Head of DSO UK
4 weeks ago
Straumann Group is a leading provider of dental implants and solutions, with a global presence and a commitment to innovation and excellence. Our company is headquartered in Basel, Switzerland, and employs approximately 9000 people worldwide.
Job PurposeThe Head of DSO UK will provide leadership and vision in developing revenue-generating sales and marketing initiatives in the UK DSO market. This role will be responsible for achieving yearly DSO P&L targets and supporting the DSO department's long-term strategic plan for Straumann Group EMEA.
Main 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 financial estimate on top line to DSO Leadership every month
- 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
The ideal candidate will have a Bachelor or Master Degree in a relevant field of work or an equivalent combination of education and work-related experience. They will also have extensive experience (at least 10 years) within a Sales, Business Development, or Commercial role with proven commercial success from preferably medical devices field.
The candidate will be fluent in English, both written and spoken, and comfortable with up to 40% travelling (international/national included). They will also have strong presentation, negotiation, and excellent communication skills, as well as leadership experience (5+ years' experience in a leadership role, experienced in talent development and retention, performance management, and coaching).
The ideal candidate will be able to celebrate successes and inspire a motivational team environment, with analytical thinking and a 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.
They will also be an effective relationship builder at executive level as well as internal stakeholders (e.g. Regional / Hub Business Units Leads), with excellent time management, decision-making, and project management abilities.
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