Now Hiring - Sr. Director, Sales Excellence in Andover, MA

#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.

Summary of position:

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

Essential responsibilities and duties:

• To create a strong, specific, agile, and high-performing sales culture and community through the organization, and contribute to identifying sales talent in all geographies
• To continually refine the go-to-market approaches, taking into consideration both North American and business unit driven imperatives thru a consultative approach
• To constructively collaborate with the sales leaders from Straumann, Neodent, Digital Solutions, and Clear Correct in developing and designing the Sales Excellence roadmap for North America
• To help shape the strategies of the NAM sales organization through active alignment with the AVP’s and other regional leadership while building a culture of collaboration, co-creation across markets, and mutual accountability amongst sales, demand generation, and product marketing
• To deploy the Sales Excellence roadmap in all sales regions and territories, in alignment with all the other functions such as Marketing, IT, Finance teams
• To monitor progress along a defined set of clear KPIs
• To drive and ensure the effective use and efficacy 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
• To be the champion of the New Customer Acquisition mindset, not only through processes, but also through the development of full cycle campaigns supporting this goal
• Define and implement strategic training programs that focus on commercial excellence, innovation, and improvements
• Maintain continued focus on education and training by conducting periodic gap analyses, and applying principles of adult learning and up-to-date industry best practices, to ensure training effectiveness
• To lead the segmentation process and ensure its relevancy toward the North American market, and leverage it within the different marketing strategies
• To partner with the Marketing team to help shape the needs of the field sales team
• To proactively partner with the Sales management team, both AVPs and RSDs, with analysis and recommendations on the different gaps versus predefined objectives in terms of both activity level and sales performances
• Provide standardized performance management reports that align with key performance indicators
• Proactively identify and provide standardized sales reports enabling the Sales Heads to continuously track sales performance in terms of productivity, efficiency, new product launches and others
• To play an active role in determining the right content, format, and tools necessary to regularly develop the expertise of our sales team, together with the Internal training team, and marketing and communications teams
• To participate in defining programs supporting the development of RSD’s coaching expertise and monitoring the volume of coaching among their respective team
• Participates in a global community of sales heads to develop sustainable global core sales standards, share best practices, and align sales and service priorities
• To 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 HR/Talent Acquisition, Marketing, Education, Training, Finance, IT, Customer Service, among others
• Participate in all North America local incentive definition design for purposes of alignment with the Company’s strategic objectives and key performance indicators. Work closely with marketing, education, finance, and HR to develop and coordinate global sales campaigns and contests for both field and inside sales
• Functional lead for the North America sales organization in designing and delivering (internal) customer support, business processes, sales management processes, and technology to assist in the efficacy and efficiency of the sales teams. Work closely with Global Sales Excellence and IT to achieve Group alignment and standardization where possible.
• 30% domestic travel required

Minimum Qualifications:

• 
  Business Administration Degree

• 5+ years of experience in a leadership position in Sales Excellence/Operations or Sales Management, with exposure to sales methodology, value selling, and sales enablement within a complex market

Preferred Qualifications:

• 
  5+ years of experience in a leadership position in Sales Excellence/Operations or Sales Management, with a medical device company or dental organization
• BA in business administration (quantitative emphasis preferred, e.g., Business Administration, Accounting, Economics, Marketing).

• Masters Business Administration is a plus
• Proven ability to work in an international matrix organization with a direct sales force, with a strong track record in adapting global 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.
• Track record in adapting global initiatives to local activities (think globally, act locally)
• Affinity for applying advanced technological solutions in sales
• 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
• Embraces change management and exhibits adaptability and flexibility
• Proficiency with SAP and all Microsoft Office tools
• Strong team, organizational, interpersonal and communications skills

All new hires are required to receive a minimum of one vaccine dose prior to their start date. If the vaccine obtained requires a second dose, that dose must be scheduled at time of hire. You are required to provide proof that you are fully vaccinate and/or are schedule to be fully vaccinated within 30 days of your hire date. If you are unable to obtain full vaccination status and/or prove that you have been fully vaccinated within 30 days of employment, your employment may be terminated. Employees for whom vaccination is medically contraindicated or who object to vaccination on the grounds of sincerely held religious reasons may be entitled to an exemption from the requirement to demonstrate vaccination.

#LI-Hybrid

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

Alternative Locations: United States : Andover (MA)

Travel Percentage: 0 - 30%

Requisition ID: 8485