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
#J-18808-Ljbffr
){kind=logo}
