Regional Sales Manager - Straumann (London & South East)

Business Unit: Implant Business Unit, UK & Ireland

Reporting to: Head of Sales, UK & Ireland

Direct Reports: Straumann Territory Managers within the Region

Additional Responsibilities: Leading role within the Straumann RSM Team

Geographic Remit: London & South East

Travel Requirements: Regular travel across London and the South East, with travel to other UK locations as required for national meetings, customer activity and company events. Overnight stays will be required from time to time. The role may also involve travel abroad for company events, training and workshops. Travel requirements will vary according to business needs.

Role purpose

The Regional Sales Manager leads Straumann’s commercial performance and customer experience across London and the South East. The role sets a clear direction for the regional team, develops Territory Managers to deliver sustained growth, and builds strong relationships across practices, DSO groups and the wider dental ecosystem.

Alongside regional accountability, the role carries a national leadership contribution for the Straumann brand. Working with the other Straumann Regional Sales Managers, the postholder will support creating a connected, consistent and effective national team: aligning execution, sharing learning, and turning agreed priorities into coordinated action. This is a peer leadership remit and does not include line management of the other Regional Sales Managers.

The successful candidate will be accountable for the performance, capability and operating rhythm of the Straumann Territory Manager team in London and the South East. The role reports to the Head of Sales, UK and Ireland Implant Business Unit and works in close partnership with the other Straumann RSMs, DSO leadership, Prosthetics and Labs colleagues, Digital Success Team, Customer Service, Marketing, Education, Commercial Excellence and Finance.

Key Responsibilities

1. Regional strategy and commercial delivery

· Translate UK and Ireland business priorities into a focused regional plan, with clear understanding on where the team will retain, grow and win business.

· Deliver regional revenue, market share growth and profitability objectives across the Straumann portfolio, with particular attention to SOW gains, practice growth and digital workflow adoption.

· Build a reliable view of the region through territory plans, account forecasts, pipeline reviews and commercial dashboards. Challenge assumptions early and take timely action when performance moves off plan.

· Use practice potential, share of wallet, digital maturity and territory complexity to focus coverage and investment. Ensure service levels and education support are appropriate to account potential, customer ambition and agreed segmentation.

· Lead the team to develop existing practices through deeper stakeholder relationships, better clinical and operational understanding, and relevant solutions across implants, restorative, biomaterials and digital workflows.

· Create a disciplined approach to new practice acquisition, including prospect selection, qualification, conversion plans.

· Maintain high standards of CRM use, forecast quality, account planning and follow-through so that customer commitments and agreed next steps are visible and completed.

2. Leadership and development of the regional team

· Set clear expectations, priorities and measures for Territory Managers, translating strategy into practical territory and account actions.

· Coach in the field and through regular one-to-ones, team reviews and account discussions. Develop selling capability, commercial judgement, confidence and individual ownership.

· Use the Straumann sales process as the common coaching language: Plan & Prioritise, Engage, Discover, Advance, and Learn & Improve. Build skill at each stage and reinforce the quarterly cycle of planning, execution, review and adjustment.

· Help Territory Managers plan meaningful customer interactions, uncover clinical, operational and business needs, align relevant solutions, agree clear next steps and learn from outcomes.

· Recognise strong performance, address gaps promptly and fairly, and create development plans that build both current results and longer-term capability.

· Work with each Territory Manager to maintain a balanced territory rhythm, strong customer coverage and accurate forward plans, while reinforcing quality of interaction and value delivered.

3. National Straumann brand collaboration

· Support in bringing the four Straumann regional teams together around shared priorities, ways of working and measures, while respecting regional market differences and peer accountability.

· Leading through influence rather than line authority, build trust, invite challenge, resolve differences constructively and bring the team together to help reach its full potential.

· Coordinate agreed national initiatives or workstreams, bringing together regional input and ensuring decisions, tools and learning are communicated once and applied consistently where appropriate.

· Share effective practice from the regions and convert repeated local issues into recommendations for national action. Bring a consolidated Straumann field perspective to the Sales Director.

· Model a high standard of collaboration: contribute openly, follow through on commitments and support national outcomes in addition to regional results.

4. Customer, market and cross-functional leadership

· Build senior relationships with key clinicians, practice owners, groups, laboratories and other relevant stakeholders across the region.

· Join important customer discussions where seniority, complexity or strategic value warrants, and support the team in preparing and following through effectively.

· Use customer feedback, competitor activity, local market changes and field insight to refine regional plans and inform national brand decisions.

· Work across functions to deliver a coherent customer experience, resolving barriers and coordinating the right commercial, clinical, education, digital and service support.

· Ensure commercial activity reflects company policies, pricing and contracting controls, compliance requirements and professional standards.

Experience and capability

· Substantial success in field-based sales and a record of delivering sustained growth in a complex, competitive market.

· Experience leading and developing a sales team, including coaching in the field, setting expectations and managing performance.

· Strong commercial judgement: able to interpret performance data, prioritise opportunity, build forecasts and turn strategy into practical execution.

· Demonstrated ability to influence peers and senior stakeholders without relying on formal authority, and to bring people together around shared outcomes.

· Skilled in consultative selling, account planning, negotiation and building multi-level relationships across independent practices and larger groups.

· Experience leading change or cross-functional initiatives and sustaining adoption beyond the launch phase.

· Dental, healthcare, medical device or related industry experience is an advantage, as is familiarity with implant dentistry, restorative solutions or digital workflows.

· A valid driving licence that permits the holder to drive in the UK.

· Ability to travel for the role, including overnight stays and occasional travel abroad.

· Right to work in the UK, subject to the company’s standard checks before employment starts.

Leadership behaviours

· Takes ownership, follows through and is comfortable making sound decisions with incomplete information.

· Sets a high standard while remaining approachable, fair and constructive in challenging conversations.

· Develops others through curiosity, observation, feedback and coaching rather than relying only on direction.

· Thinks beyond their own region, shares information openly and puts collective Straumann success alongside local delivery.

· Builds trust with customers and colleagues through preparation, listening, sound judgement and dependable action.

· Adapts to change, learns from results and encourages a growth mindset in the team.

Measures of success

· Regional delivery against agreed commercial objectives, including existing practice growth, new practice acquisition and digital capital measures.

· A credible forecast, disciplined pipeline management and consistent use of account and territory plans to guide action.

· Improved depth and quality of customer relationships, stakeholder coverage, retention and account development across the region.

· A capable, engaged Territory Manager team with clear objectives, regular coaching, stronger execution of the sales process and visible individual development.

· A more coordinated Straumann RSM team, with shared priorities, a useful national operating cadence, fewer duplicated asks to the field and stronger transfer of effective practice.

· Positive cross-functional feedback and reliable delivery of customer commitments, with appropriate compliance and governance.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.