ABOUT STRAUMANN
Headquartered in Basel, Switzerland, the Straumann Group employs approximately 9000
people worldwide. Its products, solutions and services are available in more than 100 countries through abroad network of distribution subsidiaries and partners, featuring the global brands Straumann, Neodent, Medentika, and other fully or partly-owned partner companies.
Straumann Group DSO
The global DSO department is a dedicated unit that fully leverages our brands and services to become the leading partner of choice for dental service organizations. The DSO Team is committed to building and serving enterprise customers across all product segment (implants, bone regen, digital) through winning business concepts and consultative sales approach. By addressing the entire value creation model, the DSO Team helps these organizations grow their practices by helping establish clinical excellence, driving efficiency and supporting activation of growth potentials for DSOs. With the dedicated and powerful team of talented individuals in all key countries with a unified approach, we want to build the best team in the industry and take leadership position in DSO.
Job Purpose
The incumbent will provide leadership and vision in developing revenue-generating sales and marketing initiatives in the Italian DSO market together with his team within Italy and peers from other countries within the Southern European hub. The role mandates to achieve yearly DSO P&L targets and at the same time to support the DSO department’s long-term strategic plan for Straumann Group EMEA.
This role is primarily responsible for executing the go-to-market strategy for the Italian DSO landscape that will include hunting for new accounts and expanding existing accounts for sustainable y-o-y growth. A key parameters for success includes alignment, negotiation and collaboration with regional and local Sales Leadership, Sales Operations, Finance and Legal teams.
Additionally, the role holder will work closely with local and global marketing teams to co-create and adjust the most effective Straumann Group offering and infrastructure to support their area and country.
Main Tasks and Responsibilities
- Responsible for Country DSO P&L and go-to-market execution in alignment with Hub DSO Lead
- Manages operational performance across the value chain to generate topline growth, market share and Share of Wallet increase
- Responsible for excellence in execution of international deals and management of international account subsidiaries locally
- Responsible for the execution and support of Enterprise solutions together with the global Solution Enterprise team
- Devises with Country Manager and local LT the DSO cross-selling marketing strategy (cross-selling of STG portfolio) and Communication plan with resource allocation
- Responsible for local DSO Customer segmentation in alignment with Country Manager and local Customer Service
- Ensures Hub Commercial Excellence strategy is executed locally in alignment with Country Manager and provides input based on local market analysis for an effective localization of the strategy regarding topic such as: pricing strategy, commercial policy, incentive schemes
- Responsible for sales forecast accuracy: ensures DSO sales funnel is populated on a regular basis by Key Account Managers (KAM)/ Customer Success Managers (CSM) and reviewed monthly
- Provides Country Latest Estimate on sales landing forecast to Hub DSO Lead every quarter
- Ensures DSO Strategic Account Management strategy is executed with excellence by KAM/CSM: Account strategy and account planning reviewed monthly, Integrated Account Team defined for every customer
- Responsible for building the local DSO selling process in collaboration with local team and implementation framework
- Provides vision and passion to the local team to empower local DSO organization in the pursuit of DSO opportunities
Requirements
Education
- Bachelor or Master Degree in a relevant field of work or an equivalent combination of education and work related experience
- Extensive experience (at least 8 years) within a Sales, Business Development or Commercial role with proven commercial success from preferably medical devices field
- Experience within business consultancy frameworks and consultative selling techniques utilizing data that enable new business cases and new commercial opportunities
- Fluent in English, both written and spoken. Every additional language is a plus
- Comfortable with up to 40% (international/national) traveling
Personal Attributes
- Energetic, straight forward and performance-driven professional with entrepreneurial spirit and strong sales commercial and execution abilities
- Ability to work independently and collaboratively in a matrix environment
- Strong presentation, negotiation and excellent communication skills
- Leadership experience (3+ years experience in a leadership role, experienced in talent development and retention, performance management and coaching)
- Ability to celebrate successes and inspire a motivational team environment
- Analytical thinking and high degree of ease with figures and financial information in order to analyze and identify trends and sales patterns to make use of them to localize and implement successful sales strategies
- Effective relationship builder at executive level as well as internal stakeholders (e.g. Regional / Hub Business Units Leads)
- Excellent time management, decision-making and project management abilities
