VP - Dental Support Organization

Straumann Group - Full-time | Remote
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VP – Dental Support Organization – STRAUMANN GROUP

Every vision has its story, and ours began over 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 leading and talented companies around the world. Our vision has always been to create not just smiles, but lasting confidence for dentists, labs, patients, employees, partners, dental networks and the global community. The VP, DSO will provide leadership and vision in the development of Straumann Group’s strategy for expansion and growth in the North American Dental Support Organizations (DSO) market.

The Company

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 7,500 people worldwide and its products, solutions and services are available in more than 100 countries through a broad network of distribution subsidiaries and partners.

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.

Position Summary

Consolidation 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 Groups and large PE-backed Dental Support Organizations (DSO) with varying governance structures. DSOs are the fastest-growing segment in dentistry around the globe, driving implant and aligner penetration due to their increased spending power on patient marketing outreach and thus resulting in higher treatment conversion. The Global DSO Solutions and Services Business Division Team is developing long-term business partnerships with large-scale Dental Support Organizations across the globe. The DSO Business Division is a dedicated unit that fully leverages our brands and services across all product segments (Implants, Bone regeneration, Digital, Orthodontics and Preventive) through winning business concepts and differentiated solutions and services to be the leading partner of choice for DSOs. We are committed to supporting DSOs to transform their End-to-End Clinical Excellence by ensuring best-in-class treatment quality and reducing variability in their care delivery. Advancing General Dentistry’s skills and offering a customized DSO online campus and learning pathways and looking at the entire value creation model – our team helps these organizations grow their practices by incorporating new treatment concepts through digitally-enabled workflows, enhancing patient experience, and driving innovations. The candidate will bring strong prior experience within General Health or Oral Health industry to augment and build healthy relationships with large Enterprise strategic accounts to achieve sales and profitability goals. S/he will represent Straumann Group’s entire portfolio of solutions and services and focus on key decision-makers within the DSO environment. She/he must understand the macro–Oral Health Market, GPO landscape, purchasing processes, service line development and operational efficiency. The candidate will proactively drive the development and execution of identified strategies in conjunction with internal stakeholders to drive overall performance and growth. She/he will 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 Area Directors & Regional Managers, Clinical and Digital Solutions experts, Solution Marketing, Project Management, Operation and Customer Success Managers. This position will drive business growth by creating and developing existing relationships with key executives (C- Suite) throughout North America.  

Duties & Responsibilities

  • Success in this role is the transition from a transactional relationship with a customer to a trusted advisor to our strategic accounts
  • She/he will market and position the entire Straumann Group’s full product and digital portfolio
  • She/he must be able to command the executive presence both internally and externally by articulating larger value proposition across the Straumann portfolio
  • She/he will own all plans and strategies for developing business and achieving DSOs strategic priorities
  • She/he must be able to develop, influence, and sustain relationships with key DSO decision makers as well has have an in-depth understanding of key customer processes that aide the Straumann Group organization to succeed
  • She/he is expected to lead a cross-functional organization to exceed expectations set by leadership and grow the overall cross-portfolio share for Straumann Group
  • Where relevant, any elements in a deal cycle management may fall under the role of the Vice President and his team; business review cadence, coordination, and negotiation of contractual activities (RFI, RFP, etc.), pipeline management, purchase commitment functions (obtain PO), order completion (delivery, payment), etc.
  • She/he will take full ownership of forecasts and KPI reporting for use in organizational planning, financial forecasting, budget setting and strategic planning (monthly reporting, pipeline management reports, etc.)
  • She/he will Operationalize the Land and Expand customer engagement model: build process and funnel for manual top-down reach out, onboarding, activation, and expansion
  • She/he will be responsible and accountable for driving the successful commercialization (Lead to Order to Revenue and Customer Life Cycle Management) of CareStack (PMS) in NAM region in close collaboration with the Product Development team
  • Work collaboratively across teams – including Engineering, Product and Marketing
  • Entrepreneurial spirit and innovative thinking will aide those in this role to proactively participate in the creation and execution of Account Management Strategy
  • She/he will facilitate development and execution of strategies through by working with cross-functional teams to meet time and action-based deliverables
  • Proactively approach and network with relevant stake holders GPOs – to strengthen relationships to maximize sales growth and be THE partner of choice for Oral Health Enterprise

Supervisory Responsibilities

  • No immediate direct reports

Skills & Qualifications

  • Bachelor’s or master’s degree, ideally with a degree in medicine or a comparable field
  • Work experience in Enterprise Organization in the healthcare industry
  • Minimum of 10 years of experience in the healthcare industry with consultative and direct sales experience
  • Experience in the application of common digital technologies in dental or healthcare and bring related IT skills
  • At least 10 years of Business and Sales Management experience
  • High-level knowledge of 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

    • Position requires Extensive domestic and international travel

    Certificates, Licenses, Registrations

    • None required

    Other Duties

    Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

    Straumann Group provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

    Perks of the Job

    Health Insurance

    Comprehensive Medical Coverage with Prescription, Vision and Dental plans

    Accessory Insurance

    Long-term Disability, Life & AD&D, Accident Insurance and Hospital Indemnity

    Financial Benefits

    Flexible Spending Accounts (FSA) and Health Savings Account (HSA) options

    Paid Leave

    Generous Paid Time Off (PTO), Paid Holidays, Bereavement Leave, Sick Leave, Flex Days

    Work-Life Benefits

    Matching 401K Plan, Tuition Reimbursement, 529 Savings Plan, Student Loan Paydown

    Location-Specific

    On-site Gym Facilities, Company Social Events, Local Business Service Discounts

    Perks

    Interested? Talk with a Recruiter

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