Head of Institutional Sales, NAM
Straumann Group, Andover, MA, United States
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 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.
Management Responsibilities
Manage six (6) Institutional Account Managers
Compensation Annual base range $175,000 - $185,000 + 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 experienceLarge 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)
TravelPercentage:
0 - 60%
Requisition ID:
20113
#J-18808-Ljbffr
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 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.
Management Responsibilities
Manage six (6) Institutional Account Managers
Compensation Annual base range $175,000 - $185,000 + 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 experienceLarge 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)
TravelPercentage:
0 - 60%
Requisition ID:
20113
#J-18808-Ljbffr