Senior Business Development Manager - Special Markets (East Coast)

At Sunstar Americas, Inc., we firmly believe that our people are the foundation of our success. We foster a collaborative, innovative, and agile culture that ensures we deliver high-quality, innovative products to consumers and oral care professionals. Our team-oriented approach encourages creative thinking and nurtures a positive work environment and productive relationships. With dedication, hard work, and a shared vision, we can continue to make SAI a leader in our industry.

Join us and become part of our global team, where together, we can achieve success and contribute to a better future.

POSITION SUMMARY

The Senior Business Development Manager, Special Markets serves as a key growth leader within the Sunstar GUM® Professional sales organization, reporting to the Senior Director of Sales. This role is responsible for identifying, developing, and securing new business opportunities across the Special Markets segment, with a primary focus on Dental Service Organizations (DSOs), emerging group practices, institutional customers, buying groups, and other strategic channels.

Unlike an account management role, this position is focused on market expansion and new business acquisition. The Senior Business Development Manager will proactively identify high-potential opportunities, establish executive relationships, and create strategic partnerships that accelerate Sunstar's presence and market share within the DSO and Special Markets landscape.

Success in this role requires a highly entrepreneurial mindset, strong prospecting and relationship-building capabilities, and the ability to navigate complex organizations to influence executive decision-makers. The ideal candidate thrives in an environment centered on opening new doors, developing strategic opportunities, and driving long-term growth initiatives rather than managing existing customer relationships.

RESPONSIBILITIES

Market Development & New Business Acquisition

• Identify, prioritize, and pursue new growth opportunities within the DSO, emerging group practice, institutional, and Special Markets segments.
• Develop and execute strategic business development plans designed to expand Sunstar's footprint and market share within targeted customer segments.
• Build and maintain a robust pipeline of qualified opportunities through proactive prospecting, networking, industry engagement, and executive outreach.
• Research market trends, DSO consolidation activity, competitive dynamics, and emerging industry developments to identify new opportunities for growth.
• Establish relationships with prospective customers and strategic partners at the executive, procurement, operations, and clinical leadership levels.

Strategic Partnership Development

• Lead the development of new strategic relationships with regional and national DSOs, buying groups, institutions, and other key Special Markets organizations.
• Engage senior decision-makers to understand organizational priorities and position Sunstar as a strategic partner capable of delivering clinical and business value.
• Develop and present compelling growth proposals, enterprise partnership opportunities, and customized business solutions.
• Drive negotiations and partnership discussions that result in new customer acquisition and long-term strategic agreements.

DSO Growth Strategy

• Identify and cultivate opportunities with emerging, acquisitive, and high-growth DSO organizations.
• Partner with sales leadership to develop and execute a comprehensive DSO growth strategy aligned with organizational objectives.
• Track industry consolidation trends, ownership changes, and expansion activity to proactively engage organizations at key inflection points.
• Collaborate with internal stakeholders to create tailored value propositions and go-to-market strategies for targeted DSO opportunities.

Cross-Functional Collaboration

• Partner closely with Territory Sales, Strategic Accounts, Marketing, Clinical Affairs, and Customer Support teams to support new business development efforts.
• Facilitate smooth transitions of newly acquired business opportunities to account management and customer success teams following implementation.
• Provide market intelligence, customer insights, and competitive feedback to support strategic planning and organizational decision-making.
• Represent Sunstar at industry conferences, DSO forums, trade shows, and networking events to build relationships and generate new opportunities.

Performance Management

• Achieve or exceed annual business development, pipeline generation, and new revenue objectives.
• Maintain accurate opportunity tracking, forecasting, and CRM management.
• Regularly report on pipeline activity, customer engagement, and strategic growth initiatives.
• Measure success through new customer acquisition, strategic partnerships established, and incremental revenue generated.

Education, Experience, And Abilities

• 8+ years of successful business development, enterprise sales, strategic partnerships, or market expansion experience.
• Demonstrated success identifying, pursuing, and closing complex business opportunities with large organizations and executive stakeholders.
• Experience working within the dental industry, with strong knowledge of DSOs, multi-location group practices, purchasing models, and industry dynamics preferred.
• Proven ability to develop executive-level relationships and influence decision-makers across complex organizations.
• Strong strategic planning, prospecting, negotiation, and opportunity development skills.
• Exceptional communication, presentation, and executive presence.
• Self-motivated and highly entrepreneurial, with a track record of creating opportunities through proactive outreach and relationship building.
• Strong analytical and business acumen, including the ability to assess market opportunities and develop growth strategies.
• Proficiency with CRM platforms and sales pipeline management tools.

* Moderate to extensive travel (approximately 30–50%) to support on-site customer engagement

What Makes Sunstar Special is:

• A business focused on health and wellness of people around the world
• High Quality Products
• Diversity and Inclusion
• Corporate Social Responsibility Program and partnership with charitable organization
• Strong value placed on company culture
• Excellent, comprehensive insurance coverage that includes Medical, Vision, and Dental benefits.
• Opportunities for career growth and advancement
• Employee discount on Sunstar products
• 401K retirement plan with employer match (Pretax and Roth options)
• 401K profit sharing contribution based on company performance.
• Paid holidays and generous paid time off. Pet, Legal and Identity Theft Insurance Plans
• Corporate Perks Discount Program (Auto, Retail, Electronics, Entertainment, Computers, Personal Vacations, Cell Phones, Movie Tickets, Eating Out and Much More)
• Numerous employee appreciation events throughout the year.
• Recognition and Rewards Programs
• Anniversary, Birthday and New Hire Announcements

If you’d enjoy a career helping others attain overall health through oral health, consider joining the Sunstar Americas, Inc. team.

The employer is subject to certain governmental record keeping and reporting requirements for the administration of civil rights laws and regulations. In order to comply with these laws, the employer invites employees to voluntarily self-identify their gender, and race or ethnicity. Completion of this data is voluntary and will not affect your opportunity for employment or terms or conditions of employment. Information collected will be used for EEO-1 reporting purposes only and will be kept separate from all other personnel records, only accessed by Authorized Users. Information collected will be kept confidential and will only be used in accordance with the provisions of applicable laws, including those that require the information to be summarized and reported to the federal government. When reported, data will not identify any specific individual.

The pay range for this position of Director of Regulatory is $79,902-119,853. However, base pay offered may vary depending on skills, experience, job-related knowledge and location. This position is also eligible for an annual bonus as part of total compensation.