Prosthetics & Lab Sales Manager
1 day ago
Crawley
Straumann Group Straumann Group is a global leader in solutions for tooth replacement, restorative dentistry, orthodontics and preventive dentistry. We combine innovation, excellence and a strong commitment to quality to make first-class dental care increasingly accessible to professionals and patients around the world. With more than 11,000 employees and an international presence, we develop, manufacture and market a broad portfolio of solutions, including dental implants, biomaterials, CAD/CAM prosthetics, digital equipment, software and clear aligners. Our portfolio includes leading brands such as Straumann, Neodent, Anthogyr, Medentika, ClearCorrect and Dental Wings, among others. As a comprehensive solutions provider, we work closely with dental professionals, clinics and laboratories, offering not only innovative products but also training, support and services that contribute to the development of clinical practices and improve the patient experience. This is an opportunity to build the national sales engine for a new global Prosthetics and Labs business unit. You will bring together a specialist team covering restorative and lab digital solutions, create a clear commercial focus, and turn global strategy into measurable growth across the UK and Ireland. Reports to: Head of Sales, UK and Ireland Team: Lab Territory Managers covering restorative and lab digital Geography: UK and Ireland Portfolio: Medentika, Createch, IOS scanners, Midas and Pro2 Role focus: National sales leadership, strategy execution, customer transformation and portfolio growth Role purpose The National Sales Manager will lead the local execution of the global Prosthetics and Labs strategy. The role will establish one focused, high-performing Lab TM team with the capability, direction and confidence to grow the business across restorative and lab digital solutions. You will own the connection between market opportunity, customer need and commercial execution. This means going beyond product-level KPI delivery to build propositions that help laboratories improve efficiency, capacity, quality and access to new practice business. You will lead the growth of Medentika, protect and expand Createch, and accelerate adoption of IOS, Midas and Pro2 through a coherent customer strategy. The role is also a two-way bridge between the UK and Ireland and the global business unit: translating global direction into local action, while feeding market insight, customer learning and scalable ideas back into the global organisation. Why this role matters The laboratory market is changing rapidly. Consolidation into DLOs and multi-site groups, new technology-led go-to-market models, distributed production and work being completed outside the UK are changing how laboratories compete and how practices access restorative care. This creates a significant opportunity for Straumann Group to lead with a connected Prosthetics and Labs proposition rather than a collection of individual products. The successful candidate will give this opportunity the focus, leadership and commercial imagination it needs. They will help the organisation understand the laboratory customer more deeply, build stronger routes to market, and create a national team that is proud, accountable and capable of shaping the market. Key accountabilities 1. Lead and develop a focused national team • Bring the Lab Territory Managers together around a clear purpose, strategy, set of priorities and common ways of working., • Set a high-performance culture that values customer impact, quality of execution, collaboration and learning, not simply activity or narrow KPI compliance., • Coach in the field and through regular business reviews, building capability in consultative selling, account planning, commercial judgement, value-based conversations and change leadership., • Create clear individual and team accountability while recognising the different strengths and experience already within the team., • Develop a player-learner environment in which people test, learn, share best practice and recover quickly from setbacks. 1. Translate global strategy into local execution • Convert global Prosthetics and Labs priorities into a practical UK and Ireland plan with clear customer segments, plays, resource choices, milestones and measures., • Identify where the team can create the greatest impact across independent laboratories, multi-site groups, DLOs and other priority customer segments., • Build a balanced plan across retaining existing business, growing total customer demand and winning new business, rather than treating sales as a series of isolated product transactions., • Represent the local market in global forums and ensure UK and Ireland learning is captured, communicated and used to improve the wider strategy. 1. Drive commercial growth across the portfolio • Lead the growth plan for Medentika, ensuring the team understands the strategic role it can play in the portfolio and in customer growth., • Protect and grow Createch through a clear value proposition, strong customer relationships and appropriate positioning within the wider restorative portfolio., • Accelerate growth in lab digital through IOS scanners, Midas and Pro2, linking capital sales to adoption, workflow change, customer outcomes and sustainable follow-on value., • Create integrated propositions that connect restorative and digital workflows, helping laboratories improve turnaround, capacity, consistency, cost control and access to new practice work., • Use data, customer insight, pipeline quality, portfolio mix and market intelligence to make prioritisation and investment decisions. 