Business Development Manager - CTS

Requistion ID: 83822 Dentsply Sirona is the world’s largest manufacturer of professional dental products and technologies, with a 130-year history of innovation and service to the dental industry and patients worldwide. Dentsply Sirona develops, manufactures, and markets a comprehensive solutions offering including dental and oral health products as well as other consumable medical devices under a strong portfolio of world class brands. Dentsply Sirona’s products provide innovative, high-quality and effective solutions to advance patient care and deliver better and safer dentistry. Dentsply Sirona’s global headquarters is located in Charlotte, North Carolina, USA. The company’s shares are listed in the United States on NASDAQ under the symbol XRAY. Bringing out the best in people As advanced as dentistry is today, we are dedicated to making it even better. Our people have a passion for innovation and are committed to applying it to improve dental care. We live and breathe high performance, working as one global team, bringing out the best in each other for the benefit of dental patients, and the professionals who serve them. If you want to grow and develop as a part of a team that is shaping an industry, then we’re looking for the best to join us. Working At Dentsply Sirona You Are Able To Develop faster - with our commitment to the best professional development. Perform better - as part of a high-performance, empowering culture. Shape an industry - with a market leader that continues to drive innovation. Make a difference -by helping improve oral health worldwide. Dentsply Sirona – Position/Role Charter Organizational Group: RCO Role Charter (Global Job Title): Business Development Manager MEA: Dental Equipment Business (CADCAM, Imaging, TC & Instruments) Scope • Support the deployment of RCO strategic and commercial initiatives within the Region in collaboration with the CCO leadership • Contribute actively to the development and implementation of local selling tactics required to support the strategic and commercial initiatives in the Region. • Share responsibility for the Region sell-out results and margin by market and by brand with the CCO leadership • Provide local support and guidance (new product launches, product training, clinical education, marketing activities, dental solutions …) to the CCO in collaboration with the relevant RCO resources • Explore new business opportunities within the Region in collaboration with the CCO leadership • Participates to key projects for the RCO as needed Reporting Relationships Direct Matrix This Position Reports To Direct reports to this role Matrix Manager Of This Role Matrix reports to this role: • GM • N/A • N/A • N/A Key Responsibilities • Develop a close collaboration with the CCO in the Region and provide support in terms of marketing, sales training, forecasting, clinical education, and regulatory activities • Be the RCO representative for the new product launches, product discontinuations, inventory position, clinical affair activities and quality issues. Contributes to CRM and SFE program deployment. • Drive regional adaptation of RCO marketing, clinical content and sales tools to ensure sales effectiveness. • Training all dealers and managing the stocks of the dealers • Represent the RCO during dental exhibitions and conferences • Coaching the sales team for Dentsply Sirona and dealers • Collect business intelligence related to the Region (competition and prices, business environment, distribution networks, promotions, new products launches …) to influence product portfolio and positioning needs. • Participate to the design and execution of bundles and dental solutions for the Region including collaboration with other RCO BDMs / Product (where applicable) • Strengthen relationship with local OPLs and dental universities in close collaboration with the CCO Clinical Education team • Advise and support implementation of regional price strategy • Share best practices with CCO organization and with other regions • Support research for potential new markets and/or products • Contribute to resolution of supply issues when applicable in close collaboration with the RCO Customer Service team. • Facilitate and support the CCO for product registration in close collaboration with the RCO RA team • Participate in the Commercial planning, Forecasting and Budgeting processes led by the CCO team Decision Rights Accountable (Final Decision Rights) Consulted Informed • RCO support activities for the relevant region • Commercial plan & budget, product launches, pricing policy • Local branding • Commercial results Parameters for Success Key Metrics Financial Targets • Product launch timing • Product training delivery • 3rd party sales & GP Competencies And Key Skills And Experience Key Leadership Behaviors Typical Background • Strong team orientation • High level of transparency & accountability • Detailed orientation balanced with strategic mindset • Strong innovation & commercial orientation • Solid relationship skills (internal & external) • Strong situational awareness & influencing skills • Able to drive consistent & effective global strategy implementation • Appetite for International engagement combined with cultural sensitivity • Ability to simplify organizational complexity to ensure executable strategy development Dentsply Sirona Leaders Are Expected To Successfully Demonstrate Behaviors Aligned With The Dentsply Sirona People Manager Competency Model. Those Competencies Include • • Leading Change • Customer Focus • Strategic Thinking • Talent Management • Integrity • Problem Solving • Drive for Results • Accountability • Teamwork Education: BS degree or equivalent in dentistry, marketing or business, advance degree and qualifications preferred. Years And Types Of Experience 12-15 years related experience in sales, product management (mainly in CADCAM and Imaging), and experience in multiple technical product segments. Preference is for experience in multi-channel environments and in a regulated industry. Operating on a global level is also highly preferred. Key Required Skills, Knowledge And Capabilities • Proven track record of successful/practical commercial strategy development • Demonstrated advanced web & communication skills • Proven problem solver • Strong understanding of marketing channel development and execution. Dentsply Sirona is an Equa

Education: BS degree or equivalent in dentistry, marketing or business; advance degree and qualifications preferred. Years of experience: 12-15 years related experience in sales, product management (mainly in CADCAM and Imaging), with preference for multi-channel environments and operating on a global level. Key required skills include proven track record of commercial strategy development, advanced web and communication skills, strong problem-solving, and a solid understanding of marketing channel development and execution.

Develop close collaboration with the CCO in the Region and provide support in terms of marketing, sales training, forecasting, clinical education, and regulatory activities. Represent the RCO for new product launches, product discontinuations, inventory position, clinical affairs activities and quality issues; contribute to CRM and SFE program deployment. Drive regional adaptation of RCO marketing, clinical content and sales tools to ensure sales effectiveness. Train all dealers and manage dealer stock. Represent the RCO during dental exhibitions and conferences. Coach the sales team for Dentsply Sirona and dealers. Collect business intelligence related to the Region (competition, pricing, business environment, distribution networks, promotions, new product launches) to influence product portfolio and positioning. Participate in design and execution of bundles and dental solutions for the Region with other RCO BDMs/Products. Strengthen relationships with local OPLs and dental universities in collaboration with the CCO Clinical Education team. Advise and support implementation of regional price strategy. Share best practices with CCO organization and other regions. Support research for potential new markets or products. Contribute to resolution of supply issues with RCO Customer Service. Facilitate and support product registration with RCO RA. Participate in Commercial planning, forecasting and budgeting processes led by the CCO team.