Business Development Manager - Dental Lab Sales

Affordable Care is part of a broader network of dental support services, and they are seeking a Business Development Manager to drive market share and revenue growth within the dental laboratory sector. The role involves identifying new business opportunities and executing strategic sales initiatives while fostering long-term partnerships with lab owners and technicians.

Responsibilities:

• Revenue Generation: Develop, set, and exceed revenue targets for targeted GPO memberships sold into independent dental labs and lab networks
• Network Strategy: Collaborate with internal leadership to develop business plans that support our vendor and services offerings to our membership and increase market penetration within multi-site dental lab networks and DSOs with in-house labs
• Workflow Optimization & Utilization: Review current lab production workflows (e.g., CAD/CAM, 3D printing, analog prosthetics) to identify opportunities for material utilization, workflow efficiency, and potential private-label product adoption
• KOL Engagement: Work with leadership to identify and build relationships with Key Opinion Leaders (KOLs) within the dental laboratory industry, including Master Dental Technicians (MDTs) and influential lab owners, to support product advocacy and identify unexpressed market needs
• Pipeline Management: Create and aggressively drive targeted sales opportunities among existing prospects and new leads, navigating complex sales cycles with independent owners and corporate procurement teams
• Industry Presence: Attend key lab-focused industry meetings, trade shows (e.g., LMT Lab Day, NADL events), and symposiums to network, capture leads, and further the sales process
• Client Presentations: Achieve sales goals by following a defined selling process, assessing technical client needs, and facilitating hands-on product demos and presentations tailored to lab environments
• Market Intelligence & Reporting: Keep management informed by managing a robust pipeline in the CRM, submitting required activity reports, and recommending changes in products or policies based on competitive intelligence

Requirements:

• Bachelor's degree in Business Management, Marketing, or a related field (or equivalent work experience)
• 3 to 5 years of field sales or business development experience within the dental industry
• Deep understanding of dental laboratory workflows, materials, and digital dentistry (CAD/CAM)
• Proficiency in Customer Relationship Management (CRM) tools (e.g., Salesforce, HubSpot)
• Excellent written and oral communication skills
• Ability to quickly build trust with highly technical lab technicians as well as negotiate with C-level executives in lab networks
• Strong problem-resolution skills with a proven track record of creating win/win relationships and navigating long-term contract negotiations
• Uses qualitative and quantitative data to solve problems
• Able to see interconnections between organizational systems and lab production metrics that others might miss
• Understands the future trajectory of the digital dental lab space and puts strategies into place to position the company as a preferred partner
• Exhibits a high bias for action, is highly organized, and focuses on results within a fluid working environment
• Self-starter with competent analytical and problem-solving skills
• Ability to operate effectively under stressful circumstances and manage a demanding travel schedule with flexibility and a resilient mindset
• Established book of business or existing relationships with independent labs and lab networks