Dental Business Unit Head

The Impact You’ll Make in This Role

As the Business Sales Leader for the Dental Solutions division, you will report to the APAC Business Group Leader and oversee a team of approximately 40 professionals. In this position, you will play a pivotal role in shaping and executing the go-to-market strategy for the Dental Solutions business within Japan, establishing the foundation for long-term success in the country.

Backed by a strong and competitive product portfolio, you will focus on expanding strategic relationships with customers and key stakeholders while driving revenue growth during this critical phase. Success in this role will require resourcefulness, strong customer orientation, and a data-driven approach to developing and executing account strategies across the Japanese market.

You will evaluate the current sales coverage model to ensure optimal use of the sales force and effective deployment of both direct and indirect channels. This includes reviewing the existing distribution structure and assessing the performance of channel partnerships.

Given today’s dynamic business environment, we seek a leader who brings both global and local perspective, embraces diversity and change, and is capable of driving the Japan business while taking on new challenges.

Key Responsibilities

• Develop and execute a data-driven sales strategy for Japan, driving revenue growth by expanding existing accounts and acquiring new customers.

• Contribute to growth strategy development and lead-generation initiatives as a member of the executive leadership team.

• Build annual sales strategies and execution plans aligned with marketing priorities, guiding the sales organization to achieve annual targets.

• Plan and carry out sales expansion efforts by leveraging the breadth of the Company’s product portfolio.

• Collaborate with the APAC Business Group Leader to manage financial performance and create a sustainable, high-performing regional sales organization.

• Continuously monitor sales activity and performance; provide reporting, forecasting, and insights to divisional leadership.

• Deliver market insights to leadership to help shape product strategy and market positioning.

• Conduct regular one-on-one meetings with team members and join customer visits as needed to support the team.

• Work closely with regional marketing, market access, service teams, and other stakeholders to motivate local teams across channels, end-user sales, clinical roles, inside sales, and marketing.

• Recruit, develop, and mentor team members to align with organizational values, growth plans, and business objectives.

• Provide ongoing training and development for the sales team.

• Define new business initiatives grounded in market insights and data to expand opportunities within priority portfolios, market segments, and care pathways.

• Support and guide the team in engaging with new and existing customers, helping achieve division targets.

• Design and implement upsell and cross-sell strategies and develop customer reference programs to strengthen relationships with key accounts.

• Identify decision-makers, influencers, and approvers within customer organizations; develop strategies to mitigate risks and advance deals.

Skills and Expertise

• At least 15 years of experience in the dental products or medical device sector, including 5+ years of managing a sizable team.

• Experience in sales or marketing management or equivalent leadership roles.

• Strong background in developing channel partner relationships, managing channel processes, and building channel pipelines using appropriate metrics.

• Prior experience cultivating high-performance team cultures.

• Proven ability to manage complex sales cycles and coordinate extended teams.

• Strong problem-solving abilities with clear communication of ideas and strategies.

• Curious, proactive, low-ego, and highly self-aware.

• Experience in both BtoB and BtoC business

• Native level Japanese and Business-level English proficiency.

Work Location: Tokyo, Japan
Work Style: Hybrid eligible
Eligibility: Must be legally authorized to work in Japan without employer-sponsored visa support.