Associate Director, Clinical Market Development & Professional Relations

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Position Summary

The Associate Director, Clinical Market Development & Professional Relations reports to the Sr Director of NAM Medical Education and is responsible for advancing North America’s clinical market development strategy through KOL development, speaker development, professional relations, clinical marketing, and Field Sales activation.

This role serves as a key bridge between Field Sales, Medical Education, Product Marketing, and Clinical Affairs, translating clinical expertise, professional relationships, market insights, and customer needs into strategies and programs that drive customer engagement, solution adoption, market development, and business growth.

The Associate Director will build and activate a strong network of KOLs, speakers, clinicians, and professional partners, ensuring the organization has the right experts in the right markets supporting priority solutions, product launches, education initiatives, and commercial opportunities.

Strong partnership with Field Sales is essential. The role will maintain close connectivity with the field to identify market needs, develop clinical advocates, support customer engagement, and strategically deploy clinical experts and programs to help expand adoption and develop priority markets.

This role can be remote, however, will include up to 50% travel, including travel to Andover, MA.

Job Responsibilities

Clinical Market Development & Field Sales Partnership

· Develop and execute clinical market development initiatives aligned with NAM business, customer, and growth priorities.

· Serve as a strategic partner to Field Sales leadership and field teams, maintaining strong connectivity to customer needs, market dynamics, competitive activity, and growth opportunities.

· Translate clinical expertise, evidence, customer insights, and market trends into programs and resources that support customer engagement and solution adoption.

· Identify opportunities where KOLs, speakers, clinical programs, and professional relationships can help develop priority markets and accelerate adoption.

· Maintain strong knowledge of Straumann Group solutions and effectively communicate their clinical and commercial value.

KOL Strategy & Professional Relations

· Develop and execute a comprehensive KOL and Professional Relations strategy across specialties, customer segments, geographies, and priority solutions.

· Build and maintain strategic relationships with established and emerging clinical experts, speakers, professional organizations, and other influential clinical stakeholders.

· Identify gaps in clinical influence and proactively recruit and develop experts who strengthen the organization's presence in priority markets.

· Develop engagement plans defining how KOLs and professional partners support product launches, education, customer engagement, field programs, market development, and other strategic priorities.

· Maintain awareness of competitive KOL networks, emerging clinical leaders, professional organizations, and changing sources of market influence.

Speaker Development & Activation

· Lead the speaker identification, development, and activation strategy, including onboarding, training, evaluation, and ongoing engagement.

· Build a strong pipeline of emerging speakers to expand the organization's clinical voice and support succession planning.

· Partner with Medical Education, Product Marketing, Clinical Affairs, and Sales to prepare speakers around priority solutions and clinical topics.

· Strategically match KOLs and speakers to market needs, field priorities, customer segments, product launches, education programs, and growth opportunities.

· Build meaningful, long-term professional relationships rather than transactional speaker engagements.

Product Launches & Clinical Marketing

· Partner with Product Marketing to develop clinical strategies supporting product launches, priority solutions, and market-development initiatives.

· Identify and engage appropriate KOLs and speakers early in the launch process to support clinical advocacy, education, awareness, and adoption.

· Lead or support expert meetings, advisory groups, and other clinical forums that generate actionable customer and market insights.

· Translate clinical evidence and expert insights into compelling customer-facing narratives and Field Sales resources.

· Ensure clinical marketing initiatives align with broader Sales, Marketing, Medical Education, and business priorities.

Field Sales Enablement

· Ensure Field Sales has clear visibility into available KOLs, speakers, clinical resources, and professional programs and understands how to effectively leverage them.

· Partner with Sales Leadership and Internal Training to develop field-facing tools, processes, and training.

· Maintain regular connectivity with the field to understand customer needs, market barriers, speaker effectiveness, competitive activity, and emerging opportunities.

· Incorporate Field Sales insights into future KOL, speaker, professional relations, and market-development strategies.

Performance, Measurement & Optimization

· Establish meaningful KOL, speaker, and market-development KPIs measuring engagement, utilization, development, field activation, solution adoption, and business impact.

· Develop dashboards and reporting that enable data-driven decisions and provide visibility to leadership.

· Regularly evaluate the KOL and speaker portfolio to determine where to invest, develop, expand, reposition, or reduce engagement.

· Measure Field Sales utilization and effectiveness of KOL, speaker, and clinical resources and identify opportunities for improvement.

Digital Influence & Strategic Programs

· Develop an approach for identifying and engaging Key Online Opinion Leaders (KOOLs) and other influential clinical voices.

