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Head of Orthodontics UK

7 months ago

South Lanarkshire, United Kingdom Straumann Group Full time
JOB DESCRIPTION

About Straumann
The Straumann Group unites global reach, experience and innovation with passion and a commitment for uncompromising quality, making enhanced dental healthcare available and accessible to customers and patients around the globe. The group unites global and international brands that stand for excellence, innovation, and quality, including Straumann, Neodent, Anthogyr, Medentika, ClearCorrect, Dental Wings and other fully- or partly owned companies and partners. 

In 2017 Straumann entered the highly attractive market for Clear Aligner to support its strategy as becoming the leading provider for esthetic dentistry solutions. To achieve this step, the Straumann Group acquired the US-based company ClearCorrect. With determination, ClearCorrect grew into a viable player in the clear aligner space, which attracted the attention of many customers globally since 2006. Acquiring ClearCorrect has provided Straumann with technology and expertise in orthodontics.

People and culture are the Straumann Group’s greatest assets; they are the keys to high performance and sustainable success. We strive for a culture that builds trust and collaboration, fosters diversity, embraces change, promotes agility, learning and innovation, creates opportunities, allows people to make mistakes and encourages them to take both responsibility and ownership. The fundamental driver of our culture is the player-learner mindset, which we seek to inspire and nurture in every employee.

Summary of position
The Head of Orthodontics UK has the responsibility to grow the Orthodontic Business across the hub. Drive sales, marketing, and clinical education teams to grow the business by executing locally our Ortho GTM. Our GTM is based on new customer acquisition and growing utilization of customers through coordinated sales, marketing, and education activities. The role has shared P&L responsibility with the country managers, under the leadership of the Hub leader. Profile must have strong sales drive with strategic business development mindset. Change agent to leverage individual contributors while developing a new BU organization from a previously country functional operating mode. The role is reporting directly to the UK Country Manager & Northern European Hub Leader and dotted line functionally to the EMEA Head of Ortho

In this role, you will 
Drive best possible outcome
- Develop annual business plan (P&L Budgeting and Forecasting) and Business strategy to reach Net Sales and CM (Contribution Margin) targets. Implement monthly reviews. 
- Implement our GTM (Go to Market) process with clear roles, responsibilities, and goals using our Selling Machine Model framework. Our GTM is focused on new customer acquisition through efficient segmentation and growing their utilization fast through effective training and education. 
- Develop and drive an integrated sales, marketing and educations plan to deliver superior customer experience through the customer journey.
- Implement local marketing and clinical education tactics to enable our GTM (acquisition and growth of customers) and launching new products or services. 
- Implement process to control pricing. Implement an annual pricing review based on value pricing.
- Attend major professional meetings to interface with customers, Key Opinion Leaders and remain up to date on scientific and product trends.
- In close collaboration with the EMEA clinical marketing team, develop and roll out local courses, events and services. Nurture local KOLs and key partners relationships.
- In collaboration with the EMEA ortho team, be the change agent to implement a BU structure enabled by a data driven and co creation mindset. Balance the transformation and performance efforts. 
- Key contributor in budget process to develop P&L budget. With local and EMEA finance team, develop a process to manage the budget by country with clear ownership and responsibilities at territory level.
- Define, identify and analyze major market trends, political changes and shifts within areas relating to market, education and consumer habits.
- In collaboration with the Commercial Excellence team, develop routine KPI reports and analysis to support sales & marketing actions.

Develop a high potential team 

- In close collaboration with the country managers and HR team, manage the Orthodontic organization blueprint in order to expand the team, to hire, develop and retain key talents and to identify synergies within the hub to maximize the customer experience.
- Hire, on board and train, manage, appraise, reward, and develop your team leveraging and nurturing our Straumann culture. 
- Establish a culture of high performance. Monitors the overall performance of direct reports and provides prompt coaching.
- Develop and implement a sale management process to drive results and performance. Ensure performance is being managed throughout the organization. Develop the sales teams and sales managers through coaching and training.
- Develop a dedicated Ortho marketing and education team to leverage products launches, drive campaigns, and deliver touch points throughout the customer journey to maximize the experience and business growth. 
- Co-travel with TM (Territory Manager) to maintain a regular presence in the field.

Be a team player.
- Work closely with the UK leadership team to create synergies on lead generation, marketing campaign, education to drive cross selling, up selling.
- Constantly liaise with EMEA ortho and global Ortho BU to keep abreast of product updates, GtM improvements and market change.
- Engage local team in User Acceptant Tests (UAT), taking the lead to drive Voice of Customers.
- Be a part of high-performance Hub Lead Team that delivers monthly, quarterly and annual business results and company goals.
Reporting lines
- The Head of Orthodontics UK is reporting directly to the head of Country UK and Northern European Hub, and dotted line to the EMEA head of Orthodontics. 
- The Head of Orthodontics UK as direct responsibility of UK orthodontic Sales, Clinical & Marketing team.
General responsibilities
- Comply with all safety policies, practices and procedures. Report all unsafe activities to manager and/or Human Resources
- Adhere to all company policies, procedures and business ethics codes and ensure that they are communicated and implemented within the team
- Other duties as assigned from time to time.
Personal attributes and cultural fit that would help the position holder succeed in this role
• “Player-learner” mindset, entrepreneurial, taking ownership and result driven. 
• Effective development and management of teams to grow and drive sales. 
• Strong Leadership skills, great motivator, excellent interpersonal skills with strong influential capabilities.
• Change agent to lead organization change with a data driven, co creation mindset. 
• Proactive collaboration with other business functions in a multi-language multi-cultural environment in order drive joint success.
• Ability to work independently and collaboratively in a matrix environment
• High learning agility and curiosity for new knowledge and willingness to share. Encourages the open exchange of ideas and knowledge.
Qualification and requirements:
• Experience in the aligner business is a must. 
• Significant experience in achieving sales/profit targets as a Sales Manager.
• Highly analytical, especially in financial analysis and synthetic priority management. Fully understands the P&L function.
• Good written and spoken English to interact with the global teams. 
 
Additional Information

All your information will be kept confidential according to EEO / GDPR guidelines. The Straumann Group is proud to be an equal opportunities organization. We truly value diversity in all its forms recognizing that to truly deliver value to our patients, we must reflect our patient diversity in our internal workforce. Together we are creating smiles and restoring confidence.


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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.

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