Prosthetics & Lab Sales Manager

Overview

In this role you will lead the national sales effort for Straumann’s Prosthetics and Labs portfolio in the UK and Ireland. You will build and coach a high-performing Lab Territory Manager team, translate global strategy into local actions, and drive growth across Medentika, Createch, IOS scanners, Midas and Pro2. You’ll connect market needs with commercial execution, shaping integrated propositions that improve laboratories’ efficiency and capacity. You’ll work with cross-functional partners to align market insight with strategy and create sustained value for customers and the business.

Responsibilities

• Lead and develop a focused national Lab TM team with clear purpose and governance
• Establish a high-performance culture centred on customer impact and collaboration
• Coach through field-based development and business reviews to build consultative selling and commercial judgement
• Translate global Prosthetics and Labs priorities into a local UK&I plan with defined segments, plays and milestones
• Drive growth across Medentika, Createch and lab digital solutions (IOS, Midas, Pro2) with integrated workflows
• Create commercially sustainable models via partnerships, pricing, financing, and governance
• Integrate portfolio marketing and enablement, coordinating with global teams to tailor local assets
• Establish disciplined performance management including planning, pipeline reviews and forecasting
• Represent the local market in global forums and capture learnings for wider strategy
• Develop routes for laboratories to influence restorative-focused practices and expand senior stakeholder relationships
• Ensure value-driven propositions with evidence, pilots and repeatable sales plays
• Balance portfolio growth with margin and risk considerations through data-driven prioritisation
• Work with Finance, Legal, Operations and other functions to ensure compliant, scalable models
• Coordinate with Product, Marketing and Sales enablement for messaging and launch execution
• Provide hands-on leadership during proposition development and campaign priorities

Key requirements

• Proven experience leading and developing a sales team in a national, multi-region or matrix environment
• Strong strategic mind with ability to prioritise, plan and execute
• Track record of driving change with customers and internal stakeholders
• Strong commercial acumen with ability to build business cases and balance growth with margin and risk
• Experience in consultative, value-based selling with multiple stakeholders
• Marketing or go-to-market experience including proposition development and sales enablement
• Confidence to influence across functions and manage up without formal authority
• Resilience to sustain momentum amid competing priorities and ambiguity

• Strategic thinking
• Collaboration and teamwork
• Change leadership
• Consultative selling
• Value-based selling
• Portfolio integration

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