Senior Business Development Manager - Special Markets (East Coast)

Sunstar Americas, Inc.•,

1d•$79,902 - $119,853

About The Position

The Senior Business Development Manager, Special Markets serves as a growth leader within Sunstar GUM® Professional sales organization and reports to the Senior Director of Sales. The role focuses on identifying, developing, and securing new business opportunities across Special Markets, particularly with Dental Service Organizations (DSOs), emerging group practices, institutional customers, buying groups, and other strategic channels. It emphasizes market expansion and new business acquisition rather than management of existing customer relationships. The successful candidate will build executive relationships, develop strategic partnerships, navigate complex organizations, and drive long-term growth initiatives. The position requires moderate to extensive travel, approximately 30–50%, to support on-site customer engagement. The posting lists a pay range of $79,902–$119,853 and eligibility for an annual bonus; however, the pay-range text refers to a Director of Regulatory position.

Requirements

At least 8 years of successful business development, enterprise sales, strategic partnerships, or market expansion experience.
Demonstrated success identifying, pursuing, and closing complex business opportunities with large organizations and executive stakeholders.
Proven ability to develop executive-level relationships and influence decision-makers across complex organizations.
Strong strategic planning, prospecting, negotiation, and opportunity development skills.
Exceptional communication and presentation skills, and executive presence.
Self-motivated, highly entrepreneurial approach and a track record of generating opportunities through proactive outreach and relationship building.
Strong analytical and business acumen, including the ability to assess market opportunities and develop growth strategies.
Proficiency with CRM platforms and sales pipeline management tools.
Ability to travel approximately 30–50% for on-site customer engagement.

Nice To Haves

Experience in the dental industry, with strong knowledge of DSOs, multi-location group practices, purchasing models, and industry dynamics.

Responsibilities

Identify, prioritize, and pursue new growth opportunities within DSO, emerging group practice, institutional, and Special Markets segments.
Develop and execute strategic business development plans to expand Sunstar’s footprint and market share in targeted customer segments.
Build and maintain a qualified opportunity pipeline through prospecting, networking, industry engagement, and executive outreach.
Research market trends, DSO consolidation, competitive dynamics, and emerging industry developments to identify growth opportunities.
Establish relationships with prospective customers and strategic partners at executive, procurement, operations, and clinical leadership levels.
Develop strategic relationships with regional and national DSOs, buying groups, institutions, and other Special Markets organizations.
Engage senior decision-makers to understand organizational priorities and position Sunstar as a strategic partner.
Develop and present growth proposals, enterprise partnership opportunities, and customized business solutions.
Lead negotiations and partnership discussions that result in new customer acquisition and long-term strategic agreements.
Identify and cultivate opportunities with emerging, acquisitive, and high-growth DSO organizations.
Partner with sales leadership to develop and execute a DSO growth strategy aligned with organizational objectives.
Track industry consolidation trends, ownership changes, and expansion activity to engage organizations at key inflection points.
Collaborate with internal stakeholders to create tailored value propositions and go-to-market strategies for targeted DSO opportunities.
Partner with Territory Sales, Strategic Accounts, Marketing, Clinical Affairs, and Customer Support teams on business development efforts.
Facilitate transitions of newly acquired business opportunities to account management and customer success teams after implementation.
Provide market intelligence, customer insights, and competitive feedback for strategic planning and organizational decision-making.
Represent Sunstar at industry conferences, DSO forums, trade shows, and networking events to build relationships and generate opportunities.
Achieve or exceed annual business development, pipeline generation, and new revenue objectives.
Maintain accurate opportunity tracking, forecasting, and CRM records.
Report regularly on pipeline activity, customer engagement, and strategic growth initiatives.
Measure results through new customer acquisition, strategic partnerships established, and incremental revenue generated.

Benefits

Medical, vision, and dental insurance coverage.
Opportunities for career growth and advancement.
Employee discount on Sunstar products.
401(k) retirement plan with employer match, including pretax and Roth options.
401(k) profit-sharing contribution based on company performance.
Paid holidays and generous paid time off.
Pet, legal, and identity theft insurance plans.
Corporate Perks Discount Program covering categories such as auto, retail, electronics, entertainment, computers, personal vacations, cell phones, movie tickets, and dining.
Employee appreciation events throughout the year.
Recognition and rewards programs.
Annual bonus eligibility.