Key Account Manager Enterprise Solutions (DSO)
Join to apply for the Key Account Manager Enterprise Solutions (DSO) role at Straumann Group.
Responsibilities
* Reporting solid line to the Head of DSO Italy, responsible for maximizing the share of wallet of the Straumann Group Solutions in the DSO channel, prioritizing increasing market penetration by developing growth plans for existing DSO customers, gaining new customers, and expanding the portfolio in Key accounts.
* Managing the DSO strategies and objectives defined by the DSO Steering Committee Italy, aligning quarterly to follow up on progress and make adjustments.
* Working in close synergy with the Head of DSO Italy for implementation and execution of local tactics to achieve company’s strategy and targets.
* Increasing sales (short-term and long-term) and market share by penetrating the Straumann Group portfolio, driving assigned growth projects.
* Mapping dental chains and clinic groups, observing the marketplace for corporate dentistry, researching competition.
* Initiating and following up relationships with stakeholders to understand business potential, unmet needs, and defining segmentation and priorities for new customer segments.
* Defining a yearly plan based on committee input, outlining strategies and tactics for achieving sales, acquisition budgets, and growth targets.
* Maintaining regular contacts with stakeholders of corporate groups, convincing DSO clinical opinion leaders through presentations, trials, and scientific team engagement.
* Negotiating on C-level, including purchasing and clinical teams, to fix collaboration models framed in contracts.
* Setting up customer‑specific short‑to‑mid‑term business plans on existing accounts.
* Implementing collaboration with local organization and coordinating activities with Marketing, Training, Sales, and back office.
* Serving as single point of contact for all customer requests and coordinating follow‑up with internal departments.
* Building best practices and increasing conversion rate over time through lessons learned and testing new ideas.
* Visiting clinics within large organizations to evaluate opportunities and ensure proper implementation of centrally agreed plans.
* Conducting quarterly reviews with management teams of both companies.
* Networking with regional KAMs for best practice sharing and DSO‑specific value propositions.
* Contributing to a global center of competence for operational management of DSOs and being an ambassador of STG mindset.
Qualifications
* Bachelor’s Degree (Health Sciences, Business Studies, Biomedical Engineering) or dental background (Dentist, Dental technician).
* Mid to senior level experience as KAM or closing larger, complex deals in a sales function.
* Experience in the Health/Medical Industry is a condition.
* Knowledge of planning Marketing & Sales strategies, Market & Competition analysis.
* Fluent in Italian & English (oral and written).
* At least 5 years experience in sales; experience in dental market a plus.
* Energetic, straight‑forward, performance‑driven professional with entrepreneurial spirit and strong execution abilities.
* Pro‑active, self‑initiative personality with a can‑do attitude.
* Ability to think outside the box.
* Customer‑centric attitude.
* Strong negotiating and sales/closing skills.
* Excellent communication skills in a multi‑lingual environment.
* Data analysis skills.
* Team oriented attitude.
* Self‑starter, able to develop processes without giving up entrepreneurship.
* Ability to achieve results pragmatically in a dynamic and innovative organization.
* High integrity, commitment, and ethics.
Seniority level
Mid‑Senior level
Employment type
Full‑time
Job function
Sales and Business Development
Industries
Medical Equipment Manufacturing
#J-18808-Ljbffr