1. Lead customer and market change • Help customers understand why change is necessary and how new workflows or commercial models can improve their competitiveness and profitability., • Develop routes for laboratories to influence and support restorative-focused practices that may not be reached by the clinical sales team, using the laboratory's existing customer relationships and credibility., • Build senior relationships with laboratory owners, CEOs, commercial leaders, technical leaders and other key stakeholders, while ensuring the team maintains depth across operational and clinical contacts., • Turn customer insight into differentiated propositions, proof points, pilots and repeatable sales plays. 1. Create commercially sustainable models • Identify opportunities for new partnership, bundle, pilot, pricing, financing or route-to-market models that make the proposition more compelling to customers., • Build robust commercial cases that balance customer value, growth potential, margin, risk, operational feasibility and governance requirements., • Manage up with clear recommendations, evidence and trade-offs, and manage across the organisation to secure alignment and remove barriers to execution., • Work closely with Finance, Commercial Excellence, Legal, Operations, Customer Service and other relevant functions to ensure models are compliant, scalable and deliverable. 1. Integrate portfolio marketing and enablement • Bring together inputs from the different Product Managers into one coherent local Prosthetics and Labs story, customer segmentation and commercial calendar., • Until dedicated marketing resource is established, provide hands-on local leadership for proposition development, campaign priorities, customer messaging, sales tools and launch execution., • Ensure the team can articulate outcomes and workflow value, not just product features, and has the evidence and materials required for credible customer conversations., • Coordinate with global marketing and product teams so local needs are understood and global assets are adapted effectively for the UK and Ireland market. 1. Establish disciplined performance management • Own the team's commercial rhythm: annual and quarterly planning, pipeline reviews, forecasting, account prioritisation, performance reviews and corrective action., • Agree a balanced scorecard covering financial performance, Medentika growth, restorative and digital portfolio mix, new customer development, customer adoption, strategic account progress and team capability., • Use leading indicators to identify where strategy is gaining traction or where execution is becoming transactional, reactive or overly product-led., • Share clear, concise updates with senior leadership, including risks, decisions needed, commercial opportunities and progress against commitments. Candidate profile We are looking for a commercially curious leader who can move comfortably between strategy, a customer meeting, a commercial case and team coaching. You will be credible with experienced salespeople, senior customers and internal leadership, while remaining hands-on enough to understand what it takes to turn a strategy into field execution. You will bring • Proven experience leading, coaching and developing a sales team, ideally in a national, multi-region or matrix environment., • A strong strategic mind with the ability to turn ambiguity into clear priorities, practical plans and measurable action., • A demonstrated track record of driving change with customers and internal stakeholders, including situations where the solution or route to market had to be built rather than simply sold., • Strong commercial acumen: able to understand customer economics, construct business cases, challenge assumptions and balance growth with margin and risk., • Experience of consultative, solution-based or value-based selling involving multiple stakeholders and complex customer needs., • Marketing or go-to-market experience, including proposition development, segmentation, campaign planning, sales enablement or portfolio integration., • The confidence to manage up, influence across functions and create alignment without relying solely on formal authority., • The resilience to sustain momentum through setbacks, competing priorities and incomplete information. The leadership behaviours that will matter • Player learner: hands-on, curious, open to feedback and willing to learn alongside the team., • Strategic and practical: able to see the market opportunity and define the next useful action., • Constructively challenging: prepared to question existing assumptions while bringing solutions and taking people with them., • Customer-led and commercially grounded: creates genuine value for customers while protecting the organisation's commercial objectives., • Collaborative and accountable: builds trust across the clinical, product, marketing, service, finance and global teams, and owns the outcome when the answer is not obvious. Relevant experience • Experience in dental, laboratory, medical device, healthcare technology, manufacturing, SaaS or another technical B2B environment would be valuable. Direct dental or laboratory experience is advantageous, but the ability to understand complex customer workflows, learn quickly and lead commercial change is more important than sector familiarity alone., • Experience working with product, marketing, operations, finance and senior leadership teams in a matrix organisation., • Experience of launching or scaling a new proposition, entering a changing market, or rebuilding performance in an underdeveloped business area., • Experience of working with national accounts, groups, DLOs or other multi-site customers is desirable. Working relationships The role will work closely with the global Prosthetics and Labs business unit, local Product Managers, Marketing, Commercial Excellence, Finance, Operations, Customer Service, Digital Success, Clinical Sales and senior leadership. The successful candidate will need to create alignment across these groups while maintaining a clear point of view on what the UK and Ireland market needs. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability. Job Summary Job number: 22241 Profession: Sales
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