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Director, Marketing and Business Development, NA

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Primary Responsibility: This newly created leadership position plays an integral role in driving the transformation of the Marketing and Business Development functions for North America.  This combined team will be responsible for understanding market dynamics, create compelling value propositions and awareness for 3Shape products, generate a funnel of leads to nurture into sales and drive continued growth in the Dental Laboratory, Orthodontics, and a new initiative around other TRIOS solutions (Chairside, Sleep Apnea and Implant) markets.  Key Marketing activities focus around activities that create differentiation such as KOL Strategy and Management, End User Community, Partner Marketing, and Field enablement.  In the efforts to Generate and Nurture Leads, activities will focus on Digital Marketing, Exhibition Strategy and Execution, Virtual Demos, etc.  The current organization current includes 6 individuals and 1 open position.

Reports into:  General Manager, North America.

Essential functions:

  1. Lead the organization in the implementation of the combined Marketing and Business Development function.
  • Work collaboratively with 3Shape’s Commercial Leadership, Global Marketing, local Territory and Account Management to ensure aligned priorities that meet organizational goals that ultimately result in the growth of sales and revenue across all 3Shape products.
  • Drive the implementation of aligned priorities through effective leadership and stakeholder management
  • Develop annual, quarterly and account-specific plans that create differentiation, generate and nurture leads and convert sales for North America
  • Drive synergy with global product teams
  • Ensure effective allocation of resources, both financial and 3Shape colleagues, to deliver upon goals

 

2.  Drive the implementation of NA-wide initiatives that create differentiation in the marketplace for 3Shape products and solutions

  • Create market relevant value propositions across products and business units
  • Further KOL Strategy and support consistent KOL program management
  • Ensure successful End User Community Symposium (October 2020)
  • Develop and deliver Partner-specific Marketing Plans
  • Based on feedback and data, develop and provide effective, compelling field sales tools and collateral
  • Support promotion activities
  • Initiate advertising and communications to support the activities noted above

     

3.  Generate and Nuture leads to the organization.  Accountable to deliver 10,000 leads to the NA organization in 2020.

  • Develop a Digital Marketing campaign specifically focused on lead generation
  • Build the Exhibition strategy and implementation plan that meets organizational goals
  • Ensure local Sales Event support through initiatives such as “Event-In-A-Box”
  • Clinical Education events—support current initiatives and explore options for future
  • Ensure an integrated, resourced, efficient Lead Nurturing process
  • Lead the implementation of an integrated Virtual Demo (HW and SW) program
  • Support Marketing initiatives through dedicated Marketing Operations activities
  • Ensure timely, effective Event Communications

 

4.   Drive the strategy, planning and implementation of initiatives supporting the growth of the Laboratory Scanner, Orthodontic and TRIOS Solutions (includes Chairside, Implant and Sleep Apnea) businesses.

  • Ensure the development of integrated strategies and business plans for each area based on organizational goals and market conditions
  • Facilitate the relationship-building of key partner representatives and C-level commercial leaders
  • Accountable to provide effective communications, training, resources, tools to 3Shape’s field organization and partner sales representatives
  • Ensure participation and coverage in important external exhibitions, lectures, tradeshows and local events

 

5.  Perform as an inspirational organizational and team leader

  • Provide insight, information and feedback to 3Shape leaders, peers and others as to the marketing and business development function and strategy, local market and partner trends
  • Understand and manage to organizational budgets, including the review and approval of employee expense reports.  Reconcile differences.
  • Provide consistent (and in line with 3Shape priorities) feedback, coaching and direction 3Shape employees regarding performance and goal setting.
  • Participate in regular one-on-one reviews using it as an opportunity for feedback
  • Ensure employees have the appropriate training and resources necessary for them to perform their role
  • Initiate opportunities for cross-regional, cross-team projects and initiatives
  • Be an ambassador of and follow company guidelines and policies, regulations, legislation re: 3Shape products and management of employees
  • Participate as the first line for escalation from team members
  • Responsible for developing and adhering to Marketing and Business Development budget

     

6.  Participate as an active and engaged leader of the NA Leadership Team

  • Participate in weekly review meetings with General Manager
  • Initiate and lead prioritized projects to help support the 3Shape Inc. business
  • Display behaviors and communications that reflect the 3Shape Valu3s—be a role model for others
  • Engage with other members of the NA Leadership Team and international colleagues to provide effective problem-solving and escalation
  • Collaboratively engage with other 3Shape leaders on ensuring adequate staffing and support for Trade Shows and events.  Manage employee expectations.
  • Keep National Account Director and other Account Directors appropriately aware of business activity or issues related to marketing and business development.

Other Duties:

  1. Build NA Competitive Intelligence function and use findings to inform organizational and program initiatives.
  2. Continue the development of assessment and feedback tools/mechanisms to ensure goals are being met.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Work Location/Hours:  This role is based out of the Warren, NJ office.  A normal workday is considered to be from 9 a.m. to 5 p.m.  There are times that the Director, Marketing and Business Development will be required to participate in trade shows, exhibits and conventions as well as customer or KOL meetings and events.

Physical Demands:  While performing the duties of this position, the employee is regularly required to talk or hear. The employee frequently is required to use hands to handle documents, objects, tools or controls. The employee is occasionally required to stand; walk; sit; reach with hands and arms; climb or balance; and stoop, kneel, crouch or crawl. The employee will be required to travel by air, both domestically and internationally, and will physically need to be able to navigate these activities.

Travel:  This position requires up to 50% domestic and international travel, primarily to Denmark.

Required Education and Experience:

  • Bachelor’s degree, preferably in a business, management, psychology or related discipline
  • A minimum of 7+ years in progressive marketing roles with increasing accountabilities with at least 3-5 years in a senior leadership position, demonstrating strategic and operational planning and program implementation
  • Experience managing a team of marketing and other business professionals
  • Demonstration of strong managerial skills at multiple levels of an organization—this includes budgeting/forecasting, etc.
  • Experience in a team environment with multiple stakeholders and decision-makers at all levels in the organization. 
  • Outstanding people management skills with experience in building and developing teams, motivation, corrective action, conflict management, setting goals, recognition and rewards
  • Excellent written and verbal communication skills; strong presentation skills a plus
  • Experience with a consultative, relationship-oriented organization

Preferred Education and Experience:

  • An MBA
  • Experience in the dental industry
  • Experience in an organization using the indirect channel
  • Extensive experience in or with global organizations

Critical Competencies:

Project Management:  Able to deliver outcomes through process and people to address critical business challenges

Results Orientation:  Always has the result in mind and works to that end.  Able to gain results both individually and within a team.

Customer Orientation:  Maintains a commitment to customers, clients and employee colleagues providing them with an enjoyable and supportive experience.  Pleasant, easy to work with.

Executive Communications: Creates effective presentations that will compel 3Shape and other leadership to action.

Problem-Solving:  Able to look for innovative, creative solutions to routine or new challenges.  Willing to share results.  Uses all types of resources to resolve issues.

Attention to Detail and Organization:  Maintains detailed records, information and organizes it in such a way that supports the organization needs. 

Technologically Savvy—able to work with, understand and embrace changes in technology

Ethical Conduct—takes accountability for decisions, makes decisions that clearly adhere to an ethical standard

 

 

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Warren NJ

10 Independence Blvd
07059 Warren Directions

Inside 3Shape

Life at 3Shape is great! We bring passion and talent to work every day to innovate for superior patient care. 3Shape is built on a culture of thinking differently and being innovative when solving challenges. We embrace new ways to exchange ideas with colleagues across departments and think and work in an agile way.

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