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.

New Business Development

• 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.

Sales Execution

• Achieve or exceed quarterly and annual clear aligner sales goals.
• Target and close a minimum of 46 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.

Onboarding & Ramp-Up Oversight

• 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.

Strategic Account Management

• 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.

• Market Engagement
• 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.

CRM & Reporting

• 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.

The responsibilities listed herein are not intended to be a comprehensive list of the duties and responsibilities of the position. The duties and responsibilities may change without notice.

• 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.

• 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