Business Development Manager - Lab Services (Mid-West/Central) at Straumann Group

Posted in Business Development 11 days ago.

Location: Chicago, Illinois





Job Description:

Straumann Group


Category
Sales

Position Summary:

The Business Development Manager Lab Services is responsible for all aspects of its Business development function in an assigned geographic Area, including achievement of sales targets, customer development, education events, coaching and ongoing training the Digital Solution Specialist and RSDs, implementation of the sales and marketing programs, and providing relevant market information to Senior Management

The Business Development Manager Lab Services (BDM) is responsible for driving growth and penetration of the Straumann Group Lab Services and achieving the related financial results, based on the Company’s Strategy. The BDM helps create and implement the Lab Strategy through all the multiple channels and Teams in the Field. The BDM creates, innovates, and develops new and current business in the Lab Space. The BDMs work with various Teams to create a flow of information and activities across the company operations and coordinates processes that help the company achieve its goals in the Lab Services Space

This person will interface regularly with the Straumann Group Sales Teams (DTMs and RSDs), with the Digital Solutions Specialists (DSSs) to execute the Lab Services Strategy and Plan. The BDM is the liaison between the DBU Marketing and the Sales Teams, the primary point of contact for all the Lab topics. The BDM will also provide training, educational and technical support to internal teams and Partner Labs. The BDM will collaborate and provide input to the Education Team to guarantee that we have the right education programs in place to support the Lab Strategy and that all the relevant stakeholders are fully trained on our Lab products and services, including KOLs. The BDMs will also be responsible to define and help execute Events in the field to promote the Lab Solutions.

Major Responsibilities of the Position:


  • Direct Sales Support

    • Coordination and development of strategic sales plans and initiatives with the key stakeholders (DSSs, RSDs, AVPs, Marketing)

    • Develop Marketing and Sales initiatives

    • Field engagement support: Co-travel, education, events

    • Create opportunity on agreed upon KPI’s to drive sales



  • Key Account Management

    • Grow and convert High Volume/DSO type labs

    • Supervise the development and growth of the Alliance Labs identified in each region



  • Lab Services support to all the Sales Teams and to the DSS Team

    • Train and support the DSSs and RSDs of Straumann and Neodent, in al the Lab strategy related topics

    • Definition and Implementation of training programs for the DSSs and Sales teams

    • Support the new DSS in their onboarding process

    • Do regular co-travels with DSS and DTMs to identify needs and opportunities in the market and to secure the correct implementation of all the Lab strategic initiatives

    • Support the ClearCorrect Sales Leadership Team on all the Lab Services related topics

    • Support DSO and Institutions (IAMs) Teams on all Lab Services Projects



  • Project Management

    • Manage Lab Services strategic Projects with internal teams, partners, and Customers

    • Beta testing, new solutions or products, new Sales programs and promotions



  • Marketing Engagement

    • Collaborate with Marketing DBU to create the Sales and Marketing Plans

    • Be responsible for the execution of the Marketing and Promotional plans in the field

    • Drive continuous Market Intelligence to identify new trends and ensure that we have everything that we need to be leaders and stay ahead of competition





  • Special Markets
    • Engage appropriate channels to help drive awareness and execute with specific internal stakeholders for these markets (DSO, IAM etc.)


  • Develop and manage sales and lead process to help drive sales and communications

  • Monitor post sales process with each special market in conjunction with sales

  • Engage and communicate with internal/external special market stakeholders


  • 3rd Party Partners

    • Develop & grow the Straumann Lab Solutions with 3rd party partners

    • Drive the relationship in the filed with the 3rd Party Partners, maximizing collaboration and Synergies



  • Customer Experience

    • Collaborate with the Tech Support team to define a first-class Customer Experience

    • Consistent engagement and feedback from the sales team and Customers about what we are doing well and what can be improve

    • Help develop and implement a First -class Customer Education Program



  • Digital Events, Education and KOLs

    • Identification, training, and support of KOLs for our Lab Solutions in collaboration with the National Education Team

    • Define and help implement the Digital Field Events Program to increase awareness, lead generation and education

    • Integral support at all events applicable with specified areas; Trade shows, symposiums, field level events

    • Develop and support a Network of Partner Labs to drive Education programs and Customer events



  • Zirkonzahn System

    • Direct responsibility on Sales target of ZZ HW, SW and Consumables in the Lab segment

    • Manage the pipeline of Sales through different Field activities and collaboration with the Field Sales Teams of Straumann and Neodent. Develop Sales Strategies to maximize Sales revenue and meet the business targets

    • Help develop and implement the ZZ Sales and Marketing Plan

    • Provide support to the local Teams and Customers that are users of ZZ





Other Duties:

  • Proactively evaluate and recommend new ways to ensure that Straumann Group Lab 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 support customer technical training as needed



Minimum Qualifications:

  • Candidate must reside within the geographical region that the position covers

  • Minimum 5-7 Years Sales and/or Business Development

  • Med-tech industry background; Dental preferred

  • Bachelor’s Degree Required

  • 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



Required Knowledge and Skills:

  • Ability to influence without authority

  • Exceptional interpersonal 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 plans and strategies

  • Ability to position product offerings into business opportunities

  • Ability to manage a sales & lead process

  • Use of a CRM system to manage business

  • Ability to quickly learn and teach complex content

  • Ability to provide technical support

  • Capable of creative thinking and effective problem solving

  • Demonstration of a Player/Learner mindset



Work Environment and Physical Demands:

  • Field based position working with and supporting many partners and stakeholders

  • >50% travel required.



Equal Opportunity and Affirmative Action Employer (US applicants only)
Straumann Group is an equal opportunity employer and will not discriminate against any employee or applicant for employment on the basis of race, color, sex, sexual orientation, gender identity, religion, creed, national origin, age, veteran status, or disability unrelated to job requirements. Straumann Group will take affirmative action to ensure that qualified applicants are employed and that employees are treated without regard to their race, age, color, religion, sex, sexual orientation, gender identity, national origin, veteran and disability status. In compliance with U.S. Department of Labor Executive Order 11246, Section 503 of the Rehabilitation Act, and Section 4212 of the Vietnam Era Readjustment Assistance Act, Straumann Group has developed and maintains an affirmative action program and plan.

PI154882129


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