Straumann Group - Enterprise Solutions
The Regional Enterprise Solutions department is a dedicated unit that fully leverages our brands and services to become the leading partner of choice for dental service organizations. The Enterprise Team is committed to building and serving enterprise customers across all product segment (implants, bone regeneration, digital & orthodontics) through winning business concepts and consultative sales approach. By addressing the entire value creation model, the ES 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
The Hub Enterprise Solucionts Head is responsible and accountable for the Hub DSO (Dental Service Organisation) business success in alignment with DSO EMEA and Straumann Group strategies and for achieving Hub business targets. He/she manages the Country DSO Heads to implement the Regional go to market strategy, deliver on Business & People objectives and foster new ways of working as One Straumann Team. The position is part of the Enterprise Solutions Regional 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 Northern Hub responsible for DSO business growth in key markets consisting of Nordics, UK & Benelux. The incumbent will lead the DSO business in these hubs through a team of highly talented DSO country leaders, key account managers and customer success managers 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. This position can be based anywhere within the Northern Hub - Sweden, Norway, Denmark, Finland, Netherlands, Belgium, United Kingdom.
Main Tasks & 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 )
Ensure Development Plan is in place for every DSO Team member within the Hub
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 & Experience
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 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
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
Belgium : Antwerpen
Belgium : Brabant, Walloon Region
Belgium : Brussels
Belgium : Bruxelles
Belgium : Hainaut
Belgium : Limburg
Belgium : Liège
Belgium : Luxembourg
Belgium : Namur
Belgium : Oost-Vlaanderen
Belgium : Vlaams Gewest
Belgium : Vlaams-Brabant
Belgium : Walloon
Belgium : West-Vlaanderen
Denmark : Copenhagen
Denmark : Hovedstaden
Denmark : Midtjylland
Denmark : Nordjylland
Denmark : Sjælland
Denmark : Syddanmark
Finland : Ahvenanmaan maakunta
Finland : Etelä-Karjala
Finland : Etelä-Pohjanmaa
Finland : Etelä-Savo
Finland : Helsinki
Finland : Kainuu
Finland : Kanta-Häme
Finland : Keski-Pohjanmaa
Finland : Keski-Suomi
Finland : Kymenlaakso
Finland : Lappi
Finland : Pirkanmaa
Finland : Pohjanmaa
Finland : Pohjois-Karjala
Finland : Pohjois-Pohjanmaa
Finland : Pohjois-Savo
Finland : Päijät-Häme
Finland : Satakunta
Finland : Uusimaa
Finland : Varsinais-Suomi
Netherlands : Drenthe
Netherlands : Flevoland
Netherlands : Friesland
Netherlands : Gelderland
Netherlands : Groningen
Netherlands : Ijsselstein
Netherlands : Limburg
Netherlands : Noord-Brabant
Netherlands : Noord-Holland
Netherlands : Overijssel
Netherlands : Utrecht
Netherlands : Zeeland
Netherlands : Zuid-Holland
Norway : Agder
Norway : Bergen
Norway : Innlandet
Norway : Møre og Romsdal
Norway : Nordland
Norway : Oslo
Norway : Rogaland
Norway : Romssa ja Finnmárkku
Norway : Trondheim
Norway : Trööndelage
Norway : Vestfold og Telemark
Norway : Vestland
Norway : Viken
Sweden : Blekinge
Sweden : Dalarnas
Sweden : Gothenburg
Sweden : Gotlands
Sweden : Gävleborgs
Sweden : Hallands
Sweden : Jämtlands
Sweden : Jönköpings
Sweden : Kalmar
Sweden : Kronobergs
Sweden : Malmö
Sweden : Norrbottens
Sweden : Skåne
Sweden : Stockholms
Sweden : Södermanlands
Sweden : Uppsala
Sweden : Värmlands
Sweden : Västerbottens
Sweden : Västernorrlands
Sweden : Västmanlands
Sweden : Västra Götalands
Sweden : Örebro
Sweden : Östergötlands
United Kingdom : Aberdeen City
United Kingdom : Aberdeenshire
United Kingdom : Angus
United Kingdom : Antrim and Newtownabbey
United Kingdom : Ards and North Down
United Kingdom : Argyll and Bute
United Kingdom : Armagh Banbridge and Craigavon
United Kingdom : Barking and Dagenham
United Kingdom : Barnet
United Kingdom : Barnsley
United Kingdom : Bath and North East Somerset
United Kingdom : Bedford
United Kingdom : Belfast
United Kingdom : Bexley
United Kingdom : Birmingham
United Kingdom : Blackburn with Darwen
United Kingdom : Blackpool
United Kingdom : Blaenau Gwent
United Kingdom : Bolton
United Kingdom : Bournemouth
United Kingdom : Bracknell Forest
United Kingdom : Bradford
United Kingdom : Brent
United Kingdom : Bridgend
United Kingdom : Brighton and Hove
United Kingdom : Bristol
United Kingdom : Bromley
United Kingdom : Buckinghamshire
United Kingdom : Bury
United Kingdom : Caerphilly
United Kingdom : Calderdale
United Kingdom : Cambridgeshire
