Vice President, EMEA Commercial, Orthodontics

Job Description:

Summary: 

Reporting the the SVP/President of the Orthodontics business unit of Envista, the Vice President, EMEA Commercial, drives adoption and growth of our total orthodontics solutions portfolio including digital, and wires & bracket products across EMEA. The qualified candidate is accountable to achieve business unit sales goals through effective management of both on-boarding new doctors to the franchise as well as growing product utilization of existing customers. This position will directly supervise a team of commercial leaders who manage sales leaders, sales specialists, customer support, sales enablement, commercial marketing, clinical education, and product training.  This leader will also partner closely with our product management, operations/manufacturing, finance, and R&D leadership team.  This role will own the following commercial responsibilities including customer targeting, channel strategy, commercial process excellence and automation, sales system/tool management (CRM, training LMS, etc), reporting and dashboards, marketing strategy and execution, quota and comp plan management, sales process and automation of processes to improve customer experience.  This role will directly drive the rapid growth of the digital orthodontic business while achieving market-share gains of wire & bracket business.

Primary Duties and Responsibilities:

• Lead and manage a commercial team that is set-up to win.  Direct reports will include EMEA Sales, Marketing, Education and Events, Clinical On-boarding, Commercial Operations, and Pricing & Analytics.

• Develop a high impact, strong and diverse commercial organization that will scale and thrive as the business grows.  Effectively recruit, manage, train, engage and develop teams capable of delivering and exceeding commitments. 

• Partner in the development of effective and measurable go-to-market strategies for the digital orthodontics business in synergy with growing marketshare for wire and bracket business.

• Lead efforts to further digitize customer-facing systems to drive efficiencies and ease of doing business.

• Lead a commercial growth organization that services multiple customer segments across the region.

• Develop and deliver monthly, quarterly, and annual sales goals and projections by geography and customer segment.

• Create and execute standardized customer acquisition and growth processes (commercial playbooks) for each geography; with focus on initial doctor and staff training, office setup and workflows, initial product trial and ongoing adoption and growth.

• Understand and support the company's sales policies and procedures to ensure compliance standards are maintained. 

Job Requirements:

Education and Required Qualifications

• Bachelor’s degree

• Minimum of 10 years of outstanding experience in sales and sales leadership with demonstrated history of leading teams that meets/exceeds growth targets.

• Extensive sales operations experience; creating sales forecasts, compensation plans, CRM tools, Sales Data Analytics

• Demonstrated experience building and optimizing customer service function, driving customer-focused, operational KPIs

• Marketing leadership experience, especially B2B or B2B2C marketing; experience building successful marketing-based sales funnel activities to drive growth

• Sophisticated understanding of sales performance metrics and KPIs

• Experience building and driving commercial ramp for fast-growing product segment

• Experience transforming customer support processes and systems

• Experience in healthcare/med device or other highly regulated commercial environment

• Proven track record in hiring and managing high performers

• Success in managing large, multi-functional, highly performing teams

• Demonstrated success in transformational leadership and change management

Preferred Qualifications

• MBA

• 3+ years as a member of the leadership team of a company

• Experience in dental/orthodontic industry

• Strong process orientation, ideally certified in a standard set of known business processes

• Project Management experience

Travel

• Approximately 50% travel

Operating Company:

Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate.  Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes.  An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening.  Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.