Key Account Manager Enterprise Solutions (DSO)
Reporting solid line to the Head of DSO Italy, the Senior KAM is responsible for maximizing the share of wallet of the Straumann Group Solutions in the DSO channel. Priority is increasing market penetration by developing growth plans for existing DSO customers, gaining new customers, and keeping and increasing the portfolio of Straumann Group products in the key accounts already assigned, by becoming a long‑term strategic partner to the customer.
The 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 strategy and yearly objectives for the KAM. It aligns quarterly to follow up on progress and make adjustments if necessary. The committee can also include other local Lead Team members according to the strategic topics to discuss. Final decisions are taken by the DSO BU.
Duties and Responsibilities
* Work in close synergy with the Head of DSO Italy for implementation and execution of local tactics to achieve Company’s strategy and targets.
* Increase sales (short term and long term) and market share; increase partner company revenues by penetrating the Straumann Group portfolio, driving assigned growth projects.
* Map dental chains and clinic groups and their major stakeholders, observe marketplace trends, competition.
* Initiate and follow up relationships, understand size, business model, potential, providers, unmet needs for dental implant, regenerative, ortho and lab offerings.
* Define segmentation, size sales opportunities, set priorities across new customer segments.
* Define yearly plan based on committee input outlining strategies and tactics for sales and acquisition budgets and growth targets.
* Ensure regular contacts with all stakeholders of corporate groups; convince clinical opinion leaders via presentations, trials, etc.
* Negotiate on C‑Level, including Purchasing & Clinical teams to fix winning collaboration models framed in contracts.
* On assigned accounts, set up customer‑specific mid‑term business plan; create strategic partnership with integrated solutions.
* Implement defined collaboration with local organizations and coordinate activities with Marketing, Training, Sales, and back office.
* Act as single point of contact for customer requests and coordinate follow‑up with internal departments.
* Build best practices; increase conversion rate through lessons learned and new ideas.
* Visit clinics regularly to evaluate opportunities and ensure implementation of plans.
* Conduct quarterly reviews with management teams of both companies.
* Network with other regional KAMs for best practice sharing and value propositions.
* Contribute to a global centre of competence for operational management of DSOs.
Education/Experience
* Bachelor’s Degree in Health Sciences, Business Studies, Biomedical Engineering or Dental background (Dentist, Dental technician).
* Mid to senior level experience as KAM or closing larger, complex deals.
* Experience in Health/Medical Industry required.
* Knowledge of planning Marketing & Sales strategies, market & competition analysis.
* Fluent in Italian & English (oral and written).
Required Minimum Professional Experience
* At least 5 years experience in sales; dental market experience considered a plus.
* Energetic, straight‑forward, performance‑driven professional with entrepreneurial spirit.
* Proactive, self‑initiative personality with can‑do attitude.
* Ability to think outside the box.
* Customer‑centric attitude.
* Strong negotiating and sales/closing skills.
* Excellent communication skills, demonstrated in a multi‑lingual environment.
* Data analysis skills.
* Team‑oriented attitude.
* Self‑starter; institutionally processes while maintaining entrepreneurship.
* Ability to achieve results pragmatically in dynamic and innovative organization.
* High level of integrity, commitment and ethics.
Seniority Level
Mid‑Senior level
Employment Type
Full‑time
Job Function
Sales and Business Development
Industries
Medical Equipment Manufacturing
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