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Job Description
At Straumann Group we know that the key to our growth is a high-performing sales team. That’s why we’re seeking a Business Development Manager (BDM) to support our sales activi-ties within the UK and Ireland. This will include finding, qualifying and closing sales with new ‘switcher’ customers who can benefit from our products and services. As the first line of com-munication with prospects, our BDMs will have a strong understanding of the sales process and Straumann Group portfolio, they will excel at researching leads, starting new relationships and setting up our Territory Managers for success for the ongoing maintenance of the account.
Job Description
At Straumann Group we know that the key to our growth is a high-performing sales team. That’s why we’re seeking a Business Development Manager (BDM) to support our sales activi-ties within the UK and Ireland. This will include finding, qualifying and closing sales with new ‘switcher’ customers who can benefit from our products and services. As the first line of com-munication with prospects, our BDMs will have a strong understanding of the sales process and Straumann Group portfolio, they will excel at researching leads, starting new relationships and setting up our Territory Managers for success for the ongoing maintenance of the account.
A quick learner with strong communication skills, they will have the ability to showcase the breadth of Straumann Groups offerings in a compelling way. Every potential customer is an opportunity to boost top-line revenue growth, customer acquisition rates and profitability.
This is a development position within Straumann, so part of the role will also include support-ing the regional team with activities such as mentoring, training and onboarding of new em-ployees in order to develop management skill and managing a small Corporate account to de-velop commercial skills.
Objectives of this Role
* Outbound calling and outreach via digital channels to engage prospects.
* Building relationships with key decision makers at target accounts, identifying their needs, business issues and aspirations, conducting individual needs analysis as part of your con-versations.
* Representing Straumann Group products and services, starting with a comprehensive un-derstanding of the accounts needs and objectives in order to identify how our solutions can help meet their needs.
* Overcoming objections and effectively communicating Straumann Groups offering and val-ue propositions to key decision makers regarding appropriate Straumann Groups product offerings.
* Generating leads and building relationships by nurturing warm prospects and finding new potential opportunities.
* Managing and maintaining a pipeline of prospects and engaging the Straumann Group Ter-ritory Managers at the appropriate stage to drive the next step in the sales or onboarding process, with a strong handover to ensure continuity of customer experience.
* Effective transfer of opportunities to the appropriate Territory Manager or Customer Suc-cess Manager for sales presentation, demonstration, onboarding or account maintenance.
* In addition to the above, the BDM will contribute to the success of the organisation through generating leads and opportunities, creating quotes and closing sales.
* The ability to generate and upselling opportunities.
* The BDM may also be asked to support the cover of vacant Territories (i.e. maternity leave) remotely.
Responsibilities
* Proactively seek out new business opportunities in the market using the telephone, social media and email to generate new sales leads for the Straumann Group Sales Organisation across the breadth of its portfolio.
* Rapid qualification of leads submitted by our partner organisations and the Straumann Group marketing team from events (same day call back) via telephone.
* Quoting through the use of our quotation tool and closing sales wherever possible.
* Where hand-over prior to closing is required, set up meetings (face to face or Teams/Zoom) between prospects and the Straumann Group Territory Managers/Customer Success Man-agers (booked into their CRM calendar) with all leads captured within the CRM system ready for our TM’s to accept into their pipeline.
* Driving event attendance based upon target lists from marketing via outbound calling.
* Strong and consistent usage of our CRM system, quote and finance tools.
* Coaching Territory Managers, as required on pipeline (IANOS) utilisation and CRM use.
* Onboarding of high value prospect accounts and hand-over to the Territory Manager re-sponsible for maintenance of that account
* To coach team members with the prior agreement of the Regional Sales Manager
* To attend events as request by the applicable RSM/HoS
Required Capabilities, Skills And Qualifications
* Self-starter, highly driven.
* Excellent listening and communication skills (verbal and written).
* Ability to hunt for new business using digital platforms, an expert in social selling
* Quick to learn and understand all forms of digital technology.
* Well organised, excellent administration skills and meticulous with a strong attention to detail and able to manage your own workload.
* Ability understand measurement tools to track progress and results.
* Ability to understand the sales process and pipeline and be able to research prospects, connect, educate and offer solutions to qualify a prospect.
* The role will also include outbound calling and so a resilient approach to communication is needed with an excellent telephone manner.
* A strong ability to liaise with and handover to the sales team who will close the deals, in-cluding scheduling meetings and providing detailed information.
* Thrives on building internal and external relationships.
* An ability to uphold and reflect the brand reputation, with an ethical approach to sales.
* Preferably degree educated, team player and a strong desire to learn and succeed.
* Dental Sector Experience (experience of helping practices grow their business) is a strong advantage.
* Sales experience, with a history of exceeding lead targets, with a proven ability to quote and close.
* Proven creative problem-solving approach and strong analytical skills.
15662
Seniority level
* Seniority level
Entry level
Employment type
* Employment type
Full-time
Job function
* Job function
Business Development and Sales
* Industries
Medical Equipment Manufacturing
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