Head of Institutional Sales, NAM
About The Position
The Head of Institutional Sales is responsible for the development and execution of Straumann’s institutional business strategy across universities, hospitals, government organizations, and other institutional customers within North America. This role provides strategic leadership for the institutional channel to drive sustainable growth, strengthen key partnerships, and ensure alignment with Straumann’s commercial objectives. The Head of Institutions leads the Institutional Account Management team and is accountable for institutional revenue performance, strategic account development, and cross-functional alignment. This position works closely with Sales Leadership, Clinical Education, Marketing, and Professional Relations to ensure consistent execution of Straumann’s institutional strategy.
Requirements
- Bachelor’s Degree required
- 7+ years of relevant sales or commercial experience
- 3+ years of leadership or team management experience
Nice To Haves
- Experience managing complex or strategic accounts
- Demonstrated ability to drive business growth
- Medical or dental device industry experience
- Institutional or academic sales experience
- Large Account Management Experience
- Experience leading geographically dispersed teams
- Strong business planning and forecasting skills
- Experience working in a matrix organization
Responsibilities
- Develop and implement Straumann’s institutional business strategy aligned with corporate objectives
- Establish annual business plans and growth targets for the institutional channel
- Identify and prioritize strategic institutional opportunities to support long-term growth
- Monitor market trends and competitive activity within the institutional segment
- Establish standardized processes and best practices for institutional account management
- Drive consistent execution of institutional strategy across regions
- Accountable for institutional channel revenue performance and growth objectives
- Provide accurate forecasting and business planning for institutional accounts
- Monitor and evaluate institutional performance against established targets
- Support development and execution of institutional pricing and contracting strategies
- Ensure appropriate portfolio utilization across Straumann divisions and solutions
- Oversee institutional pipeline development and opportunity management
- High focus on New Schools (partnerships/agreements), X3/Sirios integrations, linking graduating students to their local markets (Private practice & DSO) and maximizing new grad orders as a key KPI of performance.
- Lead and develop the Institutional Accounts Manager team
- Establish clear performance expectations and accountability measures
- Provide ongoing coaching and development to support team effectiveness
- Support hiring, onboarding, and performance management activities
- Foster a collaborative and performance-driven team environment
- Provide leadership and oversight for key institutional and strategic accounts
- Support Institutional Account Managers in complex negotiations and account strategies
- Participate in executive-level customer engagements as required
- Oversee joint business planning with strategic institutional partners
- Ensure consistent execution of Quarterly Business Reviews and long-term account planning
- Collaborate with Regional Sales Directors and Area Vice Presidents to align institutional and commercial strategies
- Partner with Clinical Education, Product Management, Finance and Marketing to support institutional initiatives
- Support the successful execution of product launches within institutional accounts
- Coordinate institutional initiatives across Straumann divisions and functional teams
- Align institutional activities with broader commercial priorities
- Strengthen Straumann’s presence within universities, hospitals, and government institutions
- Support development of long-term institutional partnerships
- Promote Straumann education and training initiatives within institutions
- Support ITI awareness and engagement within institutional customers
- Represent Straumann at key institutional meetings and events
- Other duties as assigned.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
