Senior Key Account Manager DSO

La retribuzione annua base prevista per questa posizione è compresa tra EUR 58.000 e EUR 73.000. 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 directly to the Head of DSO Italy, the Senior Key Account Manager is responsible for developing and executing the strategic growth of Straumann Group’s most complex and high-value DSO partnerships in Italy.

The role goes beyond traditional account management by acting as a trusted strategic advisor to executive stakeholders, driving long-term business partnerships, identifying new market opportunities, and shaping the DSO commercial strategy together with the Head of DSO Italy.

As one of the most senior commercial representatives within the DSO organization, the Senior KAM leads complex negotiations, sponsors cross-functional initiatives, mentors less experienced Key Account Managers, and contributes to the continuous evolution of Straumann’s DSO business model.

Key Responsibilities

Strategic Business Development

• Own and develop the largest and most strategic DSO partnerships in Italy, maximizing long-term value creation and share of wallet across the entire Straumann Group portfolio.
• Build multi-year strategic account plans aligned with business objectives and executive customer priorities.
• Identify new business opportunities, market trends and investment opportunities within the corporate dentistry landscape.
• Actively contribute to defining the national DSO commercial strategy together with the Head of DSO Italy and the DSO Steering Committee.

Executive Relationship Management

• Build trusted relationships with C-level executives, investors, shareholders, purchasing directors, clinical leaders and key decision makers.
• Position Straumann Group as a strategic business partner rather than a product supplier.
• Influence customer business decisions through consultative selling and value-based partnership models.
• Lead executive business reviews and strategic governance meetings with key customers.

Commercial Leadership

• Lead highly complex commercial negotiations involving multi-brand solutions, long-term contracts and strategic partnerships.
• Structure innovative commercial agreements balancing customer value, profitability and sustainable growth.
• Drive cross-brand opportunities across Implantology, Orthodontics, Digital Solutions, Biomaterials and Lab business.

Cross-functional Leadership

• Coordinate multidisciplinary teams involving Sales, Marketing, Clinical Affairs, Finance, Customer Care, Training and Digital Solutions to deliver integrated customer strategies.
• Lead strategic customer projects requiring coordination across multiple internal stakeholders.
• Act as escalation point for complex customer situations.

Business Performance

• Deliver ambitious revenue, profitability and market share objectives.
• Monitor account performance through KPIs, business analytics and forecasting.
• Identify risks and proactively implement recovery plans where required.

Market Leadership

• Monitor competitive landscape, market evolution and emerging DSO trends.
• Share market intelligence with senior leadership and contribute to future commercial strategies.
• Represent Italy within the EMEA DSO community by sharing best practices and participating in international strategic initiatives.

Coaching & Knowledge Sharing

• Act as mentor and subject matter expert for other Key Account Managers.
• Share best practices in strategic account management, negotiation and customer engagement.
• Contribute to developing commercial excellence within the DSO team.

Required

Education & Experience

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

Experience

• 10+ years of successful B2B Key Account Management experience managing strategic customers.
• Significant experience negotiating complex, high-value commercial agreements at executive level.
• Proven experience managing enterprise-level accounts or corporate organizations.
• Previous experience within Medical Devices, Healthcare, Dental or highly regulated industries.
• Demonstrated ability to influence senior stakeholders internally and externally.
• Experience leading cross-functional commercial initiatives.
• International exposure is considered an advantage.

Skills & Attributes

• Strategic mindset with strong business and commercial acumen.
• Executive stakeholder management and influencing skills.
• Complex negotiation and partnership development.
• Cross-functional leadership and collaboration.
• Analytical, results-driven and customer-focused.
• High integrity, ownership and entrepreneurial spirit.

At 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.

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