We are Straumann. United for global excellence in dentistry. Every vision has its story. Ours began more than 60 years ago. Since then our innovations and achievements have become landmarks in dentistry worldwide. Straumann began as a family-owned institute, grew into a publicly owned holding, and today comprises a number of international companies around the world.
The Straumann Group develops, manufactures and supplies dental implants, instruments, CADCAM prosthetics and biomaterials for use in tooth replacement and restoration solutions or to prevent tooth loss.
Reporting to the Country Manager, this role is a leadership role managing a defined region to achieve the overall Sales Goals within defined timescales and parameters. This will include providing overall direction to their Account Managers and Inside Sales, in line with the overall strategies and plans of the Benelux and wider Global organization mission and values; through engagement, development and coaching.
Main Tasks and ResponsibilitiesLiaise with Sales Force and Country Manager regarding market potential within the assigned Region, preparing and implementing sales forecasts as required. Propose and implement action plans, which ensure that the sales goals are attained or exceeded.Identify and develop key relationships within Region, ensuring Straumann is top of mind for each account, understand key processes within each account to engage at appropriate times with regards to buying patterns, introduction of new products, Requests for Proposals (if appropriate) to be completed.Supervise and evaluate activities of assigned Account Managers and Inside Sales, providing training, advice, leadership, coaching, guidance and feedback to achieve the established objectives of the region. This includes co-travelling with direct reports.Liaise with leadership across the organization, Marketing & Education, HQ, Customer Services & Finance to ensure that sales objectives and activities are integrated with other parts of the business.Interpret, implement and ensure compliance of Sales strategies and tactics, ensuring legal practices and ISO 9001 quality assurance practices are followed.Review and analyze Regional sales, reporting to the Country Manager any product issues, loss or potential loss of key customers, or competitive sales strategies, which negatively or positively affect Regional sales. Advise about and ensure corrective action is implemented.Conduct regular meetings to ensure constant communication and consistent application of company sales strategy, policies, etc. with Regional Sales Team to respond to Regional and wider Benelux issues.Maintain and grow business with customers in the region to ensure that challenger techniques and business opportunities are maximized.Responsible in collaboration with HR for leadership, recruitment, selection, development and performance management of direct reports.Responsible for the design, implementation and compliance of Sales budgets within the allocated expense budget. Monitoring the cost and effectiveness of sales activities to optimise resources and prioritize spending.Work with major prospects, potential customers, major key customers to help them build their business through actively engaging their businesses, understanding their business drivers and proposing realistic, tailored Straumann business solutions to improve the customer's overall business profitability.Identify opportunities including the creation of leads for the broader group portfolio (Digital/Ortho).Requirements neededEducationPreferably Higher Education (Sales, Business, Marketing) degree educated or equivalentCourses followed in Sales or ManagementExperienceSignificant sales/commercial leadership experienceAnalytical backgroundExperience of working within a Referral Network and proven results of business growth.Experience of providing innovative, thought provoking solutions to business issues.Experience of Dental/Medical Device/Pharma market desirableNative/Bilingual Portuguese proficiency, English C1 Advanced, Spanish is a plus.Personal AttributesSuccinct, engaging and clear communication stylePowerful presenter styleFlexible working style with ability to adapt approach depending on the person and the situation
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