Sr. Manager, Strategic Partnerships
About this opportunity
As a Senior Strategic Partnerships Manager you will be responsible for developing the indirect sales strategies for EMEA, managing the distribution and dental laboratory channels, implementing initiatives to influence and maximize market reach and business growth to meet the Annual Operational Plan associated with the 3rd party channels for the business.
You will execute on this, within a matrix management framework, the incumbent will liaise with iTero global, country leaders and GMs, driving 3rd party channel activities through both the EMEA market development and dental laboratory focused teams.
You will be responsible for establishing and managing strong relationships with the major distribution and dental laboratory partners and, through the team driving the organization into a position where we are considered a valued and preferred partner.
Key Responsibilities
- Develop and manage the regional distributor and lab strategy for Align, driving the Invisalign pathway through alignment of iTero, exocad and Invisalign strategies.
- Develop regional distributor and laboratory sales and growth targets in conjunction with the country leadership teams, manage adherence and course correction when required
- Effectively develop and manage the distributor and laboratory sales funnel and KPI reporting structure
- Execute commercial programs for labs to drive iTero scanner sales to and through the lab channel
- Define regional pricing and promotional strategy for the distributor and lab channel.
- Collaborate with country leadership to identify and execute 3rd party partners for the iTero scanner and associated Align portfolio.
- Work closely with global and regional marketing teams to launch products and develop appropriate campaigns and promotions to maximize growth potential
- Provide product, workflow, training (such as the CaLABrate program) and support requirements in collaboration with the iTero global team for the laboratory portfolio in the region.
- Responsible for regional competitive intelligence tracking and reporting in the laboratory channel
- Support definition and implementation of key strategic initiatives, including but not limited to indirect channel contract management, onboarding and management plus promotion
- Attend company events, territory, regional and international conference trade shows, and educational seminars to sell and demonstrate the company’s products and services
- Support line manager and iTero Senior leadership in all areas of commercial operation, business analytics and forecasting, across both indirect and direct channels, as needed
- Manage and lead an assigned sales team
Skills, Knowledge & Expertise
Essential:- BSc, BA degree or equivalent experience required, MBA preferred
- Proven senior sales or business development experience within a dental/medical organization
- Excellent communication, interpersonal, influencing and organization skills
- Ability to manage key accounts and lead cross-functional, matrix managed sales teams
- Up to 70% travel required including international
- Digital dental technology and CADCAM experience preferred
- Experience managing major value retail accounts