United Kingdom : Camden
United Kingdom : Cardiff
United Kingdom : Carmarthenshire
United Kingdom : Causeway Coast and Glens
United Kingdom : Central Bedfordshire
United Kingdom : Ceredigion
United Kingdom : Cheshire East
United Kingdom : Cheshire West and Chester
United Kingdom : Clackmannanshire
United Kingdom : Conwy
United Kingdom : Cornwall
United Kingdom : Coventry
United Kingdom : Crawley
United Kingdom : Croydon
United Kingdom : Cumbria
United Kingdom : Darlington
United Kingdom : Denbighshire
United Kingdom : Derby
United Kingdom : Derbyshire
United Kingdom : Derry and Strabane
United Kingdom : Devon
United Kingdom : Doncaster
United Kingdom : Dorset
United Kingdom : Dudley
United Kingdom : Dumfries and Galloway
United Kingdom : Dundee City
United Kingdom : Durham County
United Kingdom : Ealing
United Kingdom : East Ayrshire
United Kingdom : East Dunbartonshire
United Kingdom : East Lothian
United Kingdom : East Renfrewshire
United Kingdom : East Riding of Yorkshire
United Kingdom : East Sussex
United Kingdom : Edinburgh
United Kingdom : Eilean Siar
United Kingdom : Enfield
United Kingdom : Essex
United Kingdom : Falkirk
United Kingdom : Fermanagh and Omagh
United Kingdom : Fife
United Kingdom : Flintshire
United Kingdom : Gateshead
United Kingdom : Glasgow City
United Kingdom : Gloucestershire
United Kingdom : Greenwich
United Kingdom : Gwynedd
United Kingdom : Hackney
United Kingdom : Halton
United Kingdom : Hammersmith and Fulham
United Kingdom : Hampshire
United Kingdom : Haringey
United Kingdom : Harrow
United Kingdom : Hartlepool
United Kingdom : Havering
United Kingdom : Herefordshire
United Kingdom : Hertfordshire
United Kingdom : Highland
United Kingdom : Hillingdon
United Kingdom : Hounslow
United Kingdom : Inverclyde
United Kingdom : Isle of Anglesey
United Kingdom : Isle of Wight
United Kingdom : Isles of Scilly
United Kingdom : Islington
United Kingdom : Kensington and Chelsea
United Kingdom : Kent
United Kingdom : Kingston upon Hull
United Kingdom : Kingston upon Thames
United Kingdom : Kirklees
United Kingdom : Knowsley
United Kingdom : Lambeth
United Kingdom : Lancashire
United Kingdom : Leeds
United Kingdom : Leicester
United Kingdom : Leicestershire
United Kingdom : Lewisham
United Kingdom : Lincolnshire
United Kingdom : Lisburn and Castlereagh
United Kingdom : Liverpool
United Kingdom : London
United Kingdom : Luton
United Kingdom : Manchester
United Kingdom : Medway
United Kingdom : Merthyr Tydfil
United Kingdom : Merton
United Kingdom : Mid Ulster
United Kingdom : Mid and East Antrim
United Kingdom : Middlesbrough
United Kingdom : Midlothian
United Kingdom : Milton Keynes
United Kingdom : Monmouthshire
United Kingdom : Moray
United Kingdom : Neath Port Talbot
United Kingdom : Newcastle upon Tyne
United Kingdom : Newham
United Kingdom : Newport
United Kingdom : Newry/ Mourne and Down
United Kingdom : Norfolk
United Kingdom : North Ayrshire
United Kingdom : North East Lincolnshire
United Kingdom : North Lanarkshire
United Kingdom : North Lincolnshire
United Kingdom : North Somerset
United Kingdom : North Tyneside
United Kingdom : North Yorkshire
United Kingdom : Northamptonshire
United Kingdom : Northumberland
United Kingdom : Nottingham
United Kingdom : Nottinghamshire
United Kingdom : Oldham
United Kingdom : Orkney Islands
United Kingdom : Oxfordshire
United Kingdom : Pembrokeshire
United Kingdom : Perth and Kinross
United Kingdom : Peterborough
United Kingdom : Plymouth
United Kingdom : Poole
United Kingdom : Portsmouth
United Kingdom : Powys
United Kingdom : Reading
United Kingdom : Redbridge
United Kingdom : Redcar and Cleveland
United Kingdom : Renfrewshire
United Kingdom : Rhondda/ Cynon/ Taff
United Kingdom : Richmond upon Thames
United Kingdom : Rochdale
United Kingdom : Rotherham
United Kingdom : Rutland
United Kingdom : Saint Helens !St. Helens
United Kingdom : Salford
United Kingdom : Sandwell
United Kingdom : Scottish Borders
United Kingdom : Sefton
United Kingdom : Sheffield
United Kingdom : Shetland Islands
United Kingdom : Slough
United Kingdom : Solihull
United Kingdom : Somerset
United Kingdom : South Ayrshire
United Kingdom : South Gloucestershire
United Kingdom : South Lanarkshire
United Kingdom : South Tyneside
United Kingdom : Southampton
United Kingdom : Southend‑on‑Sea
United Kingdom : Southwark
United Kingdom : Staffordshire
United Kingdom : Stirling
United Kingdom : Stockport
United Kingdom : Stockton‑on‑Tees
United Kingdom : Stoke‑on‑Trent
United Kingdom : Suffolk
United Kingdom : Sunderland
United Kingdom : Surrey
United Kingdom : Sutton
United Kingdom : Swansea
United Kingdom : Swindon
United Kingdom : Wokingham
Travel Percentage: 0 - 80%
Requisition ID: 20210
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