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Head of Ortho, ANZ

vor 4 Monaten

Melbourne, Österreich Institut Straumann AG Vollzeit

The Company

#ChangeMakers
Ready to make an impact?

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 aesthetics.

We empower our employees to perform and make an impact, to question the status quo, to drive change and stay ahead of the competition. From the first Dental Implant in 1974 to the latest Digital Solution – we consistently 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. 

The Role

The Head of Ortho ANZ leads a team of Sales Specialists and support staff to achieve the defined annual net sales targets for Australia and New Zealand.  The individual will drive the strategic direction and provide tactical guidance for all orthodontic sales activities. The role will also ensure the Ortho team operates within the parameters of culture, behaviour and best business practice as directed by the Straumann Group organisation.

The role is a member of the Australia/New Zealand Extended Leadership team and reports to the Country Manager. Directly reporting to this person is a team of Orthodontic Sales Specialists located throughout Australia and New Zealand as well as key support functions. Key relationships include the Country Manager, Head of Marketing, Head of Finance, the Training & Education Manager and Customer Service.

Reporting to the Country Manager ANZ your key responsibilities will include: 

  • Responsible for the overall business strategy for the Orthodontics Business Unit and translate into strategies and plans for the team
  • Identify business opportunities and develop relevant strategies for the business unit
  • Establish the business development direction, targets, and team set-up in the areas of sales and marketing
  • Develop deep and comprehensive understanding of Straumann’s products and business models, and prevailing technological advances and trends in industry
  • Develop deep understanding of competitors’ products and technologies
  • Design and implement systems and structures for the effective management and reporting of related intelligence and data in line with good practices and business needs.
  • Engage and liaise with stakeholders to optimize business opportunities
  • Build strategic relationships with key clients and other internal and external stakeholders through regular and ongoing communication.
  • Lead, direct and develop a team of Sales Specialists to achieve established sales targets.
  • Co-travelling with the sales team
  • Ensure expert level training for the orthodontic sales team in both selling skills and product knowledge.
  • Coaching of the sales team and implementing the Straumann coaching process.
  • Optimization of sales team structure and processes (including size and deployment, channel management, performance management, sales processes, CRM usage, prospecting etc.)
  • The creation of business-related sales plans to exceed portfolio targets.
  • Review and analyze sales performance for Australia and New Zealand including regional and territory performance.
  • Prepare accurate sales forecasts and maintain sales follow up to ensure maximum effectiveness.
  • Prepare market and customer segmentation and build segment specific strategies and product/service combinations to drive sales and market penetration.
  • Implement sales excellence processes with the support of the Sales Excellence Manager.
  • Liaise with other functional and operational managers to ensure that sales activities are integrated with other parts of the business and align with the overall business objectives.
  • Work with the Head of Marketing and Head of Finance to determine product pricing in accordance with global requirements, USPs and local market factors.
  • Gather competitive and market intelligence information and share this with the Head of Marketing and the Lead Team.
  • Development and implementation of customer segment specific sales strategies based on financial and operational KPIs.
  • Develop and maintain excellent relationships with KOL’s, DSO stakeholders, key customers and ITI stakeholders.
  • Participate in annual budget process including the allocation of regional and territory-based targets for the upcoming financial year.
  • Preparation of month-end reporting for Lead Team, APAC and global HQ requirements.
  • Contribute to organizational business and strategic planning.

 The successful candidate will have:

  • University degree or other relevant business qualification
  • MBA or equivalent post graduate diploma is desirable
  • A minimum experience of 7 years in a healthcare/medical device sales role with demonstrable experiences in managing and leading a sales team
  • Strong leadership, presentation, strategic, selling and negotiation skills
  • Able to cope with work pressure, fast pace, and high expectation
  • Ability to motivate, educate and mentor others
  • Solid knowledge and previous experience in the Dental market is an advantage
  • Effective understanding of latest digital workflow technologies;
  • Commercial and business awareness;
  • Operate with a sense of urgency - the ability to set priorities and goals, and to make decisions under explicit considerations of sustainable and profitable growth;
  • Excellent interpersonal and written communication skills. 

Critical to the success of this role is also being a self-starter with the ability to work autonomously, being highly organised and having excellent communication and presentation skills.

Additional Information

What can you expect from us?

  • An agile and ambitious environment: We are #ChangeMakers.
  • Open, friendly colleagues who collaborate and support each other: We are #Players+Learners.
  • The freedom to create and engage in an environment with the opportunity to develop yourself as a person and in your #career.
  • An employer who invests in our inspiring corporate #culture.
  • To work for the No.1 in Dentistry and one of the leading MedTech companies.
  • Attractive and competitive salary package.
  • And many more other things

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