Commercial Head, North America PLBU
Prosthetics Lab Business Unit | North America
Department/Entity
PLBU
Reports to
Head of Region (solid line) and Head of PLBU (dotted line)
Region
North America
Travel
Regional and international travel as required
About Straumann Group
The Straumann Group is a leading global provider of dental technologies and solutions, dedicated to advancing oral health and restoring patients'' smiles worldwide. Headquartered in Basel, Switzerland, the Group develops, manufactures and markets products and services across implantology, restorative dentistry, orthodontics, digital dentistry and biomaterials. Its solutions range from dental implants and CAD/CAM prosthetics to digital workflows and clear aligners, helping dental professionals deliver predictable, high-quality care.
Straumann Operations in North America
Straumann''s North American organization plays a strategic role in delivering the Group''s mission, supporting dental professionals and driving innovation in the U.S. and Canada. The region manages sales, distribution, manufacturing, training and technical support for a comprehensive portfolio of dental solutions, including implant systems, prosthetics, digital tools and practice-oriented services. Prosthetics is one of Straumann Group''s most attractive growth opportunities.
Position Summary
The Commercial Head, North America PLBU leads the PLBU business and sales agenda across the region and is accountable for sustainable revenue growth, profitability, market development and customer adoption. The role translates PLBU and Commercial Enablement priorities into a clear mid- to long-term regional business and sales plan, co-creates the sales roadmap and go-to-market strategy, and leads disciplined commercial and strategy execution through the regional sales organization.
Reporting to the Head of Region with a dotted-line relationship to the Head of Commercial Enablement PLBU, the role is a member of both the Regional Lead Team and the PLBU Lead Team and serves as the primary commercial bridge between the region and the Business Unit. The role owns the regional PLBU business result and field sales execution in close collaboration with regional, hub and country leadership, while partnering with Commercial Excellence, Marketing and Customer Experience, Finance, Operations and other relevant functions.
Job Responsibilities
- Co-create the PLBU commercial strategy, regional growth agenda, sales roadmap and go-to-market approach with Business Unit and Commercial Enablement leadership, ensuring customer, market and regional priorities are reflected in shared commercial choices.
- Translate agreed PLBU strategy into mid- to long-term regional business and sales plans, annual targets, market priorities and resource choices that guide execution across countries, clusters and sales teams.
- Own regional PLBU performance against revenue, growth, profitability, customer acquisition, adoption, market development and sales productivity objectives; identify performance gaps and lead corrective action.
- Lead, coach and develop the regional PLBU sales organization, establishing clear objectives, accountabilities and performance expectations and building a high-performance, customer-focused and collaborative sales culture.
- Drive disciplined field execution of launches, campaigns, portfolio priorities and customer activation plans, converting go-to-market strategies into customer engagement, pipeline, adoption and sustainable sales results.
- Establish a robust regional sales operating cadence covering pipeline and funnel management, forecasting, account and opportunity reviews, performance management and use of agreed commercial tools and metrics.
- Execute pricing and discount decisions within established frameworks, decision rights and profitability guardrails; drive price realization, deal discipline, portfolio mix and appropriate escalation of exceptions.
- Lead regional channel and distributor execution within the PLBU framework, including partner priorities, performance, local activation and commercial follow-up, while identifying structural opportunities and capability gaps.
- Deploy and reinforce PLBU commercial capabilities in the region, including Training and Education and Edge!Up for Sales, ensuring practical adoption by sales teams and connection to customer engagement and commercial outcomes.
- Build and maintain strategic relationships with key customers, distributors, partners and external stakeholders to strengthen market insight, accelerate growth opportunities and support long-term value creation.
- Provide timely voice-of-customer, competitive, channel and execution insight to the PLBU Lead Team, Marketing and Customer Experience, and Commercial Excellence to improve propositions, activation plans, commercial frameworks and investment choices.
- Lead cross-functional alignment across regional and Business Unit stakeholders, including Marketing and Customer Experience, Commercial Excellence, Finance and Operations, to remove execution barriers and deliver the regional PLBU plan.
- Make and recommend regional commercial trade-offs on priorities, resources and investments within agreed governance, balancing growth, profitability, customer impact and execution capacity and escalating structural issues when required.
- Ensure all regional commercial and sales activities are conducted in line with company policies, quality and regulatory requirements, ethical standards, approved commercial governance and the Straumann Group Core Beliefs.
Key Skills and Requirements
- Bachelor''s degree in Business, Marketing, Sales, Life Sciences or a related field; a Master''s degree, MBA or relevant postgraduate qualification is preferred. An equivalent combination of relevant education and significant commercial leadership experience will be considered.
- 10+ years of progressive commercial and sales experience, including significant leadership responsibility for business and sales performance across a country, cluster or region.
- Experience in dental, medical device, healthcare or another complex B2B environment is preferred, with a proven record of delivering revenue growth and profitability through sales leadership, market development, go-to-market execution and disciplined commercial management across multiple markets.
- Demonstrated ability to translate Business Unit strategy into mid- to long-term regional business and sales plans and lead execution through a complex, matrixed organization.
- Strong people leadership experience, including leading and developing sales leaders and teams, setting performance expectations and building capability and accountability.
- Strong commercial and financial acumen, with experience in forecasting, pipeline management, pricing and discount execution, portfolio mix, channel and distributor performance and resource allocation.
- Demonstrated ability to influence senior regional and global stakeholders, build strategic customer relationships and use customer, market and performance insight to make sound commercial decisions.
Desired Skills and Attributes
- Strategic and commercially driven, with strong ownership for regional business performance, sales execution and customer outcomes.
- Dental laboratory domain knowledge or experience is desirable and will be considered a strong advantage, particularly experience serving dental laboratories, dental factories or lab-focused digital workflows.
- Customer- and market-oriented, with the ability to translate external insight and competitive dynamics into focused commercial choices and field action.
- A strong people-leader and coach who creates clarity, builds accountability and develops high-performing teams and future talent.
- Decisive and pragmatic, able to solve complex issues, prioritize resources and make sound judgments within broad strategic and commercial guidelines.
- Analytical and financially minded, with disciplined focus on growth, profitability, forecasting, price realization and performance management.
- Influential and collaborative, able to align Regional Lead Team, PLBU Lead Team and cross-functional stakeholders around shared priorities and trade-offs.
- Resilient, adaptable and improvement-oriented, role modeling the Straumann Group Core Beliefs and maintaining high standards of integrity and execution.
Work Environment and Travel
The role operates in a highly collaborative, matrixed environment spanning North American and global stakeholders. Regional and international travel is required as needed to support customers, partners, sales teams and Business Unit priorities. The expectation is that this role requires a regular onsite presence in Andover (HQ). We operate a hybrid work pattern.
Management Responsibilities
This position holds management responsibility and is expected to lead, coach and develop the regional PLBU sales organization.
Compensation
Annual base range $190 - 220k + variable 35% bonus + Long Terms Incentive (stock / stock options). Final base pay for this position will vary relative to candidate experience and what the company reasonably anticipates for this position.
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: 22015