Lab Business Development Manager, West

Straumann • Andover, MA

3d • $145,000 - $185,000

About The Position

The Lab Business Development Manager is responsible for the Business Development function in an assigned geographic area for Straumann Group Digital Solutions. The role reports to the Director of Business Development, Digital Lab Services for North America and works with senior leaders and field sales teams to expand market penetration and achieve financial results in line with the Company’s Digital & Dental Lab Strategy. The position supports the creation, innovation, and development of business in the dental lab space, with a focus on digital production and advances in restorative workflows.

The manager supports digital coaching for Digital Sales Specialists and other customer-facing digital sales teams, sells larger and more complex digital and lab opportunities, supports education content and go-to-market execution, and develops distributor and strategic partnerships. The role serves as a liaison between Digital Product Marketing and field Sales Teams, and as the primary field contact for dental lab topics. It also shares relevant market and competitive information with senior management and collaborates with internal training and education teams to ensure suitable programs for internal and external stakeholders.

Requirements

• Bachelor’s degree in any discipline.
• At least 5 years of experience in sales, business development, and/or digital dental technology.
• At least 3 years of work experience in the dental industry.

Nice To Haves

• Direct lab sales or business development experience.
• Ability to work autonomously and demonstrate initiative as a self-starter.
• Ability to collaborate to achieve success for multiple stakeholders.
• Project management and sales process skills.
• Excellent written, verbal, and presentation skills.
• Ability to influence without authority.
• A strong digital mindset and comfort solving challenges for others.
• Exceptional people skills and ability to execute on wins for multiple stakeholders.
• Time-management and organizational skills.
• Attention to detail and ability to multitask.
• Ability to execute sales plans and strategies.
• Ability to position product offerings as business opportunities.
• Ability to manage a sales and lead process.
• Ability to quickly learn and teach complex content.
• Creative thinking and effective problem-solving capabilities.

Responsibilities

• Manage Area financial targets for Straumann Group Implant Brands Area Lab & Digital Success.
• Manage defined Area financial targets for strategic Restorative, Hardware and Software KPIs, including Zirkonzahn, P Series 3D printers, and digital adoption of intraoral scanners.
• Support the field in promoting, qualifying, and closing Medentika Prosthetic Brand opportunities.
• Meet sales targets for P Series and Zirkonzahn hardware and software for dental labs.
• Drive field engagement and collaboration, including maintaining a steady lead pipeline from Straumann and Neodent sales teams.
• Engage with sales teams to present, qualify, and help close large production 3D printer opportunities.
• Drive registration for and attendance at Zirkonzahn Demo Days, and partner with local sales teams to create 3D-printing opportunities connected to other digital business areas.
• Facilitate onboarding expectations with new Zirkonzahn customers to support customer success.
• Collaborate with Digital Marketing on Zirkonzahn feedback and post-sales customer experience.
• Support digital and lab training and serve as the field’s main point of contact for digital topics.
• Lead area calls with Digital Sales Specialists, Regional Sales Directors, and Area Vice Presidents to provide consistent information supporting sales success.
• Coach teams to identify and funnel larger digital lab opportunities to the Business Development Manager for closing support.
• Develop contests to promote dental lab success among Digital Sales Specialists and partner with sales leadership to develop digitally minded sales teams.
• Manage Digital Solutions projects involving internal teams, partners, and customers.
• Partner on the creation and implementation of sales tools, such as playbooks.
• Support field beta testing and new solutions or products.
• Collaborate with Marketing DBU on marketing-plan input and drive field execution of marketing and promotional plans.
• Identify trends and monitor market intelligence and competition.
• Partner with key lab partners to purchase, distribute, or promote Straumann’s Virtuo Vivo Scanner.
• Work with the Digital Business Development team on implementation to support clinical and lab success.
• Provide ideas and feedback to Sales Support and Technical Training teams to improve the customer experience.
• Gather consistent feedback from sales teams and customers about successes and areas for improvement.
• Identify, train, and support key opinion leaders for Digital & Lab Solutions with the National Education Team and Digital Marketing Team.
• Provide support at applicable large events, including trade shows and symposiums.
• Develop and support a network of Digital Excellence Centers for digital education programs and customer events.
• Evaluate and recommend ways to ensure Straumann Group Digital Solutions meet business and market needs.
• Collaborate with Marketing on effective product demonstrations, events, and activities for Business Development.
• Provide input to Product Management and Internal Training on presentations and educational materials.
• Provide input on customer education and technical training needs.

Benefits

• 401(k) plan with employer match.
• Health insurance, with the company contributing toward employee premiums.
• Dental insurance.
• Vision insurance.
• Generous paid time off.
• Vehicle reimbursement and mileage are provided.
• Competitive total compensation plans; some positions include discretionary performance bonuses or Performance Share Units.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level