Business Development Manager QLD

Job Description:

The primary responsibility of the Business Development Manager is to drive new business in the respective business unit across ANZ. Predominantly the incumbent will be focused on acquiring new business through conversions of practitioners currently using competitor products. This role will spend 80% of the time working on strategies, analysis and meeting with customers that are currently 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 top customers across ANZ.

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 be responsible for securing and maintaining dental agreements, influencing product selection, and increasing market penetration of all Envista products and services while also maintaining/ growing the top core customers top line Envista revenue. The BDM will be held accountable for achieving business objectives such as, conversion of competitive business, increased portfolio penetration in segments that Envista invests in, minimizing churn on existing core customer accounts. BDM will collaborate and influence local Territory Managers to identify key targets in their geographic locations as well as the DSO/Universities Business Manager to align on strategies and execution.

Job Requirements:

• Lead on new business customer acquisition
  • Grow annual sales revenue within the geographic area/ territory and achieve 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 ANZ
  • Supporting and negotiating new agreements; manage existing agreements including contract renewals. Coordinate contract implementation with the field sales team and clearly communicate the contract objectives and opportunity to all stakeholders.
  • Strategise, influence and work with the Territory Managers and Business Managers to identify key opportunities. Initiate joint calls with the purpose of offering premium service to high value customers.
  • Work collaboratively with Business Managers ANZ, Regional Managers, Marketing, Customer Service, and all Territory Sales Representatives 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 strategically grow the business.
  • Drive superior territory 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 accounts and high value.
  • 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 internal Envista team to increase sales by packaging products for end customers

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.