· Evaluate emerging influencers based on clinical credibility, customer relevance, reach, and alignment with strategic priorities.

· Explore new channels and professional networks that can expand clinical influence and support market development.

· Collaborate with Global teams to align NAM initiatives with broader organizational strategies.

Cross-Functional Leadership

· Serve as a key connector across Field Sales, Medical Education, Product Marketing, Clinical Affairs, Marketing, Digital, and Global teams.

· Establish alignment to ensure KOLs, speakers, and professional relationships are strategically leveraged across functions.

· Bring customer, clinician, and Field Sales insights into clinical marketing and market-development priorities.

· Influence effectively across functions and levels without direct authority.

Budget, Compliance & Business Accountability

· Manage budgets associated with KOLs, speakers, clinical marketing, market development, and professional relations.

· Prioritize investments against strategic objectives and measurable business outcomes.

· Ensure all KOL, speaker, and professional engagements comply with company policies, contractual requirements, and applicable industry standards.

· Maintain appropriate KOL databases, documentation, administrative processes, and NAM/Global reporting.

· Other responsibilities as assigned.

Management Responsibilities

No direct reports.

Minimum Qualifications

· Bachelor's degree in Business, Marketing, Life Sciences, Healthcare, Dentistry, or related field OR equivalent experience.

· Minimum 7–10 years of progressive experience within dental, medical device, healthcare, life sciences, or a related commercial environment.

· Minimum 3–5 years working directly with Field Sales, customers, or commercially focused field activities.

· Demonstrated experience with KOLs, speakers, professional relations, clinical marketing, medical education, market development, or comparable external expert programs.

· Proven ability to translate clinical or technical information into commercially relevant strategies and customer value propositions.

· Demonstrated success supporting customer engagement, solution adoption, market development, or business growth.

· Strong cross-functional experience partnering with Sales, Marketing, Product Management, Medical Education, and/or Clinical Affairs.

· Experience developing KPIs and using data to measure effectiveness and optimize investments.

· Strong leadership, communication, presentation, negotiation, and interpersonal skills.

· Demonstrated executive presence and ability to build credibility with clinicians, Field Sales, and senior stakeholders.

· Ability to manage multiple strategic priorities in a fast-paced, matrixed environment.

· Proficiency in Microsoft Office Suite.

Preferred Qualifications

· Master's degree or MBA in Business, Marketing, Healthcare, Life Sciences, or related field.

· Strong knowledge of the dental implant, restorative, digital dentistry, biomaterials, and/or dental laboratory markets.

· Previous dental implant, medical device, or related healthcare industry experience.

· Established experience working with KOLs, speakers, clinicians, advisory boards, and professional organizations.

· Experience developing and activating KOL and speaker strategies to support market development and commercial priorities.

· Experience supporting major product launches through KOL, speaker, professional relations, and clinical marketing activation.

· Strong Field Sales orientation with demonstrated understanding of customer and sales team needs.

· Experience developing sales enablement tools, training, dashboards, KPIs, and ROI reporting.

· Experience identifying and developing emerging KOLs, speakers, and digital clinical influencers.

· Experience collaborating with Global teams in a matrixed organization.

Salary: $140,000- $160,000Annually + 15% variable bonus.  The final pay for this position will vary based on geographic location and candidate experience relative to what the company reasonably anticipates for this position.

Whether you’re looking to build your career, improve your health, or brighten your SMILE, we offer generous benefits to help you achieve your goals.

- Very Competitive total compensation plans (some positions include discretionary bonus, or Performance Share Units).
- A 401(K) plan to help you plan for your future with an employer match
- Great health, dental and vision insurance packages to fit your needs to ensure you’re happy and healthy. Straumann contributes a healthy portion towards employees’ premium.
- Generous PTO allowance - plenty of time to recharge those batteries!

Please understand that we do not need external support by recruiting agencies and consultants to fill this vacancy. Thank you for respecting this.

Videos To Watch

https://youtu.be/3lq5BLAvIdQ

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

Employment Type:  Full Time

Alternative Locations:  United States : Andover (MA) || United States : Atlanta (GA) || United States : Boston (MA) || United States : Connecticut || United States : Florida || United States : Georgia || United States : Kentucky || United States : Louisiana || United States : Massachusetts || United States : New Hampshire || United States : New Jersey || United States : New York || United States : North Carolina || United States : Ohio || United States : South Carolina || United States : Tennessee || United States : Texas

Travel Percentage:  0 - 10%

Requisition ID: 22174