Digital Business Development Manager - Canada

#ChangeMakers

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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.

#WeChangeDentistry every day. Be part of it.

The Business Development Manager (BDM) is responsible for all aspects of the Business Development function in an assigned geographic Area for Straumann Group Digital Solutions and reports to the Sr. Director of Business Development, Connected Customer Solutions for North America. The BDM closely collaborates with Senior Leadership of multiple groups that drive market penetration and achievement of related financial results, based on the Company’s Digital Strategy. The BDM supports the creation, innovation, and development of new and current business in the Digital Space. The BDM works with various field sales teams to create a flow of information and activities across the company that are aligned with achieving organizational goals in the Digital Space- including driving key strategic digital priorities.

The BDM regularly interfaces with & supports the digital coaching of Digital Sales Specialists (DSS) & other customer facing digital sales teams, is a direct seller for larger complex digital sales, supports the creation & roll out of digital education content, the execution of the digital go to market strategy in partnership with Digital Marketing and develops distributor partnerships. The BDM is a key role in communicating relevant market information to Senior Management including competitive intel.

The BDM is the liaison between the Digital Product Marketing Team and the field Sales Teams, as well as the primary point of contact for all field based Digital topics that support the sales & marketing plan. The BDM will also collaborate and provide input to the internal training & education teams, to guarantee that we have the right education programs in place to support the Digital Strategy for internal & external key stakeholders.

Major Responsibilities Of The Position

• Drive execution of the Marketing and Promotional plans in the field
• Engage appropriate channels to help drive awareness and execute with specific internal stakeholders for these markets (DSO, IAM etc.)
• Responsible for Sales target of ZZ HW & SW
• Drive registration of & attend ZZ Demo Days that leads to new customers
• Drive field engagement & collaboration to ensure steady ZZ lead pipeline from STM & NOD sales teams to BDM
• Facilitate onboarding expectations with new ZZ Customers to ensure customer success
• Support DSO and Institutions (IAMs) Teams on digital opportunities
• Co-Responsibility of Area financial targets of Straumann & Neodent Area Digital Success
• Coach all teams on how to identify and funnel larger digital opportunities to the BDM to support closing the opportunity
• Partner with sales leadership to development their teams as best in glass digitally minded sales teams
• Responsible for defined Area financial targets of strategic Hardware & Software KPIs - including Zirkonzahn (ZZ)
• Marketing Engagement
• Digital Solutions support to DSS & Digitally Focused Sales Teams
• Identify new trends & monitor market intelligence to ensure that we have everything that we need to lead and stay ahead of competition
• Support field Beta testing & innovative solutions or products
• Support digital training of StraumannGroup, being the main point of contact for the field on Digital topics
• Engage and communicate with internal/external special market stakeholders to support them with the sell through of digital solutions into broad based opportunities
• Collaborate with Digital Marketing to provide ZZ feedback & and to create the best-in-class post sales experience for the customer
• Special Markets
• Project Management
• Ideate & drive contests that drive digital success amongst the DSS
• Partner on the creation & implementation of Sales Tools (ex. Playbooks)
• Direct Sales Support
• Lead regional & area calls with DSS, RSDs & AVPs to ensure consistency of information that supports sales success
• Manage Digital Solutions Projects with internal teams, partners, and Customers
• Collaborate with Marketing DBU to provide input into the marketing plan as needed
• Zirkonzahn System Sales & Customer Experience
• 45% travel; Remote field-based position supporting many stakeholders

• A good salary and many other cool #benefits (depending on location).
• Ability to position product offerings into business opportunities
• The #opportunity to develop yourself as a person and in your #career. We #grow.
• Identification, training, and support of KOLs for our Digital Solutions in collaboration with the National Education Team & Digital Marketing Team
• An agile and ambitious environment: We are #ChangeMakers.
• Collaborate with the Marketing team to provide input on the most effective product demos, events & activities to support Business Development activities
• Ability to execute on sales plans and strategies
• Distribution channel & 3rd Party Partners
• Provide input to the Product Management Team and Internal Training Department to develop presentations and/or educational materials for use by all teams involved
• Customer Experience
• Ability to influence without authority
• Dental experience
• Integral support at large events applicable within specified areas; Trade shows and symposiums
• Drive consistent engagement and feedback from the sales team and customers about what we are doing well and what can be improve
• Proven ability to work autonomously and be a self-starter
• Ability to manage a sales & lead process
• Digital Events, Education and KOLs
• Open, friendly colleagues who #collaborate and #support each other: We are #Players+Learners.
• The #freedom to #create and #engage: You can leave your #FootprintInDentistry.
• Demonstration of best-in-class digital mindset that is comfortable with solving challenges for others
• 5+ years Sales and/or Business Development or Digital Dental Technology
• #Attractive workplaces at great locations - We are a #GlobalPlayer.
• Develop and support a Network of Digital Excellence Centers to drive digital education programs and customer events
• Proven ability to work collaboratively to ensure success for multiple stakeholders
• Exceptional people skills & ability to execute on wins for multiple stakeholders
• Develop & grow the Straumann Digital Solutions with Distributors partners
• Excellent written, verbal and presentation skills
• Provide input on customer education needs and technical training needs
• To work for the No. 1 in #Dentistry and one of the leading #MedTech companies.
• Time management and organizational skills
• Proven project management and sales process skills
• An employer who invests in our #inspiring corporate #culture.
• Detail-oriented with the ability to multitask
• Proactively evaluate and recommend new ways to ensure that Straumann Group Digital Solutions meet the needs of the business and of the market
• Capable of creative thinking and effective problem solving
• Bachelor’s Degree in any discipline
• Partner with the Lab BDM team on distribution partners to ensure clinical & lab success
• Ability to quickly learn and teach complex content
• Provide Sales Support team & Technical Training Team ideas and feedback to ensure a best-in-class Customer Experience

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