Business Development Manager

Job Description:

Position Summary

The primary responsibility of the Business Development Manager is to drive new business in the respective business unit across Vietnam, Cambodia & Myanmar. Predominantly, the incumbent will be focused on acquiring new business through working with the distributors and assisting them with the conversions of practitioners currently using competitor products. This role will spend 80% of the time working on strategies, analysis with distributors, and converting customers who are not buying products (or have a small spend) with the business. The remaining 20% of the role will be focused on maintaining, growing, and servicing our distributors across Vietnam, Cambodia & Myanmar.

The primary function is to develop and implement the core strategies and tactics to drive cross-platform sales performance across the top competitor accounts within the assigned geographic area. The BDM will secure and maintain dental agreements, influence product selection, and increase market penetration of all Envista products and services while maintaining/ growing the top core customer line Envista revenue. The BDM will be held accountable for achieving business objectives such as converting competitive business, increasing portfolio penetration in segments that Envista invests in, and minimizing churn on existing core customer accounts. BDM will collaborate and influence their distributors to identify key targets in their geographic locations and the DSO/Universities Business Manager to align strategies and execution.

Essential Duties and Responsibilities:

• Lead on new business customer acquisition

• Grow annual sales revenue within the geographic area/ territory and achieve the assigned budget. A combination of predominantly new business conversions and growth of existing high-value customers.

• Identify and acquire new competitor accounts and/or new opportunities within existing accounts to drive portfolio expansion and revenue growth for the respective business and the broader Envista business across Vietnam, Cambodia & Myanmar

• Supporting and negotiating new agreements; managing existing agreements, including contract renewals. Coordinate contract implementation with the field sales team and communicate the contract objectives and opportunities to all stakeholders.

• Strategise, influence, and work with the distributor to identify key opportunities. Initiate joint calls to offer premium service to high-value customers.

• Work collaboratively with Distributors, Regional Managers, Commercial Excellence, Operations & technical to establish local initiatives to protect and grow existing business and competitor wins.

• Proactively foster relationships and partnerships with key executive, economic and clinical decision-makers across the top existing clinicians and new accounts.

• Be knowledgeable about the current dental platform product portfolio and sales volume by customer.

• Identify influential leaders within your customer accounts and work to understand the infrastructure and culture. Understand the customer requirements and seek ways to grow the business strategically.

• Drive superior business management efficiency through agreed-upon sales processes and Funnel Management.

• Effectively create and lead comprehensive customer business reviews to meet customer requirements.

• Serve as Primary Point of Contact for assigned accounts- a combination of new and high-value accounts.

• Attend and generate sales and sales leads at various tradeshows/sales events at the instruction or direction of the Primary Point of Contact and Sr. Leadership.

• Support channel partners with technical expertise about products to close deals

• Support customers and channel partners with technical support about products and software

• Liaise with HQ to troubleshoot ordering/technical issues for customers and channel partners

• Work closely with the internal Envista team to increase sales by packaging products for end customers

Job Requirements:

Requirements for the role

• Degree/Diploma in Marketing / Business or related discipline.

• Minimum 7 years of relevant direct selling experience in the medical/dental device/equipment industry. Proven track record of sales success. Good knowledge and experience with segmentation, positioning, product marketing, branding, marketing communications, and digital marketing will be an added advantage.

• Language Skills: Fluent in English - oral and written.

• Travel: In Country - High (70% to 80%).

Most Important Competencies Required

• Leading and Influencing – The ability to lead, influence, persuade, and negotiate with others (externally and internally) with or without direct authority or formalized structure.

• Stakeholder Management - The ability to understand external and internal stakeholders' expectations, future needs, and motivations to build mutually beneficial collaborative relationships.

• Business and Financial Acumen - The ability to apply an understanding of the entire platform portfolio of products, services, and value-added solutions to assess business strengths and weaknesses and make strategic decisions.

• Negotiating/Contracting - The ability to negotiate and apply an understanding of contracting processes to develop innovative, scalable, and compliant contracting strategies.

• Communication and Presentation - The ability to clearly and appropriately convey and present information and ideas effectively and effectively through various approaches.

• Market intel - Understanding and interpreting the evolving dental environment, including state-to-state policies and provisions. This includes shaping short- and long-term commercial strategy by understanding the competitive landscape, service providers and all key decision makers.

• Manages Complexity and Change - The ability to manage complexity and make timely, sound judgments.

Internal Relationships:

• Interact frequently with members of the Management, Commercial Excellence Team, Regional Team, Finance, Operation and technical, Leadership, and other platform employees.

External Relationships:

• Frequent interaction with distributors, customers, dealers, clinicians, etc.

Personal Trait Profile:

• Drives change

• Highly self-motivated

• Effectively manage multiple priorities at one time

• Embraces continuous improvement

• Believes in team problem-solving

• Pushes self for continual personal development

Operating Company:

Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate. Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes. An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening. Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.