Description

Straumann Group


Position Title: Senior Director - Sales Enablement and Commercial Excellence

Location/s: Andover (MA), United States

Job Category: Sales

Company: STUS - Straumann US

Description:

Position Summary

The Sales Enablement & Commercial Excellence Senior Director North America drives the regional execution of global enablement strategies to strengthen sales performance, enhance customer engagement, and ensure alignment between Sales, Marketing, Finance, HR and Operations.
This role focuses on implementing structured onboarding, coaching, content management, and data-driven insights to increase sales productivity and consistency across the Sales NAM region. The ideal candidate combines strategic understanding with hands-on operational excellence, ensuring that enablement tools, processes, and communications meet Straumann Group's high standards of quality and impact.

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

1) Improve Sales Productivity
• Increase sales effectiveness by maximizing time spent on customer engagement and value-driven activities.
• Implement enablement programs that equip sales teams with targeted, high-impact content and practical selling tools.
• Ensure all enablement materials meet Straumann's CI/CD (Corporate Identity/Corporate Design) standards for tone, clarity, and quality.

2) Accelerating Onboarding & Ramp-up
• Deliver structured, role-based onboarding programs for new sales and service team members to help them reach productivity faster.
• Partner with HR, Training, and Sales Leadership to define clear role expectations and success metrics.
• Continuously improving the onboarding journey using feedback and data insights.

3) Drive High-Impact, Targeted Content
• Collaborate with Marketing and Sales to ensure messaging consistency across campaigns, materials, and presentations.
• Maintain feedback loops to keep enablement content current and effective.

4) Enhance Engagement
• Support sales teams in delivering consultative, personalized, and value-driven experiences.
• Ensure quality control for all uploaded and distributed content, reinforcing a 'quality over quantity' standard.
• Train & enable the sales force to articulate Brand and Solution differentiators and value proposition clearly.

5) Lead Data-driven Selling & Coaching
• Use CRM data, content analytics, and performance dashboards to provide actionable insights.
• Partner with team managers to coach sales representatives based on data and performance trends.
• Identify best practices and replicate high-performing sales behaviors across the region.

6) Support Strategic Growth & Go-to-Market Initiatives
• Drive adoption of new go-to-market (GTM) strategies, pricing models, and product launches.
• Coordinate enablement campaigns for major commercial initiatives, ensuring timely delivery and sales readiness.
• Align enablement activities with regional and global strategic priorities.

7) Territory Design, Incentive & Targets
• Collaborate on account segmentation, territory alignment, and target setting.
• Support design and communication of incentive and SPIFF programs that motivate performance and align with business goals.
• Ensure transparency and consistency in processes and policies related to promotions, exceptions, and rewards.

8) Analytics & Insights
• Maintain and improve sales performance dashboards, ensuring accessibility and relevance for Sales Leaders.
• Analyze data to identify skill gaps, performance trends, and opportunities for enablement optimization.
• Provide regular reports and insights into leadership, supporting continuous improvement and growth initiatives.

Management Responsibilities
This position holds management responsibility.

Compensation
Annual base range $185 - 210k + 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 in Business, Marketing, or a related field (Master's preferred).
• 5+ years of experience in Sales Leadership, Sales Enablement, Commercial Excellence, or Sales Operations (ideally within a MedTech, Life Sciences, or B2B environment).
• Strong understanding of CRM systems (e.g., Salesforce), enablement platforms, and sales processes.
• Proven ability to execute enablement initiatives on a scale within a regional organization.
• Exceptional communication, facilitation, and stakeholder management skills.
• Experience aligning regional execution with global frameworks and standards.
• Proven history of effective leadership and management.

Desired Competencies

• Execution-driven with strategic alignment mindset
• Excellent communication and influencing skills
• Analytical and data-literate, with strong business acumen
• Ability to collaborate cross-functionally and build trust with Sales, Marketing, and HR partners
• Attention to detail and commitment to quality with speed and sense of urgency
• Continuous improvement and coaching mindset

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)

Travel Percentage: 0 - 30%

Requisition ID: 19497

Equal Opportunity and Affirmative Action Employer (US applicants only)


Straumann Group is an equal opportunity employer and will not discriminate against any employee or applicant for employment on the basis of race, color, sex, sexual orientation, gender identity, religion, creed, national origin, age, veteran status, or disability unrelated to job requirements. Straumann Group will take affirmative action to ensure that qualified applicants are employed and that employees are treated without regard to their race, age, color, religion, sex, sexual orientation, gender identity, national origin, veteran and disability status. In compliance with U.S. Department of Labor Executive Order 11246, Section 503 of the Rehabilitation Act, and Section 4212 of the Vietnam Era Readjustment Assistance Act, Straumann Group has developed and maintains an affirmative action program and plan.

We comply with the Employee Polygraph Protection Act (EPPA), and Massachusetts law. It is unlawful for private employers to use lie detector tests for pre-employment screening or during employment, except in limited circumstances. An employer who violates this law shall be subject to criminal penalties and civil liability.

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Straumann Group EEO-AA Policy

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