOs. Specializes in scaling commercial infrastructure for small-to-midsize organizations.
Overview
27
27
years of professional experience
Work History
Senior Sales Director, Endodontics, North America
Henry Schein Inc.
08.2024 - Current
- Reporting to the Global Head Endodontics, recruited to build and execute a new commercial business unit within the Henry Schein Dental Portfolio. Provide strategic and operational leadership across all facets of the launch.
- Business Unit Launch: Directed the cross-company integration of a capital laser system with a full endodontics consumable line, successfully unifying product strategy and operations.
- Market Growth: Spearheaded comprehensive marketing and professional education strategies to strengthen brand presence and accelerate growth.
- Team Building: Recruited and developed specialist sales and clinical teams to enhance capital/consumable adoption and ensure effective technology onboarding in endodontic practices.
- Strategic Infrastructure: Developed and implemented sales strategy, process, KPIs, and CRM infrastructure to optimize market penetration.
Vice President, Sales & Professional Education, North America
Sonendo, Inc.
11.2023 - 07.2024
- Promoted to the Executive Leadership Team to lead four critical functions: Capital Sales, Clinical Training/Consumables, Field Service and Professional Education (50+ headcount).
- Turnaround Leadership: Exceeded revenue goals for Q1 & Q2 2024 despite significant reduction in force and intensified low-price competition, demonstrating resilience and strategic focus.
- KOL Development: Developed and managed primary Key Opinion Leader (KOL) relationships across North America to drive clinical advocacy.
- Organizational Restructure: Led comprehensive restructuring of sales and clinical teams, creating new roles, responsibilities, and compensation plans aligned with revised company goals to enhance operational effectiveness.
- Strategic Planning: Designed and executed national sales meeting and new training curriculums, revitalizing commercial organization and improving team engagement.
- Sonendo, Inc. is a late-stage startup equipment manufacturer that developed the endodontic GentleWave system, a transformational & market disrupting technology.
Area Sales Director - East
Sonendo, Inc.
06.2017 - 11.2023
- Market Share Capture: Built a high-performance team that captured 19% of the endodontist market in the East Region within four years.
- Value Creation: drove an 83% price premium per procedure compared to conventional treatment by driving demand through referral bases, significantly growing customer lifetime value.
- Cross-Functional Leadership: Led team of 17 capital sales professionals and clinical training/implementation specialists to enhance collaboration and drive sales performance.
- Inside Sales Pilot: Recruited and led pilot program that established US Inside Sales Channel, expanding sales reach and customer engagement.
- Crisis Management: Navigated sales team through COVID-19 by adjusting comp plans and coordinating PPE distribution, ensuring customer operations remained uninterrupted.
- Key Recognition: 2021 Ignite Sales Leadership Achievement Award Winner. 2021 & 2020 President's Club Winner. IPO Bell Ringer: Invited by the CEO to the NYSE for Sonendo's IPO (2021). Founders Award (2019): Recipient of Sonendo's highest honor for embodying entrepreneurial attributes and innovation.
Area Sales Manager
Sonendo, Inc.
06.2016 - 06.2017
- Established presence as first ASM for region; grew territory from 0 to #2 ranking among 9 managers nationally within one year.
Territory Manager / Field Sales Trainer
Spectranetics
04.2014 - 05.2016
- Performance: Finished Q2 2015 at 166% to quota (Ranked #3 in US). Achieved highest regional growth (22%) for AngioSculpt.
- Leadership: Promoted to Field Sales Trainer for the US; presented at Regional POA meetings and facilitated global sales meeting breakouts.
Sales Consultant / Field Trainer
DePuy Synthes Trauma
10.2010 - 04.2014
- Performance: Achieved 138% of quota with 37% growth in 2012. Ranked #1 in the US for conducting lab workshops.
- Leadership: Promoted to Field Sales Trainer for the East Coast. Led a national inventory management initiative that restructured ordering levels for major facilities.
Trauma/Spine Specialist / National Field Trainer
Stryker Biotech
11.2006 - 09.2010
- Performance: Ranked #1 Trauma Specialist in the US (2008). "Top Gun Award" recipient for exceeding quota in all categories.
- Leadership: Promoted to the sole National Field Sales Trainer role (Jan 2009).
Trauma Consultant / Sales Senator
Synthes USA
04.2004 - 11.2006
- Performance: Secured 90% standardization agreements with largest health systems in Northern NJ/NY, generating over $3.5M annually.
- Leadership: Promoted to "Sales Senator" (Top 35 in US) and Field Sales Trainer within the first year of employment.
Professional Sales Rep II
Merck & Co.
01.2002 - 01.2004
- Ranked #3 in Region; promoted after one year.
Managed national sports marketing programs and sponsorship sales
Golf Digest & ESPN
01.1999 - 01.2002
- Set revenue records for tournament events.
Education
Bachelor of Science - Marketing
Clemson University
Clemson, SC08-1997
Skills
- Sales strategy
- Consultative selling
- Market expansion
- Pipeline management
- Sales analytics
- Competitive analysis
- Team building
- KOL recruitment & engagement
- Strategic planning
- Program coordination
- Team building
- Strategic planning
Websites
Community Recognition
Hightstown High School Hall of Fame Inductee, 2023
Timeline
Senior Sales Director, Endodontics, North America
Henry Schein Inc.
08.2024 - Current
Vice President, Sales & Professional Education, North America
Sonendo, Inc.
11.2023 - 07.2024
Area Sales Director - East
Sonendo, Inc.
06.2017 - 11.2023
Area Sales Manager
Sonendo, Inc.
06.2016 - 06.2017
Territory Manager / Field Sales Trainer
Spectranetics
04.2014 - 05.2016
Sales Consultant / Field Trainer
DePuy Synthes Trauma
10.2010 - 04.2014
Trauma/Spine Specialist / National Field Trainer
Stryker Biotech
11.2006 - 09.2010
Trauma Consultant / Sales Senator
Synthes USA
04.2004 - 11.2006
Professional Sales Rep II
Merck & Co.
01.2002 - 01.2004
Managed national sports marketing programs and sponsorship sales
Golf Digest & ESPN
01.1999 - 01.2002
Bachelor of Science - Marketing
Clemson University