Position Title: VP, Commercial Head for Digital Dentistry
Location/s: Massachusetts, United States
Job Category: Sales
Company: STUS - Straumann US
Description:
POSITION SUMMARY
The Vice President of Connected Customer Solutions (CCS) will be responsible for driving the growth and expansion of Straumann Group’s CCS portfolio in North America (NAM) in close coordination with our sales organizations and the global business unit. S/he will ensure effective execution and driving a solution mindset across all customer touchpoints and channels. This leader will have an entrepreneurial mindset, taking calculated risks, elaborating strategies and driving excellence in execution to capture the huge opportunity the Straumann Group has within the digital solutions (software, hardware and services) within the dental aesthetic market. S/he will enjoy working in a fast-paced and dynamic organization, be willing to make and implement key decisions, and bring a proven track record in developing and driving high-quality collaboration in a multi-cultural, multi-brand, and multi-geography environment.
The VP, CCS NAM reports directly to the EVP, Head of North America and is part of the senior executive management team in Andover, Massachusetts.
JOB RESPONSIBILITIES
This position is responsible for, but not limited to, the following:
• Lead, coach, inspire and guide the NAM CCS organization to deliver on customer and organizational expectations.
• Participate in Straumann’s NAM growth strategy elaboration, by constantly analyzing local and national business opportunities. Evaluate business potential of new markets and new product launches. Assess cost and resource allocation for the entrance into new markets leveraging existing core competencies of the organization.
• Develop the NAM CCS team by engaging in regular coaching and feedback to foster on-going talent development.
• Responsible to exceed digital sales target for the region, both directly and indirectly.
• Coordinate and support Global CCS business unit with strong collaboration in strategy development and executions.
• Drive marketing strategies (upstream and downstream) within all customer and channel groups including Premium and Value implants, Ortho and Lab channels.
• Link product management strategies to regional needs.
• Assist in developing sales objectives including sales volume, revenue management, and product profitability, accurately forecasting annual, quarterly and monthly revenue streams. Ensure that sales goals and forecasts are consistent with the organization’s long-range strategic objectives.
• Drive continuous improvement of the sales team productivity, efficiency and effectiveness.
• Actively participate in Straumann Cultural Journey by role modelling the company’s core values and core behaviors to ensure trust, agility, performance and integrity.
• Contribute as a member of the Straumann North American Leadership Team, constructively contributing to the development and execution of NAM strategy while supporting other Lead Team colleagues in achieving success in their respective areas.
• Oversee all relevant sales support and/or professional services activities to maximize sales revenues and meet corporate objectives.
• Participate in International Sales and Marketing Meetings in Headquarters (Basel - Switzerland) to ensure new product development is meeting regional market requirements.
• Role model, and strengthen the company culture together with the team, and demonstrate the Straumann Group Core Behaviors through leading the organization to high and sustainable growth.
• 35% Domestic and international travel, to include nights and weekends.
• Other duties as assigned.
MANAGEMENT RESPONSIBILITIES
Direct reports include Digital Sales Teams, Digital Solutions Training, Digital Product Management Team, Customer Success, Service & Training Teams.
PHYSICAL ATTRIBUTES (If Applicable)
Not applicable
MINIMUM QUALIFICATIONS
• Bachelor’s degree or equivalent experience required; MBA strongly preferred
• Minimum of 12 years sales experience with at least 8 in senior sales leadership roles within organizations serving the areas of dental, ophthalmology, esthetics or similar clinician-owned individual practices
• Dental or Medical device industry experience a plus
• Passionate, high achiever, committed to excellence in all aspects of role
• Excellent leadership and management skills with the ability to effectively direct the organization’s domestic sales and field operations
• Proven Track record of delivering succesful strategies related to capital equipment commercialization, technical service models
• Large experience of employee’s development and empowerment to ensure full engagement and reaching highest potential
• Track record of material revenue growth from an existing mid to large revenue base
• Accomplished coach and mentor who relates well to people at all levels
• In-depth knowledge of sales principles and practices
• Excellent time management, communication, decision-making, human relations, presentation and organizational skills
• Proven track record of attaining sales goals and managing accounts within a large dollar volume region
• Strong analytical and project management skills
COMPENSATION
Annual base range $250 - 275k + variable 40% bonus + Long Terms Incentive (stock / stock options). Final base pay for this position will vary relative to candidate experience and what the company reasonably anticipates for this position.
Equal Opportunity and Affirmative Action Employer (US applicants only)
Straumann Group is an equal opportunity employer and will not discriminate against any employee or applicant for employment on the basis of race, color, sex, sexual orientation, gender identity, religion, creed, national origin, age, veteran status, or disability unrelated to job requirements. Straumann Group will take affirmative action to ensure that qualified applicants are employed and that employees are treated without regard to their race, age, color, religion, sex, sexual orientation, gender identity, national origin, veteran and disability status. In compliance with U.S. Department of Labor Executive Order 11246, Section 503 of the Rehabilitation Act, and Section 4212 of the Vietnam Era Readjustment Assistance Act, Straumann Group has developed and maintains an affirmative action program and plan.
We comply with the Employee Polygraph Protection Act (EPPA), and Massachusetts law. It is unlawful for private employers to use lie detector tests for pre-employment screening or during employment, except in limited circumstances. An employer who violates this law shall be subject to criminal penalties and civil liability.
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