Director of Business Development

POSITION : Director of Business Development SUMMARY: This positionis responsible for driving revenuegrowth and market expansion for Expertec Dental Laboratory by leading andaligning the sales and marketing functions, identifying new businessopportunities, and building strategic partnerships within the dental industry.The Director of Business Development sets and executes the go-to-marketstrategy, builds and leads the sales and marketing team as the company grows,manages the new-business pipeline, and reports to the CFO/COO. The role works closely with the ClientRelations & Continuing Education Director to align new-business growth withclient retention, education programs, and industry relationships. This is acoach-player role, requiring the Director to both lead the team and personallycarry a book of business, sourcing and closing deals directly alongsidemanaging the sales and marketing functions. KEY RESPONSIBILITIES: Directsand oversees the sales and marketing departments, aligning strategy, goals, andday-to-day execution across both functions. Developsand executes the company’s business development strategy and annual growth planin coordination with the CFO/COO. Identifies,qualifies, and pursues new business opportunities, including new accounts,partnerships, and channel relationships within the dental industry. Managesthe sales pipeline in the company’s CRM system, ensuring accurate forecasting,data integrity, and consistent follow-up across the sales team. Evaluates,selects, and implements CRM and workflow automation software solutions to improve sales and marketing efficiency and reporting. Setsand tracks revenue and growth targets, and develops weekly and monthly reportsand dashboards for management. Conductsmarket research and competitive analysis to identify emerging trends, growthopportunities, and areas for differentiation. Buildsand manages strategic partnerships and vendor relationships that supportbusiness growth. Builds,leads, and develops the sales and marketing team as the company grows,including recruiting, hiring, coaching, and performance management. Collaborateswith the Client Relations & Continuing Education Director to alignnew-business efforts with client retention and upsell strategies. Worksclosely with the Client Relations & Continuing Education Director onsponsorship programs and industry associations. Representsthe company at trade shows, industry events, and conferences to build brandawareness and generate leads. Managesthe company’s online strategy and digital presence, including the Expertecwebsite, social media channels, and digital marketing campaigns, to strengthenbrand awareness and generate leads. Preparesand presents business development proposals, RFPs, and growth opportunities toexecutive leadership. Managesthe business development budget, ensuring efficient allocation of sales andmarketing resources. Travelsas needed to meet with clients, prospects, and partners. Performs other related duties as assigned bymanagement. SUPERVISORY RESPONSIBILITIES: This position currently has no direct reports.As the company grows, the Director will be responsible for building the salesand marketing team, including defining roles, recruiting and hiring, andonboarding new staff, which may include managers, coordinators, interns, orcontract staff. Once the team is in place, responsibilities will includeassigning tasks, reviewing work, and supporting the professional development ofdirect reports. QUALIFICATIONS: Bachelor’s degreeor higher in Business Administration, Marketing, or a related field. Minimum 5 years ofprogressive experience in business development, sales, or marketing leadershiproles, including experience overseeing both sales and marketing functions. Experiencein the dental or healthcare industry is a MUST . Computer skillsrequired: CRM Software (HubSpot, Salesforce, or similar); workflow andmarketing automation platforms; Spreadsheet Software (Excel), includingadvanced reporting and dashboard development; Office 365 and experience withChatGPT/Claude or any other AI platforms. Otherskills required: Proven track record of driving revenue growth and managinga sales pipeline from prospecting through close. Strong business acumen with the ability to assess businessrisk using financial, statistical, and economic data. Strong analytical skills, with the ability to build,interpret, and present reports and dashboards to executive leadership. Experience evaluating, selecting, and implementing CRM andsoftware solutions to automate workflows and improve team efficiency. Exceptional leadership skills with experience managing anddeveloping sales and marketing teams. Excellent negotiation, communication, and presentationskills. Experience developing and executing strategic partnershipsand vendor relationships. Passion for the dental industry and a genuine interest inthe craftsmanship and quality Expertec delivers. Willingness to travel regularly to meet with clients,prospects, and partners. COMPETENCIES: Business Acumen - Demonstrates strong understanding of market dynamics, revenue drivers, andthe dental industry; uses financial and competitive insight to guide sales andmarketing strategy; aligns business development decisions with company revenueand margin goals. Dependability - Follows through on revenue and growth commitments; takes ownership of salesand marketing outcomes; commits to the effort necessary to reach targets; keepsleadership informed of progress or notifies appropriate person with analternate plan. Diversity - Demonstrates knowledge of EEO policy; shows respect and sensitivity forcultural differences across a broad client and partner base; educates others onthe value of diversity; promotes a harassment-free environment; builds adiverse sales and marketing team. Ethics - Treats clients, partners, and colleagues with respect; keeps commitments;inspires the trust of clients and internal teams; negotiates and closes business with integrity; upholds organizational values. Interpersonal Skills - Builds rapport quickly with clients, prospects, and partners; focuses onsolving conflict, not blaming; maintains confidentiality of account and dealinformation; listens to client and market needs without interrupting; remainsopen to new ideas and approaches to growth. Judgment - Displays willingness to make business development decisions; exhibits soundand accurate judgment when evaluating deals, partnerships, and marketopportunities; supports and explains reasoning for pricing, partnership, andresourcing decisions; includes appropriate people (CEO/CFO/COO, sales,marketing) in the decision-making process; makes timely decisions to capturetime-sensitive opportunities. Leadership - Exhibits confidence in self and the sales and marketing teams; inspires andmotivates teams to reach aggressive growth targets; effectively influencesclients, partners, and internal stakeholders; accepts feedback from executiveleadership; gives appropriate recognition to others. Managing People - Includes sales and marketing staff in planning, decision-making, and processimprovement; takes responsibility for the team's pipeline and revenueactivities; makes self-available to staff; provides regular performancefeedback; develops team members' skills and encourages growth; solicits andapplies client and market feedback; fosters a results-driven, quality focus inothers; continually works to improve supervisory and coaching skills. Negotiation - Skilled in negotiating contracts, partnerships, and pricing with clients andvendors; balances company profitability with long-term relationship value;prepares thoroughly and identifies mutually beneficial outcomes; closes dealseffectively while protecting company interests. Project Management - Develops business development and growth plans; coordinates cross-functionalsales and marketing initiatives; communicates changes and progress to executiveleadership; completes initiatives on time and budget; manages project andcampaign team activities. Teamwork - Balances team and individual responsibilities across sales and marketing; exhibits objectivity and openness to others' views; gives and welcomesfeedback; contributes to building a positive team spirit across departments; puts success of the business above own interests; able to build morale andgroup commitments to revenue and growth goals; supports everyone's efforts tosucceed. COMPENSATION: This position offers a base salary plus commission. #J-18808-Ljbffr