Head of Institutional Sales, NAM

Position Summary

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.

Job Responsibilities

This position is responsible for, but not limited to, the following:

Strategic Leadership

• 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
  
  

Business and Revenue Management

• 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.
  
  

Leadership and Talent Development

• 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
  
  

Strategic Account Management

• 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
  
  

Cross-Functional Collaboration

• 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
  
  

Institutional Engagement

• 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.
  
  

The responsibilities listed herein are not intended to be a comprehensive list of the duties and responsibilities of the position. The duties and responsibilities may change without notice.

Management Responsibilities

This position manages the following positions: six (6) Institutional Account Managers

Compensation

Annual base range $175 - 185k variable 20-30% bonus. Final base pay for this position will vary candidate experience relative to what the company reasonably anticipates for this position.

Minimum Qualifications

• Bachelor’s Degree required
• 7 years of relevant sales or commercial experience
• 3 years of leadership or team management experience
  
  

Preferred Qualifications

• 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
  
  

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) || United States : Austin (TX) || United States : Boston (MA) || United States : Jersey City (NJ) || United States : Massachusetts || United States : Michigan || United States : New York || United States : Philadelphia (PA)

Travel Percentage: 0 - 60%

Requisition ID: 20113

20113