POSITION SUMMARY
The Business Development Manager (BDM) is responsible for all aspects of the Business Development function in an assigned geographic Area for Straumann Group Digital Solutions and reports to the Director of Business Development, Digital Lab Services for North America. The BDM closely collaborates with Senior Leadership of multiple groups that drive market penetration and achievement of related financial results, based on the Company's Digital & Dental Lab Strategy. The BDM supports the creation, innovation, and development of new and current business in the Dental Lab Space. The BDM works with various field sales teams to create a flow of information and activities across the company that are aligned with achieving organizational goals for Dental Labs- including driving key strategic priorities around Digital Production & Advancements in Restorative Workflows.
The BDM regularly interfaces with & supports the digital coaching of Digital Sales Specialists (DSS) & other customer facing digital sales teams, is a direct seller for larger complex digital & lab sales, supports the creation & roll out of education content, the execution of the go to market strategy in partnership with Digital Marketing and develops distributor/strategic partnerships. The BDM is a key role in communicating relevant market information to Senior Management including competitive intel.
The BDM is the liaison between the Digital Product Marketing Team and the field Sales Teams, as well as the primary point of contact for all field based Dental Lab topics that support the sales & marketing plan. The BDM will also collaborate and provide input to the internal training & education teams, to guarantee that we have the right education programs in place to support the Strategy for internal & external key stakeholders.
JOB RESPONSIBILITIES
This position is responsible for, but not limited to, the following:
• Responsible for Area financial targets of Straumann Group Implant Brands Area Lab & Digital Success
• Responsible for defined Area financial targets of strategic Restorative, Hardware &Software KPIs - including Zirkonzahn (ZZ), P Series 3D printers and Digital Adoption of Intra Oral scanners.
• Responsible for supporting field with promoting, qualifying and closing of the Medentika Prosthetic Brand opportunities
• Responsible for Sales target of P Series, ZZ HW & SW for Dental Labs
• Drive field engagement & collaboration
• Engage with Sales team to present, qualify and help close large production 3D printer opportunities
• Ensure steady lead pipeline from Straumann & Neodent sales teams to BDM
• Drive registration of & attend ZZ Demo Days that leads to new customersPartner with local Sales Team to create 3D printing opportunities around other aspects of our Digital Business including, full arch treatment, guided surgery and supporting our intra oral scanning customers.
• Facilitate onboarding expectations with new ZZ Customers to ensure customer success
• Collaborate with Digital Marketing to provide ZZ feedback & and to create the best-in-class post sales experience for the customer
• Support digital & Lab training of Straumann Group, being the main point of contact for the field on Digital topics
• Lead area calls with DSS, Regional Sales Directors & Area Vice Presidents to ensure consistency of information that supports sales success
• Coach all teams on how to identify and funnel larger digital opportunities in Lab Space to the BDM to support closing the opportunity
• Ideate & drive contests that drive dental lab success amongst the DSS
• Partner with sales leadership to development their teams as best in class digitally minded sales teams
• Manage Digital Solutions Projects with internal teams, partners, and Customers
• Partner on the creation & implementation of Sales Tools (ex. Playbooks)
• Support field Beta testing & new solutions or products
• Collaborate with Marketing DBU to provide input into the marketing plan as needed
• Drive execution of the Marketing and Promotional plans in the field
• Identify new trends & monitor market intelligence to ensure that we have everything that we need to lead and stay ahead of competition
• Partner with key Lab partners to purchase, distribute and/or promote Straumann's Virtuo Vivo Scanner
• Work with Digital BDM team on implementation to ensure clinical & lab success
• Provide Sales Support team & Technical Training Team ideas and feedback to ensure a best-in-class Customer Experience
• Drive consistent engagement and feedback from the sales team and customers about what we are doing well and what can be improve
• Identification, training, and support of KOLs for our Digital & Lab Solutions in collaboration with the National Education Team & Digital Marketing Team
• Integral support at large events applicable within specified areas; Trade shows and symposiums
• Develop and support a Network of Digital Excellence Centers to drive digital education programs and customer events
• Proactively evaluate and recommend new ways to ensure that Straumann Group Digital Solutions meet the needs of the business and of the market
• Collaborate with the Marketing team to provide input on the most effective product demos, events & activities to support Business Development activities
• Provide input to the Product Management Team and Internal Training Department to develop presentations and/or educational materials for use by all teams involved
• Provide input on customer education needs and technical training needs
MINIMUM QUALIFICATIONS
• Bachelor's degree in any discipline
• 5+ years Sales, Business Development and/or Digital Dental Technology
• 3+ years Dental industry work experience
PREFERRED QUALIFICATIONS
• Direct Lab Sales/Business Development experience
• Proven ability to work autonomously and be a self-starter
• Proven ability to work collaboratively to ensure success for multiple stakeholders
• Proven project management and sales process skills
• Excellent written, verbal and presentation skills
• Ability to influence without authority
• Demonstration of best-in-class digital mindset that is comfortable with solving challenges for others
• Exceptional people skills & ability to execute on wins for multiple stakeholders
• Time management and organizational skills
• Detail-oriented with the ability to multitask
• Ability to execute on sales plans and strategies
• Ability to position product offerings into business opportunities
• Ability to manage a sales & lead process
• Ability to quickly learn and teach complex content
• Capable of creative thinking and effective problem solving
Annual base salary range: $145,000 + $40,000 commission range at plan (uncapped over plan).
The final base pay for this position will vary based on geographic location and candidate experience relative to what the company reasonably anticipates for this position.
Vehicle reimbursement plus mileage is also provided.
Whether you're looking to build your career, improve your health, or brighten your SMILE, we offer generous benefits to help you achieve your goals.
• Very Competitive total compensation plans (some positions include discretionary performance bonuses or Performance Share Units).
• A 401(K) plan to help you plan for your future with an employer match
• Great health, dental and vision insurance packages to fit your needs to ensure you're happy and healthy. Straumann contributes a healthy portion towards employees' premium.
• Generous PTO allowance - plenty of time to recharge those batteries!
Please understand that we do not need external support by recruiting agencies and consultants to fill this vacancy. Thank you for respecting this.
