Creating Smiles, Restoring Confidence

The Straumann Group is a global leader in tooth replacement and orthodontic solutions. The Group researches, develops, manufactures, and supplies dental implants, instruments, biomaterials, CADCAM prosthetics, digital equipment, software, and clear aligners for applications in replacement, restorative, orthodontic and preventive dentistry. Headquartered in Basel, Switzerland, the Group currently employs more than 7’200 people worldwide and its products, solutions and services are available in more than 100 countries through a broad network of distribution subsidiaries and partners.

Culture

People and culture are the Straumann Group’s greatest assets; they are the keys to high performance and sustainable success. The company strives 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 this culture is the player‐learner mindset, which it seeks to inspire and nurture in every employee.

DSO Team Straumann Group

 Our DSO Department is a dedicated unit that fully leverages our brands and services to be the leading partner of choice for dental service organizations. The DSO Team is committed to building and serving corporate accounts across all product segments (implants, bone regeneration, digital, orthodontics and preventive) through winning business concepts and a consultative sales approach. By addressing the entire value creation model, the DSO Team helps these organizations grow their practices by incorporating new treatment concepts, enhancing patient experience, and driving innovation.

Job Purpose

The VP, DSO APAC will provide leadership and vision in leading STG’s efforts to expand and grow opportunities within the Dental Service Organizations (DSO) market sector, primarily focused on the “Mid to High-Market” segment. The individual will bring strong prior experience within the dental industry to augment and build healthy relationships with DSOs to achieve sales and profitability goals. S/he will represent STG’s full portfolio solutions and services and focus on key decision makers within the DSO environment. The person should be excited by selling into new markets, strategizing next steps, negotiating complex deals, and beating the competition in head to head opportunities. In this position you will lead a team of Key Account Managers, Clinical and Digital Solutions experts, Solution Marketing, Project Management and Customer Success Managers. This position will drive business growth by creating new and developing existing relationships with key executives (C-suite) throughout APAC.

 Job Responsibilities

·         Markets and positions entire Straumann full product and digital portfolio

·         Owns all plans and strategies for developing business and achieving DSOs strategic priorities 

·         Focuses on products and solution-based ideas to address customer needs

·         Develops and present sales strategies to top level decision makers in the DSO Market (CEO, CFO, Chief Clinical and Operating Officer, Director level, IT, managers, Physicians)

·         Assists in the development of the sales plan. Prepares forecasts and KPI reporting for the sales leaders, CRO, and upper management, for use in organizational planning, financial forecasting, budget setting and strategic planning.

·         Drives the proactive Land and Expand Sales approach: build process and funnel for manual top-down reach out, onboarding, activation, and expansion

·         Evangelize the product, solutions, and personally help close largest deals

·         Work collaboratively across teams - including Engineering, Product and Marketing

·         Establish the inbound lead requirements needed to meet your sales objectives

·         Provide full visibility into the sales pipeline at every stage of development

·         Establish and foster partnerships and relationships with key customers both externally and internally

·         Proactively approach and network with relevant stake holders GPOs – to strengthen relationships to maximize sales growth and be THE partner of choice for Esthetic Dentistry solutions

·         Build the regional organization, establish the core management/reporting processes and provide coaching, leadership, vision and passion to the local team.

·         Build a regional DSO pursuit plan and customer pipeline and manage the overall process, prioritization, and management involvement.

·         Define and align annual budgets, go‐to‐market models, resources, and support, with the regional and sales leadership.

·         Take full ownership for the regional performance and provide updates to the global and regional management (monthly reporting, pipeline management reports, etc.)

·         Attend regional/national sales meetings and organize own team off‐sites. Celebrate successes and make sure the team has fun.

·         Lead the Straumann Group approach for target conversion strategies and the preparation, delivery and negotiation of group proposals and bids at the regional and country level (ensure database, CRM, analytics, etc.)

·         Maintain and own C‐level relationships with assigned existing DSO businesses. Be knowledgeable in all Straumann Group products and become highly knowledgeable in all areas of digital dentistry workflow and orthodontics.

We are open to the position being based in Singapore (our Regional HQ) or China (Shanghai). You must be able to work in either of these locations and travel up to 50% of your time.

Ideal experience

·         Successful General Manager in a multinational corporation, with responsibility for a P&L of > $100 million

·         Proven track record in complex solution selling and key account management with large customers

·         Seniority to engage with CEOs on eye‐level; track record in convincing C‐level executives in changing direction

·         Knowhow in building strategic partnership with external partners to jointly drive business growth (innovation, implementation, service offers, financials)

·         Ability to lead large implementation and digital transformation projects with a strong change management aspect (across large network of clinics)

·         Experience in leading global or regional teams, ability to change the skill profile towards “consultative selling”

·         Successful track record in leading fast growth, and continuously innovating service and solution offers

·         Affinity for effectively navigating in a multinational matrix organization and leading through influencing; ability to resolve conflicts and create value together

·         Background in the Medical Technology industry is an asset

Qualifications

·         Bachelor's degree in business, sales, or marketing or equivalent training in business or sales management.

·         At least 12 years of sales experience with 5-7 years of sales management experience.

·         Dental or medical device experience preferred.

·         Ability to work independently and collaboratively in a dotted line environment.

·         High-level knowledge of Medical Devices / Straumann products and services, pricing practices, selling and negotiating skills.

·         Effective leadership and executive level relationship building skills.

·         Excellent time management, communication, decision-making, human relations, presentation, and organization skills.

Work Environment & Physical Demands

·         Extensive (50%) domestic and international travel will be required.

What can you expect from us?

An agile and ambitious environment: We are #ChangeMakers.

Open, friendly colleagues who #collaborate and #support each other:

We are #PlayersLearners.

The #freedom to #create and #engage: You can leave your #FootprintInDentistry.

An employer who invests in our #inspiring corporate #culture.

The #opportunity to develop yourself as a person and in your #career. We #grow.

#Attractive workplaces at great locations - We are a #GlobalPlayer.

A good salary and many other cool #benefits (depending on location).

To work for the No. 1 in #Dentistry and one of the leading #MedTech companies.

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 rich patient diversity in our internal workforce.

Together we are creating smiles and restoring confidence.