The Business Development Manager (BDM) is a non-people management position within the field sales team.
The Business Development Manager is responsible for identifying prospective opportunities; building a pipeline; approaching; negotiating with; winning and onboarding new accounts.
Following the onboarding of new accounts, the Business Development Manager will manage the hand-off of the newly acquired accounts to the applicable Implant Solutions Specialist over a pre-agreed timeframe.Role ObjectivesThis role has been created to drive the growth of Straumann New Zealand and address the following opportunities and challenges:Hunting for and winning new Competitor Accounts.On average 70% of the Business Development Manager's time on Territory will be spent on hunting for, winning and onboarding new accounts.
This may be alone or during periods of co-travel and coaching, as pre-agreed with the Commercial Director NZ.Support the growth of designated DSO accounts.Supporting and Growing assigned Straumann Key Accounts.On average 30% of the BDM's time on Territory will be spent supporting the growth of existing accounts such as allocated DSO and Key Accounts.Support the Commercial Director NZ through Strategic Plans to implement across the region.
Plans and objectives to be pre-agreed with the Commercial Director.Developing relationships with Key Opinion Leaders and leveraging these to support the growth of the business.Providing the Commercial Director NZ with additional support to enhance our agility in order to capitalize on new opportunities that present throughout the business cycle.The Business Development Manager may be asked to deputize for the Commercial Director NZ in their absence.It is envisaged that the specific needs within each region will be varied and fluid and the weighting of focus of the BDM will vary from region to region, with the agreement of the Head of Sales (HoS).
In order to provide absolute clarity of role scope, accountability and clarity of goal setting a standard yet flexible KPI structure will be implemented across all BDM roles (see below).General Role Overview & ResponsibilitiesThe Business Development Manager role reports directly to the Commercial Director NZ.This is a full-time customer-facing sales role and a minimum of 4 days per week (average) will be spent working directly with customers either individually or supporting the Implant Solutions Specialists.The BDM will operate individually and in tandem with the local Commercial Director NZ & Implant Solutions Specialists where appropriate, to convert target competitor accounts.The BDM will have access to the whole region in terms of customer lists and CRM access.The BDM will have accountability for pre-defined and allocated Key Accounts.The BDM will partner with the Implant Solutions Specialist to ensure a smooth, customer-centric hand-off process for non-key accounts, after onboarding.The BDM will be expected to assist with the cover of vacant territories as and when the need arises to ensure that major accounts are supported.The BDM shall ensure that key trends and issues are fed back to the key internal stakeholders (i.e.
Commercial Director NZ/HoS; Product Managers; Finance; Marketing etc).Undertake other duties as required.Key Performance Indicators (KPI's)Acquisition of Competitor Accounts.Growth of pre-defined allocated Straumann Key Accounts.Growth of pre-defined allocated DSO Accounts.Metrics around call rates; CRM completion; IANOS completion; coaching tool completion etc will also be established to support the growth of the business.16575
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