Dir, Product Marketing Management, Digital Solutions (CCS) NAM in Andover, Massachusetts at Straumann Group

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Straumann, world leader in dentistry, is rapidly growing in North America thanks to a strong focus on innovations to support the development of our customers. Straumann is a premium brand, and its positioning is reflected in the delivery of high-quality and innovative products and services to the Customers.

To sustain its fast development, Straumann Group seeks a Director of Product Marketing Management. This is a strategic position reporting to the VP of Digital Solutions NAM (CCS), having the objective to define and develop the penetration of the latest Digital and Prosthetic technologies in the North American market.

Products and Services belonging to The Straumann Group Digital solutions group are: Hardware (Intraoral scanners, Printers, Milling machines, Lab scanners, photogrammetry/grammetry, facial scanning), Software (CARES design SW, coDiagnostix planning SW, CARES design software, 3Shape, Smilecloud, Straumann AXS platform), Centralized Prosthetic Solutions, Digital Communication Solutions and Lab related innovations.

The main responsibility of this role is to drive the Straumann Digital Solutions market penetration among the key target groups (Surgeons, Restorative Dentists, Labs, DSO/GPO & Institutions) and deliver the top line revenue in line with the budget of this business franchise. This should be achieved through (but not restrictive to):

1. Market analysis

Understand customer requirement for each target group (surgeons, Restorative dentists, Labs, DSO/GPO & Institutions) and know current solutions offered by major competitors

Conduct regularly competitive analysis and explore in depth new technologies in digital dentistry to understand how and where the digital workflow is truly increasing customer efficiency. Understand how new technologies are impacting the Dental industry and develop new solutions to maintain our leadership position in the market

1. Sales & Marketing mix

Leverage all the different digital solutions available from Straumann and its partners (Roland, Rapid Shape, 3Shape, iMetric, ZirkonZhan, etc.) to build up a strong value proposition for each target group. (Surgical digital workflow, Chairside and In-lab Prosthetic digital workflow, Orthodontic workflow)

Identify gaps in our offering and evaluate potential players to partner with to have the best solution

Define clear benefits for our Straumann Digital Solutions, which are differentiating our offer versus competitors

Elaborate the Digital Solutions business plan, which is defining:

The different sales channels to use in order to achieve the targeted revenue: Direct Dental

Sales Teams, Direct Lab Sales Teams, Distributors

The different service levels we want to offer in servicing customer (installation, training, maintenance, support) and which partnership we need to achieve them

Define the necessary resources necessary to execute the Digital Solutions strategy

Elaborate all the necessary marketing tools / collaterals to roll out thus value proposition, together with bundle and promotion to combine our implant core business and orthodontics solutions

Elaborate roll out digital marketing campaigns with the Communication team to increase awareness of our digital solutions within each target group

Train the different Sales Team on the expertise they need to have to drive market penetration

1. Education

Develop a strong network of Key Opinion leaders (Dentists and Labs) using the Straumann digital workflow and being able to promote this technology through publications and conferences

Leverage this Key Opinion leader network to create Digital Dentistry Expert Centers spread all over North America which would deliver theoretical & hands-on courses for internal and external target groups

Develop and execute important education events together with the Education team, in the fields of intra-oral scanning, surgical planning, prosthetic design and milling/3D printing, Clear Aligners

Identify key organizations such as Universities or Associations who are educating the digital workflow for dental professionals. Evaluate partnership possibilities to drive Straumann Digital Workflow penetration in each of those organizations to add them to the above Digital Dentistry Expert Centers.

Develop a complete Digital curriculum to be used internally and externally covering all the Straumann group Digital Solution

1. Performance monitoring

Assess market penetration and related sales performances through monthly performance analysis and take the necessary corrective actions

Present progress to all stakeholders: Straumann North America Lead Team, our Business Partners (DW, AG, etc.), and Straumann Headquarter when necessary

1. Project & Team management

Give the strategic direction and support the Product Manager assigned to the Digital Solutions Franchise, creating a High-Performance team that embrace the Company Culture and values

Ensure the involvement of all the necessary teams in the elaboration of the Digital Solutions strategy

Manage the relationship with the 3rd party partners and with the Distributors, creating annual Marketing Plans

Minimum Qualifications:

• 7+ years Sales and/or Marketing background
• 2+ Med-tech industry work experience

Preferred Qualifications:

• Dental background
• Strong interpersonal skills and Partner management experience
• Energy, enthusiasm, pro-activity
• Performance / business driven
• Analytical, structured thinking
• Excellent communication skills
• Ability for strong collaboration and influence
• Willingness to travel

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 - 40%

Requisition ID: 14316

Additional Information

Whether you’re looking to build your career, improve your health, or brighten your SMILE, we offer generous benefits to help you achieve your goals.

• Very Competitive total compensation plans (some positions include discretionary bonus, or Performance Share Units).

• A 401(K) plan to help you plan for your future with an employer match

• Great health, dental and vision insurance packages to fit your needs to ensure you’re happy and healthy. Straumann contributes a healthy portion towards employees’ premium.

• Generous PTO allowance - plenty of time to recharge those batteries!

Please understand that we do not need external support by recruiting agencies and consultants to fill this vacancy. Thank you for respecting this.

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