Key Account Manager DSO

La retribuzione annua base prevista per questa posizione è compresa tra EUR 50.000 e EUR 58.000. CCNL applicato: Terziario, Distribuzione e Servizi. Il posizionamento all’interno del range sarà definito in funzione dell’esperienza e delle competenze del/la candidato/a in relazione ai requisiti del ruolo. Eventuali componenti retributive aggiuntive o variabili saranno illustrate nel corso del processo di selezione.

Mission

Reporting to the Head of DSO Italy, the Key Account Manager DSO is responsible for developing and growing an assigned portfolio of Dental Service Organizations (DSOs) and corporate dental groups in Italy.

The role focuses on executing the commercial strategy, strengthening customer relationships, identifying new business opportunities, and increasing the adoption of Straumann Group solutions across the assigned accounts. Working closely with internal cross-functional teams, the Key Account Manager ensures excellent customer experience and successful implementation of commercial initiatives to achieve sales and profitability targets.

Key Responsibilities

Account Management

• Manage and develop an assigned portfolio of DSO customers to maximize sales performance and customer satisfaction.
• Build and maintain long-term relationships with purchasing, clinical and operational stakeholders within assigned accounts.
• Develop account plans aligned with the commercial priorities defined by the Head of DSO Italy.
• Identify opportunities to increase share of wallet by promoting the full Straumann Group portfolio, including Implantology, Biomaterials, Orthodontics, Digital Solutions and Lab solutions.
• Monitor customer performance and proactively identify actions to support business growth.

Business Development

• Identify and develop new DSO opportunities within the assigned territory.
• Map corporate dental groups, understand their business models and assess commercial potential.
• Analyze customer needs and recommend appropriate Straumann Group solutions.
• Support customer acquisition activities and contribute to expanding the DSO customer base.

Commercial Execution

• Prepare commercial proposals and support contract negotiations within approved commercial guidelines.
• Coordinate the implementation of commercial agreements together with internal stakeholders.
• Ensure timely execution of agreed initiatives and follow-up on customer commitments.
• Participate in customer business reviews and performance discussions when required.

Cross-functional Collaboration

• Work closely with Sales, Marketing, Clinical Affairs, Customer Care, Finance, Training and Digital Solutions teams to deliver an integrated customer experience.
• Coordinate internal resources to support customer projects and commercial activities.
• Share customer feedback and market insights to support continuous business improvement.

Business Performance

• Achieve assigned sales, revenue and profitability objectives.
• Maintain accurate sales forecasts, CRM updates and pipeline management.
• Monitor KPIs and identify opportunities to improve account performance.
• Report business progress and commercial activities to the Head of DSO Italy.

Market Intelligence

• Monitor competitor activities and developments within the corporate dentistry market.
• Identify emerging customer needs and share market insights with the DSO team.
• Stay updated on Straumann Group products, services and industry trends.

Required

Education & Experience

• Bachelor’s Degree in Business, Health Sciences, Biomedical Engineering or related field. A dental background is considered an advantage.
• Fluent Italian and English.

Experience

• 5 years of experience in Key Account Management or complex B2B sales.
• Experience managing medium to large customer accounts.
• Previous experience within Medical Devices, Healthcare, Dental or another regulated industry is preferred.
• Experience working with multiple internal stakeholders in a commercial environment.
• Proven ability to achieve sales targets and develop long-term customer relationships.

Skills & Competencies

• Strong customer relationship management skills.
• Commercial mindset with solid negotiation abilities.
• Results-oriented with strong execution capabilities.
• Excellent communication and presentation skills.
• Analytical approach and ability to interpret sales data.
• Planning and organizational skills.
• Ability to manage multiple priorities in a dynamic environment.
• Collaborative mindset and strong cross-functional teamwork.
• Customer-centric attitude with a proactive approach to problem solving.
• High integrity, accountability and ownership.

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