About The Role
The Business Development Manager (Non-Premium) is responsible for driving profitable growth of the Straumann Group's non-premium portfolio — primarily
Neodent,
Anthogyr and
Biomaterials, with a secondary focus on
Straumann — across Singapore, working in tandem with the Straumann Implant Sales Team. Operating in a field-based capacity, the BDM will combine in-practice customer engagement with digital outreach to acquire new accounts, grow existing ones, and protect continuity of demand within a competitive value-segment market.
This is an experienced, quota-carrying role suited to a proven dental sales professional with a strong track record of helping practices grow and a confident command of consultative, value-led selling.
Objectives of the Role
- Represent the Straumann Group's non-premium portfolio with a comprehensive understanding of each account's clinical, commercial and growth objectives — positioning Neodent, Anthogyr and Biomaterials as the solutions that best meet those needs, and identifying cross-sell opportunities into the Straumann premium portfolio where appropriate.
- Overcome objections and effectively communicate the Group's value propositions to key decision makers (principals, practice managers, procurement leads, clinicians).
- Drive new business through outbound calling, digital outreach (LinkedIn, email) and face-to-face visits, building relationships with key decision makers, identifying needs and rising stars and conducting individual needs analysis.
- Manage and grow an existing portfolio of accounts through in-practice visits ensuring continuity of demand and consistent share-of-wallet growth.
- Generate leads and build relationships by nurturing warm prospects, identifying new opportunities, and maintaining a healthy, accurate pipeline.
- Contribute to the wider Straumann Group sales organisation by generating and sharing cross-portfolio leads — particularly warm referrals into the Straumann premium team.
- Identify and convert upselling and cross-selling opportunities within the existing client base across implants, biomaterials and digital solutions.
- Provide territory cover (e.g. maternity leave, vacancies) on a remote or field basis when required.
Key Responsibilities
- End-to-end management of Non Premium accounts, balancing field visits with remote engagement to maximise reach and efficiency.
- Drive attendance to education events, webinars and clinical courses based on marketing target lists, through outbound calling and in-practice conversations.
- Maintain strong and consistent usage of the CRM (data discipline is non-negotiable), quote and finance tools, ensuring accurate forecasting and pipeline visibility.
- Plan and execute a structured territory call cycle, optimising travel, in-practice time and remote follow-up.
- Collaborate closely with the Straumann premium sales team to identify cross-portfolio opportunities and ensure a coordinated customer experience.
KPIs & Performance Metrics
Performance Will Be Measured Against a Balanced Scorecard, Including
- Revenue & growth: Achievement of territory sales target across Neodent, Anthogyr and Biomaterials; year-on-year growth vs. prior period.
- New business: Number of new accounts opened and first-order conversion rate.
- Account development: Account retention rate, average revenue per account, and cross-sell penetration (multi-category accounts).
- Pipeline health: Pipeline coverage ratio (typically 3x target), lead-to-opportunity conversion, and weighted forecast accuracy.
- Activity: Field visits per week, outbound calls/emails per week, demos and quotes issued, education event attendance driven.
- CRM discipline: Data completeness, contact coverage, and forecast hygiene.
- Cross-portfolio contribution: Number and value of qualified referrals passed to the Straumann premium team.
Required Capabilities, Skills And Qualifications
- 5+ years proven dental sales experience with a track record of consistently exceeding targets in a quota-carrying, field-based role — ideally with exposure to implants, biomaterials and/or value-segment dental products.
- Demonstrable experience of helping dental practices grow their business through consultative selling, not transactional order-taking.
- Strong commercial acumen with proven ability to quote, negotiate and close at decision-maker level.
- Self-starter with high personal drive, resilience and ownership of territory performance.
- Excellent listening and communication skills — verbal and written — in English.
- Quick to adopt and confidently use digital technology (CRM, virtual meeting platforms, social selling tools, quoting and finance systems).
- Well organised with excellent administration skills, meticulous attention to detail.
- Comfortable interpreting performance data and using measurement tools to track progress, identify gaps and adjust activity.
- Strong grasp of the full sales process and pipeline management — researching, connecting, educating and qualifying prospects.
- Thrives on building internal and external relationships — across customers, marketing, the premium sales team, and clinical/education colleagues.
- Upholds and reflects the Group's brand reputation with an ethical, customer-first approach to sales.
- Team player with a strong desire to learn, develop and succeed.
- Creative problem-solver with strong analytical thinking.
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