Straumann Group & DSO/Enterprise Solutions Business Division

The Straumann Group is a global leader in tooth replacement and orthodontic solutions. It unites global and international brands that stand for excellence, innovation and quality in tooth replacement and esthetics. The Group research, 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 10000+ people worldwide and its products, solutions and services are available in more than 100 countries

DSOs are the fastest growing customer segment in dentistry around the globe, driving implant and aligner penetration due to their increased spending power on patient marketing outreach and thus resulting higher treatment conversion. Consolidation is and will remain a key trend in oral healthcare and will continue to see practice consolidation with fewer solo practices and more mid-sized groups, specialty Group and large PE backed DSO with varying governance structures.

The Enterprise Solutions Business Division is a dedicated unit that focuses on this important customer segment of DSOs, fully leverages our brands and services across all portfolio segments (Implants, Bone regeneration, Digital, Orthodontics and Preventive) through winning business concepts and a differentiated solutions and services to be the leading partner of choice for DSOs.

Main Purpose of the Role

Responsible and accountable for the Region’s DSO business success. In alignment with the STG China & Enterprise Solutions Divisional strategy, he/she manages the DSO Key Account Managers (KAM) within the region to implement the Enterprise Solutions Go-to-Market strategy, strengthen partnership with DSO accounts, expand share of wallet and maximize sales.

The position is part of the DSO/Enterprise Solutions China team under the DSO APAC organization, working closely with the broad China organization. The incumbent will provide leadership to a team of highly motivated DSO key account managers in developing revenue-generating sales and go-to-market initiatives in the East Region of China responsible for DSO business growth.

The role mandates to achieve yearly DSO topline targets and at the same time to support the DSO department’s long-term strategic plan for Straumann Group China. A key parameter for success includes alignment, negotiation and collaboration with cross-portfolio regional sales managers.

Key Responsibilities

(The primary tasks, functions and deliverables of the role)

• Manage operational performance & commercial excellence across the value chain to achieve topline growth target, market share and SoW (share of wallet) increase for all responsible DSO Accounts
• Ensure optimized go-to-market execution taking into consideration market insights, local ecosystem specifics and available resources (works closely with RSM, DSMs to optimize resources allocation and boost win rate)
• Ensure DSO Account strategy is established & executed for every DSO Account in the Region to achieve short-term & long-term growth targets
• Be the champion of driving Enterprise Solutions strategy within the Regional Sales Organization (incl. Premium Sales, Non-Premium, CCS, etc.), ensure close bi-lateral exchange & collaboration with all Key Stakeholders within the Region (e.g., RSM, DSM, etc.) to jointly bring success in the business growth of the DSO customer segments.
• Act as a thought partner for DSO Strategic Business initiatives if any in the region (works closely with the Regional Implant Sales team, Marketing Team and DSO ES Team when required)
• Responsible for DSO Commercial Excellence at the Regional level: DSO pricing strategy, commercial policy, incentive scheme in alignment and agreement with Regional Sales Leader
• Responsible for DSO sales forecast accuracy and excellence within the Region: ensures DSO sales funnel is built and updated in every account on a weekly basis and flagging risks & opportunities/mitigations during Monthly Business Reviews
• Motivate, manage, and develop a high performing team of DSO Key Account Managers to ensure achievement of pre-determined targets for the region.
• Establish, influence, and maintain strong relationships with key DSO decision-makers while gaining an in-depth understanding of customer processes that contribute to Straumann Group’s success.
• Guide the team in executing the Land and Expand customer engagement model by developing a structured go-to-market strategy, fostering cross-functional collaboration, and building a robust funnel for targeted customer outreach, onboarding, activation, and expansion.
• Provides vision and passion to the regional cross-portfolio sales team to empower close teamwork & collaborations in the pursuit of DSO opportunities
• Where applicable, oversee all elements of deal cycle management, including business review cadence, coordination and negotiation of contractual activities, funnel management, purchase commitments (PO acquisition), and order fulfilment (delivery, payment, etc.).
  
  

Skills And Competencies

(The abilities that the individual needs to perform this role effectively)

• Excellent communication and presentation skills
• Key Account Management skills
• Relationship building skills
• Good analytical and numerical abilities
• Adaptability & Resilience
• Innovative and pro-active
• Ability to motivate, inspire and manage sales staff
• Ability to work under pressure and reach set deadlines
• Attention to detail
• Ability to motivate, inspire and manage sales personnel
  
  

Qualifications

• Industry Experience: At least 8 years of sales experience preferably in the oral/medical device field. Strong business acumen with proven track record of success in driving sales growth, with a strong ability to business growth, negotiation, and build long-term strategic partnership with Key Customer Accounts.
• Sales Management Experience: At least 2 years of experience as a people manager.
• Education: Bachelor's degree; dental major, clinical medicine major, with MBA degree is preferred.
• Others: Adhere to professional ethics, proactive, result oriented, willing to take ownership aggressively, excellent learning ability and cooperative spirit, player-learner mindset.
  
  

17817