#ChangeMakers

Ready to make an impact?

We develop, manufacture, and supply dental implants, clear aligners, instruments, CADCAM prosthetics and biomaterials for use in esthetic dentistry, tooth replacement and restoration solutions or to prevent tooth loss.

We empower our employees to perform and make an impact, to question the status quo, to drive change, to stay ahead of the competition. From the first Dental Implant in 1974 to the latest Digital Solution – we do things differently than others

We deliver innovation based on evidence. This is part of our employer culture as well as an exceptional team spirit that truly encourages diversity and a powerful “can-do” attitude.

#WeChangeDentistry every day. Be part of it.

The Director, Sales Excellence and Sales Operations Straumann will create and execute the Straumann implant brand’s competitive advantage by driving efficiency and efficacy of the North America sales organization supporting Straumann. As we drive towards our goal to provide an exceptional customer experience, the Sales Operations Director will lead initiatives with both internal and external stakeholders. This position reports directly to the Straumann Vice President of Sales North America.

The position contributes to enabling the strategic direction of the sales force and other business driving positions by making sure that the teams have all the knowledge, skill, and understanding of our sales process and tools to be successful. This role is responsible for the co-creation and coordination of all of the brand’s commercial initiatives, including but not limited to improved sales rep productivity, streamlining sales processes, tracking of revenue per customer segment and bundle offering, providing data-driven insights to increase revenue per headcount, and supporting a more effective new hire onboarding and training. This position will help establishing the short-term and long-term strategies for the Sales organization and oversee the implementation of those strategies by all team members.

Essential Responsibilities And Duties

Create a strong, specific, agile, and high-performing sales culture and community through the organization.
Continually refine the go-to-market approaches, taking into consideration both North American and business unit driven imperatives thru a consultative approach.
Constructively collaborate with the sales leaders from Neodent, ClearCorrect and Digital Solutions
Help shape the strategies of the NAM sales organization through active alignment with the RSD’s and Area Vice Presidents while building a culture of collaboration, co-creation across markets, and mutual accountability amongst sales, demand generation, and product marketing.
Monitor progress along a defined set of clear KPIs.
Drive and ensure the effective use of the major Sales Excellence processes and tools such as CRM, IANOS, through providing the necessary training to reach the required expertise among the sales team.
Champion the SalesForce CRM initiative as NAM moves to this CRM platform. Aid in the design of dashboards and other reporting to effectively measure activity and results.
Champion the New Customer Acquisition mindset, not only through processes, but also through the development of full cycle campaigns supporting this goal.
Liaise with sales leadership and Education to shape optimal CE pathways for our customers.
Liaise with sales leadership and the Clinical Advisor Team to monitor their effectiveness and to ensure that we maximize this resource.
Collaborate with the NAM Director of Digital to design strategy and set activity metrics that will deliver the results we are responsible to deliver.
Partner with the Marketing team to help shape the needs of the field sales team.
Proactively partner with the Sales management team, inside and outside, with analysis and recommendations on the different gaps versus predefined objectives in terms of both activity level and sales performances.
Work with Sales Excellence to provide standardized performance management reports that align with key performance indicators.
Proactively identify and provide standardized sales reports enabling the Straumann Team to continuously track sales performance in terms of productivity, efficiency, new product launches and others.
Together with Sales Training and Marketing Communications Team, collaborate to play an active role in determining the right content, format, and tools necessary to continually develop the expertise of our sales team.
Participate in defining programs supporting the development of RSD’s coaching expertise and monitoring the volume of coaching among their respective team.
Learn and map out competitive sales team structure, size, and expertise (if possible). Serve as ambassador for the field sales organization in developing and maintaining continuous improvement as a driver of sales and contribution to the organization by maximizing all functional area business partners: including People & Culture, Marketing, Education, Training, Finance, IT, Customer Service, among others.
Work closely with marketing, education, finance, and People & Culture to develop and coordinate NAM sales campaigns and contests for both field and inside sales.
Lead specific projects for Straumann NAM in addition to the Sales Excellence responsibilities.
Other duties as assigned.

Minimum Qualifications

Bachelor’s Degree in Business Administration (e.g., Business Administration, Accounting, Economics, Marketing)
5+ years’ experience in a leadership position, Sales Excellence/Operations, or Sales Management

Preferred Qualifications

MBA OR Bachelor’s Degree with a quantitative emphasis
Demonstrated depth in knowledge about sales methodology, value selling, and sales enablement within a highly complex market
Proven ability to work in a matrix organization with a direct sales force, with a strong track record in adapting strategies to localized markets
Previous people management experience with a mind-set of continuous coaching and improvement
Proven track record in giving strategic direction and ensuring hands-on implementation based on strong analytical insight and pragmatic execution skills
Affinity for applying advanced technological solutions in sales
Proficient in MS Office Suite of products. Knowledge of SAP
Willingness to embrace and embody the core values and behaviors of Straumann group
Strong leader with the ability to motivate, collaborate, and proactively provide direction through partnership with your superiors, direct reports, and cross-functional business partners
Strong analytic mind and innovative thinker with financial modeling ability
Working understanding of Challenger Sale Process
Confident leader with ability to challenge status quo
Easily embraces change management and exhibits adaptability and flexibility
Strong team, organizational, interpersonal, and communications skills

Additional Information

Whether you’re looking to build your career, improve your health, or brighten your SMILE, we offer generous benefits to help you achieve your goals.

Very Competitive total compensation plans (some positions include discretionary bonus, or Performance Share Units).
A 401(K) plan to help you plan for your future with an employer match
Great health, dental and vision insurance packages to fit your needs to ensure you’re happy and healthy. Straumann contributes a healthy portion towards employees’ premium.
Generous PTO allowance - plenty of time to recharge those batteries!

Please understand that we do not need external support by recruiting agencies and consultants to fill this vacancy. Thank you for respecting this.

Videos To Watch

https://youtu.be/3lq5BLAvIdQ

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

Employment Type: Full Time

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Requisition ID: 9622

9622

Straumann Group

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Director, Sales Excellence and Sales Operations