Head of DSO

ABOUT STRAUMANN

Headquartered in Basel, the Straumann Group is a global leader in tooth replacement and orthodontic solutions that restore smiles and confidence. It employs approximately 9000 people worldwide. It unites global and international brands that stand for excellence, innovation and quality in replacement, corrective and digital dentistry, including Straumann, Anthogyr, Neodent, ClearCorrect, Dental Wings, Medentika, and other fully/partly owned companies and partners.

In collaboration with leading clinics, institutes and universities, the Group researches, develops, manufactures, and supplies dental implants, instruments, CADCAM prosthetics, biomaterials, and digital solutions for use in tooth replacement and restoration or to prevent tooth loss.

Straumann Group DSO

The global DSO department is a dedicated unit that fully leverages our brands and services to become the leading partner of choice for dental service organizations. The DSO Team is committed to building and serving enterprise customers across all product segments (implants, bone regen, digital) through winning business concepts and consultative sales approach. By addressing the entire value creation model, the DSO Team helps these organizations grow their practices by helping establish clinical excellence, driving efficiency and supporting activation of growth potentials for DSOs.

Job Purpose

Given our business model, where our customers pay based on consumables and digital adoption, Customer Success is vital to our long-term success and profitability. We need a seasoned professional to drive success for our customers. This role includes responsibilities for Customer Success activities (e.g., orchestrating on-boarding, support, services, adoption, advocacy, retention) and outcomes (e.g., renewals, up-sell) for the entire Straumann product portfolio.

Part of our EMEA Dental Service Organization (DSO) team, our Customer Success Manager (m/f) will report directly into the Head of DSO EMEA, and he/she will be responsible for maximizing the share of wallet of the Straumann Group Solutions within our active customers. The role holder will focus on keeping and increasing the portfolio of the Straumann Group products by becoming a long-term strategic partner with the customers.

Job Responsibilities

This position is responsible for, but not limited to, the following:

• Drive portfolio penetration
• Ensure regular contacts with all stakeholders of the DSOs such as owner, purchasing, expansion, marketing, and clinical.
• Negotiate on C-Level, including Purchasing and Clinical team in order to fix winning collaboration models framed in contracts.
• Implement the defined collaboration with the local organization and coordination of the activities with Marketing, Training and Sales especially with the sales force.
• Be the single point of contact for all customers' requests and coordinate the follow up with all the internal departments.
• Build up best practices in working with these large organizations and increase our conversion rate over time through applying lessons learned but also through testing new ideas.
• Regularly visit practices of these large organizations in order to evaluate opportunities and to ensure proper implementation of the centrally agreed plans.

Specific work elements

• Marketing Straumann Group products or services to prospective businesses and high-net-worth clients.
• Identifying opportunities for marketing services offered by the company.
• Performing administrative follow-ups to resolve customer problems.
• Meeting with specialists to discuss technical products, liaising with the Head of DSO to strategically develop the assigned customer base.
• Researching potential client's portfolio and industry to be prepared in negotiations.
• Forecasting business cases, and building business-to-business partnerships with clients.

Education/Experience Requirements

A successful candidate must:

• Bachelor's degree in business development, marketing, business management or any business-related fields.
• Extensive experience (at least 8 years) within a Sales, Business Development or Commercial role with proven commercial success.
• Fluent in Turkish, English, both written and spoken. Any additional language is a plus.
• Comfortable with up to 40% (national) traveling.
• Experience within business consultancy frameworks and consultative selling techniques utilizing data that enable new business cases and new commercial opportunities.

Personal Attributes

• Energetic, straightforward and performance-driven professional with entrepreneurial spirit and strong sales commercial and execution abilities.
• Ability to work independently and collaboratively in a matrix environment.
• Strong presentation, negotiation and excellent communication skills.
• Ability to celebrate successes and inspire a motivational team environment.
• Analytical thinking and high degree of ease with figures and financial information in order to analyze and identify trends and sales patterns to make use of them to localize and implement successful sales strategies.
• Effective relationship builder at executive level as well as internal stakeholders.
• Excellent time management, decision-making and project management abilities.
• Ability to keep up with technologies and networking trends.

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: Turkey: Istanbul

Travel Percentage: 0 - 40%

Requisition ID: 11266