BRIAN S. DENBY

***** ***** *****, *********, ** *8278 • 804-***-**** • adt9ib@r.postjobfree.com • https://www.linkedin.com/in/brian-denby-7ab8071/ REGIONAL SALES MANAGER ● KEY ACCOUNT LEADERSHIP ● TERRITORY DEVELOPMENT MANAGER

• 21 Years Sales Success Growth Management • Strategic Tactical Planning & Forecasting • Sales Lifecycle Management

• Medical Devices Capital Equipment Lab Sales • Key Account Management Development • B2B Direct Distributor Sales

• Surgeon Physician Clinician Education • Customer Relationship Management • Customer Focused Selling

• C-Level / Cross-Functional Stakeholders • Sales Pipeline Digital Marketing Funnel • Sales Training Development

• Dealer Channel Growth Coaching Training • New Product Launches Product Positioning • Contract Price Negotiations PROFESSIONAL EXPERIENCE

THOMMEN MEDICAL 2022-Present

Senior Territory Sales Manager – Carolinas

• Spearheading the sales efforts and strategy for an international dental implant company throughout North and South Carolina.

• Collaborate with Surgeons, Periodontists, General Dentists and Dental Labs to improve the clinical care of their patients.

• Have initiated new relationships and fostered business for TM in Institutions and DSO’s in the territory.

• Responsible for establishing brand recognition through the AGD, SSOMS, and state societies.

• Established and provided hands-on training programs for restorative and surgical continuing education.

• Work with management to mentor and train new and existing sales personnel. ZAHN DENTAL 2021-2022

Key Account Manager – Mid-Atlantic Region

• Managed account relationships and sales growth for dental instrumentation products to 40+ dental laboratory accounts for the Mid Atlantic region (NC, VA, WV, KY).

• Led and trained the inside sales and field staff to support the strategic direction in the Mid- Market business segment.

• Conducted business discovery with the customer to identify pain points and provide appropriate products, services, and solutions ranging from $15K to $150K+ to increase practice efficiency, profitability, and quality outcomes.

• Conducted quarterly Customer Business Reviews (CBRs) with key customers based on cooperative metrics identified by the customer.

• Partnered with Healthcare Services and Capital Equipment regarding Health System and IDN capture and ongoing service.

• Managed and maintained relationships with lab owners, department heads, lab technicians, and CDT/MCDTs within key customers.

• Worked with District Managers on the generation of sales growth within various markets, including training, coaching, and mentoring DMs across all product lines. Assisted with compensation plan development and KAM incentive plans. PELTON & CRANE 2020

Territory Sales Manager – Southeast Permanently closed due to Covid-19

• Led sales growth strategy within the southeast (NC, SC, GA) territory, selling a collection of Pelton & Crane capital equipment including chairs, lights, cabinetry, and sterilization centers through dealer networks, DSO’s, GPO’s, VA’s and academic/healthcare institutions.

• Utilized a value selling, customer-centric approach to build and maintain strategic relationships with dental physicians and dealer partners to uncover and deliver equipment sales ranging from $10K to $400K.

• Developed relationships with key distributors, including Patterson Dental, Benco Dental, Henry Schein, and Atlanta Dental, to determine their practice's best options, resulting in increased revenue.

• Cross-sold various product lines (air & electric rotary devices/digital imagery/restorative products/dental implants) within the KavoKerr / EnvistaCo brand, working with SAM’s, Territory Reps, Key Account Managers, and the leadership team. STRAUMANN USA 2013-2020

Senior Dental Territory Sales Manager 2016-2020 / Dental Territory Sales Manager 2014-2016

• Orchestrated and outperformed sales goals for dental implants and biomaterials within the south Charlotte market responsible for calling on Prosthodontists, Orthodontists, Students, Hygienists, and general practitioners to drive implant, regenerative and restorative products.

• Drove all phases of the sales cycle, including lead generation, pipeline building, and deal finalization with key accounts within local, regional, and national DSPs, general practitioners, VAs, universities, and private practices.

• Championed the up-selling of existing customer supply and provided education on a line of products including Dental Implants & Componentry, Surgical Instruments, Surgical Motors/handpieces, 3D Printers, Intra Oral Scanners, Biomaterials, and Planning Software.

• Responsible for retaining and growing existing accounts across the product line.

• Conducted training programs for Doctors, Residents, and Staff on various practice growth and continuing education topics and participated in national trade shows and local demonstrations/presentations.

• Strategically partnered with dental specialists by focusing on their growth goals to implement business plans.

• Collaborated with Product Marketing and Marketing Communications to support the execution of all marketing launch plans and new product sales objectives.

Key Achievement

In 11 months, grew an underperforming

territory to 111% to plan YTD,

increasing sales to $7.3M, earning

KAM of the Year honors for 2021.

Key Achievement

Grew established territory 58% from

$1.8M to $3.1M+ in sales with a 75%

market share and a 90% SOW

Core Field Sales Trainer 2016-2020 (Concurrent with Sr. Dental Territory Sales Manager)

• Mentored and trained new sales team personnel from around the US in both classroom settings of ~25 people and national sales meetings of

~135 employees.

• Increased and optimized external marketing programs, strengthened referral base and championed investment in more extensive sales training and development.

• Utilized leadership skills to provide sales training, including proven strategies for successful new product launches and market growth.

