About the Role
Straumann Group is a world leader in solutions for tooth replacement, restorative dentistry, orthodontics and preventive dentistry. Reporting to the National Sales Director, the Area Sales Manager is responsible for leading the commercial strategy for their brand and geographic area, ensuring business objectives are achieved through team development, excellence in commercial execution and strong collaboration with key internal and external stakeholders.
Responsibilities
•Translate the company's objectives into clear commercial plans for their territory, setting priorities, resources and action plans by segment and period.
•Analyze market developments, competition and environmental trends to identify growth opportunities and anticipate risks.
•Prepare business plans and ensure that both quantitative and qualitative objectives are achieved.
•Implement the commercial and marketing strategy defined by the company, ensuring consistent execution throughout the territory.
•Continuously monitor commercial activity, pipeline, sales forecasts and KPIs to ensure results are achieved.
•Optimize resource allocation and prioritize the opportunities with the greatest business impact.
•Lead the implementation of new launches, commercial initiatives and strategic projects.
•Lead, develop and motivate the Territory Manager team, fostering a culture of trust, accountability, collaboration and high performance.
•Promote individual development through ongoing coaching, structured feedback and personalized development plans.
•Conduct field visits (co-travels), providing observation, feedback and coaching aimed at improving commercial impact.
•Apply commercial coaching methodologies to develop consultative selling, account planning and opportunity management capabilities.
•Develop strong relationships with strategic customers, key opinion leaders (KOLs), distributors and other relevant partners within the territory.
•Work cross-functionally with Marketing and Commercial Excellence to ensure aligned execution of commercial initiatives.
•Represent the company at relevant industry congresses and events.
Requirements
•At least 5 years of experience in commercial leadership positions.
•Demonstrable experience managing and developing sales teams.
•Experience in strategic planning, business management and account development.
•University degree, preferably in Health Sciences, Business Administration, Economics or related disciplines.
•Spanish: native or bilingual.
•English: advanced level (minimum B2), with the ability to participate in international meetings, understand corporate documentation and collaborate with global teams.
Nice to Have
•Experience in the pharmaceutical, healthcare or FMCG industry is desirable.
•Postgraduate qualification (MBA or similar) will be valued.
•C1 level in English is desirable.
Conditions
No conditions specified in the posting.
