Head of Dental Service Organization (DSO) China

Location: Shanghai (preferred)/ Beijing

Reporting to: Head of DSO APAC (Solid) & Country Manager China (Dotted)

China DSO business leader function

Would you like to become a part of the global Enterprise Solutions team driving the strategic partnership & business growth with Dental Service Organizations (DSO) in China? Do you want to help create value for our China organisation? And are you ready to lead & build a highly motivated commercial team to the next level?

Who we are and what we do?

The Straumann Group is a global leader in tooth replacement and orthodontic solutions. It unites global and international brands that stand for excellence, innovation and quality in tooth replacement and esthetics. The Group research, develops, manufactures, and supplies dental implants, instruments, biomaterials, CADCAM prosthetics, digital equipment, software, and clear aligners for applications in replacement, restorative, orthodontic and preventive dentistry. Headquartered in Basel, Switzerland, the Group currently employs more than 10000+ people worldwide and its products, solutions and services are available in more than 100 countries

DSOs are the fastest growing customer segment in dentistry around the globe, driving implant and aligner penetration due to their increased spending power on patient marketing outreach and thus resulting higher treatment conversion. Consolidation is and will remain a key trend in oral healthcare and will continue to see practice consolidation with fewer solo practices and more mid-sized groups, specialty Group and large PE backed DSO with varying governance structures.

The Enterprise Solutions Business Division is a dedicated unit that focuses on this important customer segment of DSOs, fully leverages our brands and services across all portfolio segments (Implants, Bone regeneration, Digital, Orthodontics and Preventive) through winning business concepts and a differentiated solutions and services to be the leading partner of choice for DSOs.

As a key leader in our organization, you will have the opportunity to shape the strategic transformation of our China DSO organisation and play a pivotal role in driving the innovation, co-creation & go-to-market success of Enterprise Solutions to foster a strong partnership & long-lasting commercial success with our most important customer segment in the country. This is a unique chance to make a lasting impact and be part of our journey towards continued growth and success.

Key Accountabilities:

• Success in this role is defined by the transformation of DSO customer relationships from transactional interactions to trusted partnerships that drive customer success, ultimately fostering long-term, profitable business growth.
• Lead the organization in exceeding leadership expectations while expanding Straumann Group’s cross-portfolio market share within the DSO customer segment.
• Develop, market, and position Enterprise Solutions, leveraging the full value of Straumann Group’s portfolio, services, and partner solutions.
• Establish, influence, and maintain strong relationships with key DSO decision-makers while gaining an in-depth understanding of customer processes that contribute to Straumann Group’s success.
• Be the champion of driving Enterprise Solutions strategy within the China Leadership Team, ensure close bi-lateral exchange & collaboration with all Key Stakeholders within the Country to jointly bring success in the business growth of the DSO customer segments.
• Guide the team in executing the Land and Expand customer engagement model by developing a structured go-to-market strategy, fostering cross-functional collaboration, and building a robust funnel for targeted customer outreach, onboarding, activation, and expansion.
• Own the development and execution of business plans and strategies aligned with DSOs’ strategic priorities.
• Take full ownership of forecasts and KPI reporting to support organizational planning, financial forecasting, budget setting, and strategic decision-making (including monthly reports, funnel management, etc.).
• Stay ahead of industry trends, market dynamics, and regulatory changes to proactively adapt strategies and ensure organizational resilience.
• Where applicable, oversee all elements of deal cycle management, including business review cadence, coordination and negotiation of contractual activities, funnel management, purchase commitments (PO acquisition), and order fulfilment (delivery, payment, etc.).
• Lead and inspire a high-performance team, fostering a collaborative and inclusive work environment.
• Nurture a culture of accountability, integrity, and continuous learning, encouraging innovation and excellence among team members.
• Foster a culture of continuous improvement, identifying opportunities for growth, efficiency enhancements, and risk mitigation.
• Work collaboratively across teams – including but not limited to regional sales teams, marketing, Training & Education, Finance, Channel, Logistics, etc.
• An entrepreneurial mindset and innovative thinking will enable success in this role by driving the creation and execution of effective account management strategies.

