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. Straumann innovates, manufactures, sells and services oral health care products in Implantology, restorative dentistry, digital dentistry and Orthodontics. Further, Straumann is a house of brands featuring global brands Straumann, Neodent, Medentika, and other fully or partly-owned partner brands.
Straumann Group DSO/ Enterprise Unit
The Global DSO/Enterprise 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/ Enterprise Team is committed to building and serving enterprise customers across all product segment (implants, bone regen, digital ortho) 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 this strategic customer segment.
Job Purpose
Hub DSO Lead is responsible and accountable for the Hub DSO business success in alignment with DSO EMEA and STG One EMEA strategies and for achieving Hub business targets. He/she manages the Country DSO teams to implement the Regional GTM strategy, deliver on Business & People objectives and foster new ways of working as One STG Team
The position is part of the DSO /Enterprise Region team under the DSO EMEA organization, working closely with the broad EMEA organization. The incumbent will provide leadership and vision in developing revenue-generating sales and marketing initiatives in the Switzerland, Eastern Europe and Middle east markets responsible for DSO business growth in key markets consisting of Switzerland, Poland, Romania, Baltics, Hungary, Croatia, Saudi Arabia, Jordan, South Africa and UAE.
The incumbent will lead the DSO business in this hub leading a team of highly talented DSO Customer success managers and matrix support from local key account managers and sales teams within each country.
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. A key parameters for success includes alignment, negotiation and collaboration with Hub and country leadership.
Main Tasks and Responsibilities
• Lead DSO Hub P&L (topline / OPEX)
• Manage operational performance across the value chain to generate topline growth, market share and SoW increase
• Ensure optimized go-to-market execution taking into account market insights, local ecosystem specifics and available resources (works closely with Hub Leader to optimize resources allocation and boost win rate)
• Responsible for excellence in execution of international deals in Hub countries (works closely with International Strategic Enterprise Accounts Lead)
• Act as a thought partner for DSO Strategic Business initiatives if any in the Hub countries (works closely with EMEA Marketing Team and Global DSO ES Team when required)
• Devise with Hub Leader and the Hub LT the cross-selling marketing strategy for DSO and appropriate Hub/local communication plan with resource allocation
• Responsible for DSO Commercial Excellence at Hub level: pricing strategy, commercial policy, incentive scheme in alignment and agreement with Hub Leader
• Responsible for DSO sales forecast accuracy and excellence: ensures DSO sales funnel is built and updated in every Hub country on a weekly basis and reviewed during Monthly Business Reviews and Quarterly Latest Estimate (LE) sales landing flagging risks & opportunities is provided by Country DSO Head and presented at QBR
• Ensure DSO Strategic Account Management strategy is rolled out in every Hub country (Tools adoption, Account strategy and account planning in place and Integrated Account Team defined for every customer)
• Ensure excellence in execution of Customer/Business Engagement Process in Hub countries in collaboration with local team (roles & responsibilities defined at country level )
• Responsible for building the local DSO selling process in collaboration with local team and implementation framework
• Act as a Customer Consultant for emerging market countries as they embark in the Enterprise way of working.
Requirements Education
• Master Degree in a relevant field of work or an equivalent combination of education and work related experience, preferably a business degree
• 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 50% (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
