Job Description
Job Description
POSITION:Director of Business Development
SUMMARY:
This position is responsible for driving revenue growth and market expansion for Expertec Dental Laboratory by leading and aligning the sales and marketing functions, identifying new business opportunities, and building strategic partnerships within the dental industry. The Director of Business Development sets and executes the go-to-market strategy, 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 Client Relations & Continuing Education Director to align new-business growth with client retention, education programs, and industry relationships. This is a coach-player role, requiring the Director to both lead the team and personally carry a book of business, sourcing and closing deals directly alongside managing the sales and marketing functions.
KEY RESPONSIBILITIES:
Directs and oversees the sales and marketing departments, aligning strategy, goals, and day-to-day execution across both functions.
Develops and executes the company’s business development strategy and annual growth plan in coordination with the CFO/COO.
Identifies, qualifies, and pursues new business opportunities, including new accounts, partnerships, and channel relationships within the dental industry.
Manages the 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.
Sets and tracks revenue and growth targets, and develops weekly and monthly reports and dashboards for management.
Conducts market research and competitive analysis to identify emerging trends, growth opportunities, and areas for differentiation.
Builds and manages strategic partnerships and vendor relationships that support business growth.
Builds, leads, and develops the sales and marketing team as the company grows, including recruiting, hiring, coaching, and performance management.
Collaborates with the Client Relations & Continuing Education Director to align new-business efforts with client retention and upsell strategies.
Works closely with the Client Relations & Continuing Education Director on sponsorship programs and industry associations.
Represents the company at trade shows, industry events, and conferences to build brand awareness and generate leads.
Manages the company’s online strategy and digital presence, including the Expertec website, social media channels, and digital marketing campaigns, to strengthen brand awareness and generate leads.
Prepares and presents business development proposals, RFPs, and growth opportunities to executive leadership.
Manages the business development budget, ensuring efficient allocation of sales and marketing resources.
Travels as needed to meet with clients, prospects, and partners.
Performs other related duties as assigned by management.
SUPERVISORY RESPONSIBILITIES:
This position currently has no direct reports. As the company grows, the Director will be responsible for building the sales and marketing team, including defining roles, recruiting and hiring, and onboarding new staff, which may include managers, coordinators, interns, or contract staff. Once the team is in place, responsibilities will include assigning tasks, reviewing work, and supporting the professional development of direct reports.
QUALIFICATIONS:
Bachelor’s degree or higher in Business Administration, Marketing, or a related field.
Minimum 5 years of progressive experience in business development, sales, or marketing leadership roles, including experience overseeing both sales and marketing functions. Experience in the dental or healthcare industry is a MUST.
Computer skills required: CRM Software (HubSpot, Salesforce, or similar); workflow and marketing automation platforms; Spreadsheet Software (Excel), including advanced reporting and dashboard development; Office 365 and experience with ChatGPT/Claude or any other AI platforms.
Other skills required:
Proven track record of driving revenue growth and managing a sales pipeline from prospecting through close.
Strong business acumen with the ability to assess business risk 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 and software solutions to automate workflows and improve team efficiency.
Exceptional leadership skills with experience managing and developing sales and marketing teams.
Excellent negotiation, communication, and presentation skills.
Experience developing and executing strategic partnerships and vendor relationships.
Passion for the dental industry and a genuine interest in the 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, and the dental industry; uses financial and competitive insight to guide sales and marketing strategy; aligns business development decisions with company revenue and margin goals.
· Dependability - Follows through on revenue and growth commitments; takes ownership of sales and marketing outcomes; commits to the effort necessary to reach targets; keeps leadership informed of progress or notifies appropriate person with an alternate plan.
· Diversity - Demonstrates knowledge of EEO policy; shows respect and sensitivity for cultural differences across a broad client and partner base; educates others on the value of diversity; promotes a harassment-free environment; builds a diverse 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 on solving conflict, not blaming; maintains confidentiality of account and deal information; listens to client and market needs without interrupting; remains open to new ideas and approaches to growth.
· Judgment - Displays willingness to make business development decisions; exhibits sound and accurate judgment when evaluating deals, partnerships, and market opportunities; supports and explains reasoning for pricing, partnership, and resourcing decisions; includes appropriate people (CEO/CFO/COO, sales, marketing) in the decision-making process; makes timely decisions to capture time-sensitive opportunities.
· Leadership - Exhibits confidence in self and the sales and marketing teams; inspires and motivates teams to reach aggressive growth targets; effectively influences clients, partners, and internal stakeholders; accepts feedback from executive leadership; gives appropriate recognition to others.
· Managing People - Includes sales and marketing staff in planning, decision-making, and process improvement; takes responsibility for the team's pipeline and revenue activities; makes self-available to staff; provides regular performance feedback; develops team members' skills and encourages growth; solicits and applies client and market feedback; fosters a results-driven, quality focus in others; continually works to improve supervisory and coaching skills.
· Negotiation - Skilled in negotiating contracts, partnerships, and pricing with clients and vendors; balances company profitability with long-term relationship value; prepares thoroughly and identifies mutually beneficial outcomes; closes deals effectively while protecting company interests.
· Project Management - Develops business development and growth plans; coordinates cross-functional sales and marketing initiatives; communicates changes and progress to executive leadership; completes initiatives on time and budget; manages project and campaign team activities.
· Teamwork - Balances team and individual responsibilities across sales and marketing; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building a positive team spirit across departments; puts success of the business above own interests; able to build morale and group commitments to revenue and growth goals; supports everyone's efforts to succeed.
COMPENSATION:
This position offers a base salary plus commission.