Job Description:

Responsible for growth and expansion of direct sales and profit margins within assigned accounts and/or territory/region on products or services. Establishes professional relationships with key personnel in customer accounts. Meets assigned targets for profitable sales volume and margin dollars.

Job Requirements:

Position Summary:

The person will be responsible for driving revenue growth, leading the sales team and building long-term client relationships. This role will define and execute sales strategies, establish strong performance driven culture and ensure alignment with overall business goals across India and South Asia.

Job Responsibilities:

Strategic Planning & Commercial Execution

• Develop and implement national sales strategies aligned with NBS (New Business Solutions) objectives to ensure efficient operations and sustainable growth in the dental segment.
• Plan and execute targeted sales campaigns, product launches, and promotional activities to increase awareness and adoption of dental solutions across clinics, hospitals, and academic institutions.
• Monitor regional performance and adjust strategies based on market feedback, competitor activity, and evolving clinical needs.

Market Development & Intelligence

• Identify emerging trends in dental care, including digital dentistry, implantology, and preventive solutions, to shape product positioning and innovation pipelines.
• Engage with dental associations, academic bodies, and trade platforms to build scientific credibility and expand market reach.
• Provide timely insights on pricing dynamics, competitor strategies, and regulatory developments affecting the dental industry in India.

Stakeholder Engagement & Relationship Management

• Build and maintain strong relationships with key stakeholders including dental practitioners, institutional buyers, government health bodies, and channel partners.
• Ensure customer satisfaction through proactive engagement, complaint resolution, and compliance with industry standards and ethical practices.
• Represent the organization at dental conferences, CME events, and trade exhibitions to strengthen brand visibility and thought leadership.

Sales Team Leadership & Capability Building

• Recruit, train, and manage a high-performing sales team with deep understanding of dental products and clinical workflows.
• Conduct regular field visits, co-traveling, and coaching to enhance team effectiveness and product knowledge.
• Review individual sales budgets, KPIs, and performance metrics to drive accountability and continuous improvement.

Forecasting, Reporting & Funnel Management

• Present monthly sales and marketing activity reports using agenda simulation tools for strategic review and planning.
• Drive accurate forecasting through disciplined funnel management and alignment with customer demand cycles.
• Promote value-based selling and integrate Voice of Customer feedback to refine offerings and improve conversion rates.

Risk Management & Compliance

• Propose enhancements to risk mitigation strategies that are clinically relevant and economically justified.
• Ensure adherence to regulatory guidelines from bodies such as CDSCO, DCI, and local health authorities.
• Apply sound judgment in decision-making, balancing commercial goals with long-term brand integrity and trust.

Desired work experience, education & skills:

• 10-12 years of Business Development experience, including at least 5 years people management experience, preferably in the Healthcare Technology, Medial Devices or Diagnostic Industry
• Bachelor’s degree in business or economics required; Master’s Degree preferred
• Strong financial background required: Ability to accurately assess key business metrics and situations
• Ability to build a Team and Manage by “example” – do what it takes
• Driving improved sales efficiency through the rigorous use of sales management tools
• Strong ability in strategic and analytic thinking
• Result-oriented – must deliver results
• Superior communications skills combined with a high customer and service orientation
• Superior consulting / influencing skills and ability to lead projects with peer participation
• Demonstrated proficiency in time and project management
• Strong internal and external relationship building and management skills
• Experience in working in a multi-national corporate environment
• Strong knowledge of the market geography is a must
• Languages: Local language and English required

Other desired skills: Personal Trait Profile:

• Self-sufficient and enthusiastic
• Team orientation (knows when to lead and when to follow)
• Lives the “continuous improvement” philosophy and can drive change successfully
• Non-political
• Logical and creative thinker
• Willing and able to travel (travel 70% of the time)
• Poised, strong personal impact
• Confident
• Ability to influence others – credible
• Ability to articulate the lean and efficient philosophy
• Facilitation skills

Operating Company:

Nobel Biocare

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