The primary responsibility of a Business Development Manager is to meet or exceed Straumann’s sales objectives for all products by developing profitable relationships with targeted dental practices and the dental community at large. The Business Development Manager is responsible for increasing sales and customer satisfaction within an assigned geographic area. This requires an ability to build relationships with customers, proactively identify the solutions they need, and think commercially.
This position is responsible for, but not limited to, the following:
Drive profitable sales growth and maximize sales revenue within a defined territory by developing, maintaining, and advancing existing accounts and prospects through the sale of Implant, Regenerative and Restorative product lines.
Create an unparalleled customer experience by acting as a strategic business partner to existing customers within the defined territory by focusing on customers’ growth goals and how Straumann can help them achieve these goals.
Achieve new business targets by proactively identifying, targeting and converting prospect accounts and new business with dentists and oral surgeons in the defined territory.
Prepare and maintain territory business plans, sales forecasts and a sales promotion activity budget. Assess current performance and forecast when change is necessary.
Collaborate with Product Marketing and Market Communications to support the execution of all marketing launch plans and new product sales objectives.
Ensure referral network is regularly managed and develop referral networks for non-active GP’s
Attend and represent Straumann at customer events as required, including but not limited to regional events and national trade shows.
Effectively and efficiently leverage education events to develop existing customers, build brand loyalty and gain new customers. Develop Study Clubs within the territory, actively participate, ensure Straumann presentation is rolled out in study club, and develop customer relationships with existing and new participants.
Keep abreast of key clinical studies and scientific papers supporting Straumann’s product benefits.
Regular use of all sales tools, such as SAP CRM, to effectively plan and measure sales activities against territory’s current customer base and prospective customers. Routinely run reports to align trends, customer needs, and opportunities with territory business strategy. All employees with customer facing interactions are required to log quality activities with every Straumann customer and prospect.
Proficiency in consultative selling with knowledge of the Challenger technique or related method preferred.
General computer efficiency including ability to operate Microsoft Word, Excel, and PowerPoint.