Business Development Manager, Nobel Biocare - MEA

Job Description:

Maximizes revenues from sales of the organization's products and/or services through a base of reseller partners in specific assigned channels and/or vertical markets.

Job Requirements:

Business Development Manager MEA based out of Dubai, UAE will be responsible for identifying and onboarding new distributors in emerging geographies to support Nobel Biocare’s regional expansion. The role includes overseeing distributor operations in key MEA markets (UAE, Kuwait, Lebanon, Azerbaijan, Morocco, and Iraq) to ensure alignment with the company’s strategic and operational objectives.

The Business Development Manager MEA for Nobel Biocare will play a pivotal role in driving strategic growth, market penetration, and customer acquisition within the assigned geographical scope. This dynamic position encompasses the management of key accounts to foster long-term partnerships and ensure high levels of customer satisfaction. The role also involves identifying and securing new customers across private, public, institutional, and dental service organization (DSO) segments, while leading competitive conversion initiatives by effectively communicating Nobel Biocare’s unique value proposition. 

Accelerating further growth through Regulatory Affairs, the role will lead portfolio management responsibilities, including monitoring the regulatory status of existing products within the MEA region in close collaboration with the regional Regulatory Affairs (RA) team, and driving incremental growth through the registration of new innovations in coordination with global product management, as well as regional and global regulatory teams. 

Success in this role requires a strategic mindset, strong market insight, and the ability to collaborate effectively with cross-functional teams to deliver tailored solutions that meet evolving customer needs.

Key Responsibilities:

• Distributor Management: Oversee the distributors in MEA (UAE, Kuwait, Lebanon, Azerbaijan, Morocco, Iraq), ensuring alignment with Nobel Biocare's operational plan and strategy.
• Geographical Expansion: Identify new distributors in countries approved in operational plan, define go-to-market for the country and secure successful launch with supporting roles in regulatory affairs, marketing, etc.
• Portfolio Management: Monitor the regulatory status of existing products across all MEA countries in collaboration with the regional Regulatory Affairs (RA) team and manage the registration of new innovations throughout the MEA region in coordination with global product management, as well as regional and global regulatory teams.
• Account Management: Manage key accounts for Nobel Biocare within the assigned geographical scope, ensuring strong customer relationships and a high level of satisfaction.
• Customer Acquisition: Identify and acquire new customers across the private, public, institutional, and dental service organization (DSO) segments, expanding the market presence of Nobel Biocare.
• Competitive Conversion: Drive competitive conversions by effectively communicating the value proposition of Nobel Biocare products to end users.
• Value Proposition: Delivery of the full value proposition of Nobel Biocare with the support of the regional marketing, training and education and other supporting functions.
• Operational Implementation: Implement Nobel Biocare's operational plan and strategy within the region.

Training And Support:

• Deliver comprehensive training, education, and onboarding sessions, including face-to-face visits and technical support, to customers and local teams for Nobel Biocare.
• Expedite and ensure the efficient resolution of customer inquiries and service requests.
• Organize and manage promotional and technical follow-up interactions with healthcare professionals.
• Deliver extensive customer support through various communication platforms, including phone, email, and remote channels.

Sales And Performance:

• Achieve and exceed monthly, quarterly, and annual sales targets.
• Demonstrate a proven ability to convert key business from competitors to Nobel Biocare products.
• Provide technical support for surgical products, biomaterials and our digital portfolio.
• Conduct remote onboarding sessions for new and existing healthcare professionals.

Corporate Compliance:

• Follow corporate policies regarding customer entertainment and relations.
• Understand and support the company's policies and procedures to provide effective customer support.

Qualifications & Expereince:

• Bachelor’s degree or equivalent required (Dental/Oral Health/Science/technical background highly regarded)
• Demonstrated expertise in sales management, with a preference for +5 years of experience within the medical or dental sectors.
• Comprehensive knowledge of Nobel Biocare products and their unique value proposition.
• Exceptional skills in communication, training, and customer service.
• Proven ability to effectively manage multiple accounts and distributor relationships.
• Advanced proficiency in technical support and digital tools.
• Fluency in English and Arabic is required; proficiency in French is considered an asset.

Soft Skills:

•  Communication: Excellent organizational and follow-up skills, with the ability to effectively communicate and persuade.
• Customer Service: Efficient problem-solving and responsiveness to customer inquiries.
• Team Collaboration: Ability to work effectively with cross-functional teams and adapt in a dynamic environment.
• Engagement: Strong engagement qualities to inspire and guide team members.
• Adaptability: Flexibility to navigate and thrive in a dynamic and changing environment.
• Time Management: Effective time management skills to prioritize tasks and meet deadlines.

Operating Company:

Ormco

Ormco is a global leader and innovator of high-quality orthodontic products and solutions, including brackets and wires. For more than 60 years, our team has partnered with the orthodontic community to help create over 20 million smiles in more than 140 countries. We build trusted relationships. Each one is rooted in respect and understanding. We take that approach when we help orthodontists achieve their clinical and practice management objectives. We take the same approach when we help our team bring their personal best to work each day, ready to make a difference and reach their full potential.

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