Head of DSO UK

1 month ago

Regional Municipality of Halton, Canada Straumann Group Full time
About Straumann Group

Straumann Group is a leading global company in the dental industry, headquartered in Basel, Switzerland. With a network of distribution subsidiaries and partners in over 100 countries, we offer a wide range of products, solutions, and services to dental professionals worldwide.

Job Purpose

The Head of DSO UK will provide strategic leadership and vision to develop 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
Requirements
  • Bachelor or Master Degree in a relevant field of work or an equivalent combination of education and work-related experience
  • Extensive experience (at least 10 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
  • Comfortable with up to 40% travelling (international/national included)
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 (5+ 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

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