Iberia Business Unit Lead

Iberia Business Unit Lead - Orthodontics (Dental Industry)

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 IBERIA Head of Orthodontic Business Unit is tasked with expanding the Orthodontic Business across Spain and Portugal. This involves leading sales, marketing, and clinical teams to execute our Ortho GTM strategy, which focuses on new customer acquisition and growing utilization of customers through coordinated sales, marketing, and education efforts. The role includes P&L responsibility under the Iberia head’s leadership. The candidate should have a strong sales drive with a strategic business development mindset. A change agent who can leverage individual contributors while transitioning from a previously country specific functional mode to a BU organization. The role is reporting directly to the Iberia Head and dotted line functionally to the EMEA Head of Ortho.

In this role, you will

Drive best possible outcome

1. Develop annual business plan (P&L Budgeting and Forecasting) and Business strategy to reach Net Sales and CM (Contribution Margin) targets. Implement monthly reviews.
2. 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.
3. Develop and drive an integrated sales, marketing and educations plan to deliver superior customer experience through the customer journey.
4. Implement local marketing and clinical education tactics to enable our GTM (acquisition and growth of customers) and to launch new products or services.
5. Implement process to control pricing. Implement an annual pricing review based on value pricing.
6. Attend major professional meetings to interface with customers, Key Opinion Leaders and remain up to date on scientific and product trends.
7. In collaboration with the EMEA clinical marketing team, develop and roll out local courses, events and services. Nurture local speakers, KOLs and key partners relationships.
8. In collaboration with the EMEA team, be the change agent to implement a BU structure enabled by a data driven and co creation mindset. Collaborate with the Commercial Excellence team to develop KPI reports and analysis to support sales & marketing actions. Balance the transformation and performance efforts.
9. 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.
10. Define, identify and analyze major market trends, political changes and shifts within areas relating to market, education and consumer habits.

Develop a high potential team

1. 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 to maximize the customer experience.
2. Hire, on board and train, manage, appraise, reward, and develop your team leveraging our Straumann culture.
3. Establish a culture of high performance. Monitors the overall performance of direct reports and provides prompt coaching.
4. Develop and implement a sale management process, under the SMM umbrella, to drive results and performance. Ensure performance is being managed throughout the organization. Develop the sales teams and sales managers through coaching and training.
5. 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.
6. Co-travel with TM (Territory Manager) to maintain a regular presence in the field.

Be a team player.

1. Work closely with the Iberia leadership team to create synergies on lead generation, marketing campaign, education, events to drive cross selling, up selling.
2. Constantly liaise with EMEA ortho and global ClearCorrect to keep abreast of product updates, GtM improvements and market change.
3. Engage local team in User Acceptant Tests (UAT), LMR (Limited market release) taking the lead to drive Voice of Customers.
4. Be a part of high-performance Lead Team that delivers monthly, quarterly and annual business results and company goals.

Reporting lines

1. The Iberia Head of Orthodontic BU is reporting directly to the head of Iberia, and dotted line to the EMEA head of Orthodontics.
2. The Iberia Head of Orthodontic BU has direct responsibility of Spain and Portugal orthodontic teams, including the sales, marketing and clinical teams.

General responsibilities

1. Comply with all safety policies, practices and procedures. Report all unsafe activities to manager and/or Human Resources.
2. Adhere to all company policies, procedures and business ethics codes and ensure that they are communicated and implemented within the team.
3. Other duties as assigned from time to time.

Personal attributes and cultural fit that would help the position holder succeed in this role

1. “Player-learner” mindset, entrepreneurial, taking ownership and result driven.
2. Effective development and management of teams to grow and drive sales.
3. Strong Leadership skills, great motivator, excellent interpersonal skills with strong influential capabilities.
4. Change agent to lead organization change with a data driven, co creation mindset.
5. Proactive collaboration with other business functions in a multi-language multi-cultural environment in order drive joint success.
6. Ability to work independently and collaboratively in a matrix environment.
7. High learning agility and curiosity for new knowledge and willingness to share. Encourages the open exchange of ideas and knowledge.

Qualification and requirements:

1. Experience in the aligner business is a must.
2. 5+ year success in achieving sales/profit targets as a Sales Manager.
3. Highly analytical, especially in financial analysis and synthetic priority management. Fully understands the P&L function.
4. 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.