Business Development Manager - CEE & DACH (Zendura)

Institut Straumann AG; Wrocław; Hybrid; PLN 120,000 - 180,000; Full time

Job summary

A leading medical device company is seeking a Regional Business Development Representative based in Poland. This role focuses on expanding the business in Central & Eastern Europe and DACH. Candidates should have a Bachelor's degree, fluency in German and English, and over 5 years of experience in business development, particularly in the medical or orthodontic industries. The position requires strategic planning and strong relationship-building skills, with approximately 40% travel required.

Benefits

Competitive compensation package

Supportive onboarding process

Continuous learning opportunities

Travel opportunities

Medical insurance

Qualifications

• 5+ years’ experience in business development and sales in the medical/dental/orthodontic industry.
• 5+ years’ experience with polymer materials and their commercial applications.
• Willing to travel regularly within Poland and the CEE/DACH region.

Responsibilities

• Develop and implement strategic plans to drive revenue growth.
• Build and maintain strong relationships with clients in the medical/orthodontic industries.
• Conduct ongoing reporting of market trends and client strategies.

Skills

Fluent German

Fluent English

Relationship-building skills

Strategic thinking

Sales acumen

Education

Bachelor's Degree in Business Administration, Marketing, or related field

Tools

Microsoft Office Suite

CRM systems

Job description

Summary

Summary of Position:

As a Regional Business Development Representative, you will be responsible for driving business growth and expanding the market presence within a designated geographic region – Central & Eastern Europe (CEE) and DACH (Germany, Austria, Switzerland). You will lead the development and implementation of strategic initiatives to identify, pursue, and secure new business opportunities. This role requires a combination of strategic thinking, sales acumen, and relationship-building skills to effectively engage with clients, partners, and key stakeholders. This is a field-based role, preferably based in Poland, reporting to the Global Sales Director. Fluency in German and English is essential, as well as Polish.

Essential Functions and Duties

• Develop and implement strategic plans to expand the company's footprint and drive revenue growth, with a focus on polymer-based medical devices and ortho products across CEE & DACH.
• Identify target markets and clients for business development initiatives within the polymer-based medical devices and ortho products sector.
• Build and maintain strong relationships with key decision-makers and stakeholders in target companies, particularly in the medical/orthodontic industries across CEE & DACH.
• Collaborate with cross-functional teams—marketing, product development, regulatory affairs—and execute go-to-market strategies for our product portfolio.
• Conduct ongoing reporting of current market trends, customer strategies, and competitive landscape in assigned territories.
• Provide regular updates and reports on sales activities, pipeline development, and revenue forecasts to senior management.
• Develop and maintain a deep understanding of the company’s polymer-based products, orthopedic implants, and medical device portfolio, including their clinical applications, regulatory requirements, and market differentiators.
• Represent the company at industry congresses, events, and exhibitions—including booth setup and teardown.
• Serve as a key commercial contact for assigned clients, supporting onboarding and ongoing satisfaction.
• Travel approximately 40% of the time across target regions to meet clients, attend conferences, and drive market presence.
• Meet or exceed assigned KPI(s) for this position.

Non-Essential Functions and Duties

• Other duties as assigned by a supervisor or manager
• Assist in special projects as needed
• Continually increase knowledge of polymer, orthodontics, industry trends, and company processes
• Communicate regularly with senior management, presenting insights and recommendations

Minimum Qualifications

• Bachelor’s Degree in Business Administration, Marketing, or related field
• 5+ years’ experience in business development and sales, ideally in the medical/dental/orthodontic industry
• 5+ years’ experience working with polymer materials and understanding their commercial applications
• 5+ years’ experience with international business practices and developing go-to-market strategies in multi-country settings
• Fluent German and English (mandatory); Polish
• Willingness and ability to travel regularly within Poland and the CEE/DACH region

Preferred Qualifications

• Knowledge of medical device manufacturing processes, regulations, and quality standards
• Strong negotiation and relationship-building skills
• Experience closing complex B2B agreements
• Ability to work independently and within a matrixed, fast-paced environment
• Proficiency in Microsoft Office Suite and CRM systems
• Strong time management and prioritization skills

Key Attributes

At Straumann Group, we’re driven by our purpose to unlock the potential of people’s lives. Our culture is built on:

• Customer obsession
• Entrepreneurial mindset
• Agility and decisiveness
• Ownership and accountability
• Passion for learning
• Psychological safety
• Engagement and collaboration

We are looking for a professional who is:

• Resourceful and hands-on, able to act independently
• Results-oriented and purpose-driven
• A collaborative team player with high integrity
• Eager to learn and grow in a high-performance environment

Physical Attributes

• Ability to type on a computer and use a monitor for extended periods
• May occasionally lift up to 9 kg (20 lbs)
• Operates effectively in remote and in-person environments
• Able to travel frequently (domestic and international)

Work Environment

• Field-based (home office), with regular travel
• Travel to customer locations, industry congresses, and regional team meetings
• Fast-paced, collaborative, and mission-driven environment

What We Offer

• Working at Straumann Group means being part of a global, innovation-driven company with a strong reputation in the dental and medical device industry. For this position, you will have the opportunity to:
• Join a pioneering team at the forefront of aligner materials innovation (Zendura)
• Work in a high-impact, autonomous role with international exposure
• Engage in strategic, value-based sales in a fast-growing market
• Be part of a collaborative and agile culture that values initiative, ownership, and transparency
• Receive a competitive compensation package, including fixed and performance-based incentives
• Benefit from a supportive onboarding process and continuous learning opportunities
• Enjoy access to global Straumann Group resources, tools, and cross-functional expertise
• Travel internationally and represent a brand recognized for quality and innovation
• Be empowered to make a difference and shape the growth of our business in CEE and DACH
• Details on local benefits (incl. company car or mileage reimbursement, medical insurance, and other perks) will be aligned with the contracting model for Poland.