Your profile:

• Bachelor's or master's degree, ideally with a degree in medicine, science, business, or a comparable field. Advanced degree (MBA, etc.) is highly desirable.
• Extensive commercial and business development experience (minimum 10+ years) in the field of Oral Health or MedTech Industry in China with progressive leadership roles, preferably within multinational companies, with a strong focus on China operations. Experience in B2C2B business model would be a strong plus.
• Strong business acumen with proven track record of success in commercial leadership, with a strong ability to business growth, negotiation, and build long-term strategic partnership with Key Customer Accounts. Proven track record of leading high performance team.
• Outstanding communication and interpersonal skills, with the ability to effectively establish, engage and influence across diverse stakeholders at all levels of the organization.
• Demonstrated ability to build and maintain high-impact relationships with C-Level executives, key decision-makers and KOLs within the industry.
• Excellent problem-solving, and critical thinking abilities, with a keen eye for detail and an aptitude for translating complex problem into actionable solutions.
• Excellent time management, communication, decision-making, people management, presentation, and organization skills.
• Fluency in Mandarin Chinese & English is mandatory.

Brilliant team player ready to grow in a cross-cultural environment

You have a well-developed intercultural understanding, as a leader you are inclusive of all and welcome diversity. You are seasoned in building and maintaining productive partnerships across borders and functions. You are not a ‘knower or a victim’ mindset person but a player and a learner. You leave your ego behind and you are ready and willing to listen and learn from others around you, even your own team. You are transparent and open when mistakes are made and you use this learning to help yourself and others grow, blame culture is not in our DNA and nor is it in yours.

. You are flexible with working with stakeholders from different time zones. And as a true team player you are aware of the potential that lies in a group who share a common will to fight, laugh, win and celebrate as a team.

Open doors and open minds

In Straumann you will join a team of highly dedicated people who share the common understanding that helping each other is key to succeeding in our daily work. Our ambition is to create value for the organization and our colleagues by continuously developing smarter tools, processes and systems that can support an attractive, productive, engaging and compliant workplace. We believe that everyone can contribute to our success. Therefore, you can always feel free to share your opinion and bring your ideas to the table – Actually, we are expecting you to.

Corporate Culture

The right mindset is a prerequisite for the high-performance culture we are striving to build. Our main thrust over the past years has been to inspire and foster a player-learner mindset throughout our workforce.

Learner

You and I see the world differently. The way in which you deal with such differences defines you as a “learner” or a “knower”. Are you acting as a “knower” pushing your knowledge and opinions on to others? Or are you a “learner” where the approach is to, in a more humble way, use questions to understand the person you are dealing with?

Player

You have it in your hands how you respond to a situation. If you take responsibility or if you act self-disempowering defines you as a “player” or a “victim”. Are you taking the role of a “victim”, always in the hands of external forces and not able to influence the outcome yourself? Or are you more of a “player”, where you are in control of what is happening and could affect the outcome?

Player-Learner

This works best when everyone in the company takes responsibility for their own response to any situation (player mindset) and is truly curious about the opinions and ideas of others (learner mindset). Player-Learners inspire trust; they are energized and embrace change; they listen, find out, share, collaborate, take risks, find solutions, learn by doing, encourage and celebrate.

What we offer

• Market competitive total cash which is designed based on external and internal benchmarks, aligned with your skill and experiences;
• Annual short-term incentives to reward your contribution;
• Social insurance and housing fund contributions
• Comprehensive medical insurance package to cover you and your family
• Comprehensive benefits schemes e.g. meal allowances, paid time off plus company caring days, company product sponsorship, festival and birthday gift/allowance etc.
• Continuous development conversations and plans to assist your career growth