• Managed training and development initiatives for new hires within assigned geography concurrently; evaluated and deployed new education methodologies for training programs to meet customers' evolving business needs. Lab Territory Sales Manager 2013-2014

• Managed all sales functions for a 4-state Mid-Atlantic Region (WV, VA, NC, SC), providing Lab Scanners, Lab restorative consumables for implants, CAD/CAM abutments to dental labs and dental schools.

• Built territory into top producer through persistent lead generation, strategic account development, and attentive account management working with lab owners, lab department heads, CDT/MCDTs, technicians, and school department heads/deans.

• Designed, delivered, and optimized programs by utilizing Straumann’s product lines that enabled customers to create value, improve profitability, and exceed business goals.

• Continuously engaged with clients to identify incremental opportunities, resolve challenges, and promote new products, resulting in high retention and account growth with solutions ranging from $40 to $40K+.

• 2014 BOY $600K – EOY $865K; 144% growth – 111% to plan – Lab Rep of the Year honors; promoted to DTM 9/2014 DOMINION ENERGY MANAGEMENT 2013

Director of Business Development – Government Sector Closed

• Directed all RFP contract bidding and negotiations of federal contracts for this energy-related temperature controls and engineering company.

• Participated in evaluating utility-divestiture power plants, including managing the efforts of outside consultants and company engineers.

• Reviewed environmental compliance issues, analyzed market conditions, and managed the development of a long-term investment pro forma. ASTRA TECH, INC 2006-2012

Territory Sales Manager

• Spearheaded sales growth for a leading dental implant company selling dental implants & componentry, surgical instruments, surgical motors/handpieces, and CAD/CAM abutments to oral and maxillofacial surgeons, periodontists and implantologists throughout Central VA.

• Established credibility in a market dominated by 2 of the leading implant companies in the industry, increasing revenues by 50x.

• Developed and maintained productive relationships with Oral Surgeons, Periodontists, Prosthodontists, Orthodontists, students, and general practitioners within local/regional/national DSO’s, GPO’s, VA’s, universities, dental schools, government/dental clinics, retail, and private practice.

• Collaborated with marketing department on PR, media relations, corporate positioning, product launches, educational and sales tools, and tradeshow marketing.

• Brought requested new product possibilities from the field to senior management, collaborated with marketing and training team to create effective campaigns to highlight new products. BENCO DENTAL COMPANY 2003-2006

Equipment Sales Specialist

• Grew and developed a dental equipment sales territory (including digital offerings) throughout Central VA by facilitating sales training for assigned dealer representatives, generating new sales strategies for various markets, and liaison between dealer channel and sales organization.

• Partnered with distributors and dealers to enhance customer base sales, including developing relationships with Adec, Pelton & Crane, Midmark, Gendex, Scican, ScanX, AirTechniques, RamVac, W&H, Kavo, Instrumentarium, and Sirona.

• Helped demonstrate digital radiography, laser technology, and sensor benefits to prosthodontists, orthodontists, students, and general practitioners throughout dental schools, government/dental clinics, and private practice.

• Project Manager on all new office construction and office renovations by working with project architects, engineers and general contractors. PATTERSON DENTAL SUPPLY COMPANY 2001-2003

CEREC Sales Specialist

• Managed the new Central VA sales territory facilitating capital equipment sales of the CEREC chairside CAD/CAM machine and the CEREC InLab milling unit to schools, clinics, private practices, DSOs, and dental labs.

• Engaged general practitioners, students, lab owners, and CDTs promoting CAD/CAM Dentistry products resulting in its purchase, implementation, and supply needs growth.

• Identified customer requirements using thorough needs analysis and presented customized solutions that produced high profits.

• Communicated financial benefits of equipment purchases up to $100K to clients with return-on-investment analysis presentation. EDUCATION

Bachelor of Science in Accounting Virginia Commonwealth University – Richmond, VA Key Achievement

Grew lab territory over 44% in just over

twelve months and earned Lab

Representative of the Year in 2014

Key Achievement

Championed unprecedented growth

within a lingering sales territory,

completely total revenue

from $18K to over $900K

Key Achievement

Increased sales over tenure by 400%+

from $800K to $3.4M while achieving

Equipment Specialist of the Year

Key Achievement

Started new territory in Central VA,

growing sales from $0 to $750K

PRODUCT / TECHNICAL COMPETENCIES

Technical Skills: 3D Printing Acrobat Pro Aruba Canva Concur CoDiagnostix CRM Database Management DropBox Excel Facebook Posting Google Mail HubSpot IBM Watson Instagram Intuit QuickBooks Lexis-Nexis Lotus Notes MS Office Suite MS Teams Microsoft Trips and Streets MobileIron Pinterest PowerPoint Salesforce SAP SAS Siebel Squarespace SurveyMonkey Wix Workday Zoom Digital Workflow Product Competencies: Biomaterials Expert Biomechanics Bone Graft Substitutes Bone Void Fillers CT Guided Surgery Current Dental Protocols Dental Membranes Dentoalveolar Surgery Development of Surgical Guides Diagnosing & Tx Planning Digital Dentistry Hard Tissue Regeneration Oral Reconstructive Devices OR Sales Experience Osseo-Integration Persuasive Oral Communicator Root Canal Therapies Soft Tissue Regeneration

Surgical Instruments CBCT Full Mouth Rehabilitation Dental Restoration Treatment Planning Software Post Operative Care

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