Ph3Mission /h3 ul liReporting solid line to the Head of DSO Italy, the KAM is responsible for maximizing the share of wallet of the Straumann Group Solutions in the DSO channel. Priority will be increasing market penetration by developing growth plans for existing DSO customers, as well as gaining new customers and keeping and increasing the portfolio of the Straumann Group products in the Key accounts already assigned, by becoming a long-term strategic Partner to the customer. /li liThe DSO strategies and objectives are defined by the DSO Steering Committee Italy. The Committee consists of the Straumann Country Manager, the Head of DSO EMEA, and the Head of DSO Italy. The committee defines the strategy and the yearly objectives for the KAM. The committee aligns quarterly in order to follow up on the progress and to make adjustments if necessary. The committee can also include other local Lead Team members according to the strategic topics to discuss. Final decision will be taken by the DSO BU. /li /ul h3Duties And Responsibilities Include, But Are Not Limited To /h3 ul liWorking in close synergy with the Head of DSO Italy, for implementation and execution of local tactics to achieve Company’s strategy and targets. /li liThe Key Account Manager is responsible to increase sales (short term and long term) and market share. He/she works to increase the partner company’s revenues by penetrating the Straumann Group portfolio successfully driving assigned growth projects. /li liMapping of dental chains and clinic groups and its major stakeholders (including the investors where applicable). Observing the marketplace for corporate dentistry in general (trends, competition, etc). /li liInitiate and follow up relationship with them to understand size, business model, business potential, current providers and unmet needs for dental implant, regenerative, ortho and lab offerings both analogue and digital. Define segmentation, size sales opportunities, and set priorities in addressing this new multiple customer segments for the Straumann Group. /li liDefining a yearly plan based on the input from the committee outlining the strategies and tactics for achieving the sales and acquisitions budgets and growth targets for single account. /li liEnsuring regular contacts with all stakeholders of the corporate groups such as owner, purchasing, expansion, marketing and clinical. Particular focus is to convince the DSO clinical opinion leaders and decision makers of our solutions through presentations, organisation of trials and bringing our clinical and scientific team in contact with them. /li liNegotiating on C-Level, including Purchasing and Clinical team to fix winning collaboration models framed in contracts. /li liOn assigned existing accounts, setting up a customer specific short to mid-term BP in collaboration with the account to create a strategic partnership including integrated Straumann Group solutions and consulting them on business development. /li liInitiate and follow up relationship with DSO partners to understand unmet needs, business potential, structure and potential future leverages of growth. /li liImplement the defined collaboration with the local organisation and coordination of the activities with Marketing, Training, Sales, and back office, especially with the Sales Force. /li liBe the single point of contact for all customer requests and coordinate the follow up with all the internal departments. /li liBuild up best practices in working with these large organisations and increase our conversion rate over time through applying lessons learnt but also through testing new ideas. /li liRegularly visit clinics of these large organisations to evaluate opportunities and to ensure proper implementation of the centrally agreed plans. /li liDo Quarterly reviews with the management team of both companies. /li liNetworking with other regional KAMs for best practice sharing and for DSO specific Value propositions including all Straumann offerings, as well as external companies (e.g. for stock management, practice management). /li liContribute to a global centre of competence for operational management of DSOs and being an ambassador of STG mindset and a role model within the team. /li /ul h3Education/Experience /h3 ul liBachelor’s Degree (Health Sciences, Business Studies, Biomedical Engineering) or Dental background (Dentist, Dental technician) /li liMid level, experience as KAM or closing bigger, complex deals in a sales function. /li liExperience in the Health/Medical Industry is a condition. /li liKnowledge on planning Marketing Sales strategies, Market Competition analysis /li liFluent in Italian English required, oral and written /li /ul h3Required Minimum Professional Experience /h3 ul liAt least 5-year experience in sales, experience in dental market will be considered a plus. Profile /li liEnergetic, straight-forward and performance-driven professional with entrepreneurial spirit and strong execution abilities. /li liPro‑active and self‑initiative personality with a can‑do attitude /li liAbility to think outside the box /li liCustomer centric attitude /li liStrong negotiating and sales/closing skills. /li liExcellent communication skills, as demonstrated in a multi-lingual environment. /li liData analysis skills /li liTeam oriented attitude “ play your teammate good” /li liAbility to be a self‑starter and developing things, using previous experience, institutionalizing processes without giving up entrepreneurship. /li liAbility to achieve results in a pragmatic way in a dynamic and innovative organization /li liHigh level of integrity, commitment and ethics. /li /ul pAt Straumann, we believe in the unique value of every individual and foster an inclusive, open, and respectful environment. We embrace diversity in all its forms and ensure equal opportunities for all qualified professionals. We operate in full compliance with applicable regulations and with the principles of UNI PDR 125:2022, the Italian standard that supports organizations in promoting and measuring gender equality. Our selection processes are fair, transparent, and free from discrimination, because talent thrives where people can truly be themselves. /p p20933 /p /p #J-18808-Ljbffr