Orthodontic Business Development Manager - Strategic Accounts

Straumann•Minneapolis, MN

56d

About The Position

We develop, manufacture, and supply dental implants, clear aligners, instruments, CADCAM prosthetics and biomaterials for use in esthetic dentistry, tooth replacement and restoration solutions or to prevent tooth loss. We empower our employees to perform and make an impact, to question the status quo, to drive change, to stay ahead of the competition. From the first Dental Implant in 1974 to the latest Digital Solution - we do things differently than others We deliver innovation based on evidence. This is part of our employer culture as well as an exceptional team spirit that truly encourages diversity and a powerful "can-do" attitude. The Business Development Manager - DSO Accounts is responsible for driving new business growth by identifying, pursuing, and securing new DSO (Dental Service Organization) accounts with a focus on clear aligner solutions. This is a hunter role, targeting strategic accounts, building a robust pipeline and leading the sales process from initial engagement through contract execution. The Business Development Manager will monitor and work closely with the CSM to ensure a smooth onboarding and implementation process for the first six months, thereby facilitating a successful ramp-up and adoption of Clear Aligner products. This role involves working closely with the Customer Success Managers (CSM) to develop and execute tailored onboarding and growth plans. While the CSM supports execution and day-to-day operation, the Business Development Manager retains fully accountability for onboarding success and revenue growth. This position will require someone to live within 50 miles of a major airport as 50% domestic overnight travel is required for the role.

Requirements

5+ years of proven sales success in medical device, dental, or healthcare-related industries.
5+ years of c-suite and DSO negotiation experience
Bachelor's degree in business, healthcare, or related field.

Nice To Haves

Demonstrated experience in new business development and strategic account management.
Strong understanding of the DSO landscape and sales cycles.
Excellent communication, presentation, and negotiation skills.
Proficiency in Microsoft Office (Word, Excel, PowerPoint) and CRM platforms.
Valid driver's license and auto insurance.
Ability to travel overnight and to national events. 50% travel required

Responsibilities

Identify and engage prospective DSO accounts to introduce clear aligner solutions.
Develop and execute strategic plans to penetrate new markets and expand Straumann's footprint in the DSO segment.
Identify DSO accounts with low clear aligner purchase volumes in offices lacking formal agreements or executive-level engagement and develop targeted strategies to strengthen partnerships and drive growth.
Build compelling business cases and deliver persuasive presentations to key decision-makers.
Achieve or exceed quarterly and annual clear aligner sales goals.
Target and close a minimum of 4-6 new DSO accounts per quarter.
Always maintain a pipeline with a minimum of 10 qualified DSO prospects.
Collaborate with internal stakeholders to tailor solutions that meet the unique needs of each DSO.
Negotiate and close agreements with new accounts, ensuring alignment with company objectives.
Partner closely with the CSM to co-develop and execute onboarding and growth plans. ensuring smooth implementation and early success.
Set clear expectations of KPI's for each onboarding and track success within 6 months of contract execution.
Provide coaching, training, and support to ensure sustained growth and satisfaction.
Maintain ownership of onboarding outcomes and revenue ramp-up success.
Develop and maintain strategic relationships with key stakeholders within DSO organizations.
Create and manage detailed business plans for each account, including measurable goals and timelines.
Conduct monthly business reviews with each account to assess performance and identify growth opportunities.
Representing the company at industry events, trade shows, and conferences to build brand awareness and generate leads.
Stay informed on market trends, competitive landscape, and emerging opportunities in the clear aligner space.
Utilize Straumann's SAP CRM to log activities and own opportunities tracking to keep an up-to-date pipeline.
Maintain 100% CRM compliance for all customer interactions and account updates.
Prepare monthly reports and updates for internal leadership on account status and performance.
Other duties as assigned.

Benefits

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!

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