Key Account Manager DSO

Reporting 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. The priority is increasing market penetration by developing growth plans for existing DSO customers and gaining new customers, while keeping and expanding the portfolio of Straumann products in the key accounts already assigned. The KAM aims to become a long‑term strategic partner to the customer.

The DSO strategies and objectives are defined by the DSO Steering Committee Italy, which includes the Straumann Country Manager, the Head of DSO EMEA, and the Head of DSO Italy. The committee sets the strategy, yearly objectives for the KAM, and meets quarterly to review progress and make adjustments.

• Working in close synergy with the Head of DSO Italy for implementation and execution of local tactics to achieve the Company’s strategy and targets.
• Managing sales (short and long term) and market share, increasing partner company revenues by penetrating the Straumann Group portfolio and driving assigned growth projects.
• Mapping dental chains and clinic groups and their major stakeholders (including investors where applicable) and observing the corporate dentistry marketplace (trends, competition, etc.).
• Initiating and following up relationships to understand size, business model, potential, current providers and unmet needs for dental implant, regenerative, ortho and lab offerings, both analogue and digital; defining segmentation, sales opportunities, and priorities to address new customer segments.
• Defining a yearly plan based on Committee input that outlines strategies and tactics to achieve sales, acquisition budgets and growth targets for each account.
• Maintaining regular contact with all corporate group stakeholders (owner, purchasing, expansion, marketing, clinical) and focusing on convincing DSO clinical opinion leaders and decision makers of our solutions through presentations, trial organization, and collaboration with our clinical and scientific team.
• Negotiating at the C‑Level, including purchasing and clinical teams, to finalize winning collaboration models framed in contracts.
• On assigned existing accounts, setting up a customer‑specific short‑to‑mid‑term business plan in collaboration with the account to create a strategic partnership, including integrated Straumann solutions and consulting on business development.
• Initiating and following up relationships with DSO partners to understand unmet needs, business potential, structure and future growth levers.
• Implementing the defined collaboration with the local organization and coordinating activities with Marketing, Training, Sales, and back‑office, especially the Sales Force.
• Acting as the single point of contact for all customer requests and coordinating follow‑up with all internal departments.
• Building best practices in working with large organisations, increasing conversion rates by applying lessons learned and testing new ideas.
• Regularly visiting clinics of large organisations to evaluate opportunities and ensure proper implementation of centrally agreed plans.
• Conducting quarterly reviews with the management teams of both companies.
• Networking with other regional KAMs to share best practices and develop DSO‑specific value propositions including all Straumann offerings, and external companies (e.g., for stock management, practice management).
• Contributing to a global centre of competence for operational management of DSOs and acting as an ambassador of STG mindset and a role model within the team.

• Bachelor’s Degree (Health Sciences, Business Studies, Biomedical Engineering) or Dental background (Dentist, Dental technician).
• Mid‑level experience as a Key Account Manager or closing larger, complex deals in a sales function.
• Experience in the Health/Medical industry is a requirement.
• Knowledge of planning marketing & sales strategies, market & competition analysis.
• Fluency in Italian & English (oral and written).

• At least 5 years of sales experience, with experience in the dental market considered a plus.
• Energetic, straightforward and performance‑driven professional with an entrepreneurial spirit and strong execution abilities.
• Pro‑active and self‑initiated personality with a can‑do attitude.
• Ability to think outside the box.
• Customer‑centric attitude.
• Strong negotiation and sales/closing skills.
• Excellent communication skills, demonstrated in a multilingual environment.
• Data analysis skills.
• Team‑oriented attitude “play your teammate good”.
• Ability to be a self‑starter and develop processes, institutionalizing them without losing entrepreneurship.
• Ability to achieve results pragmatically in a dynamic and innovative organization.
• High level of integrity, commitment and ethics.

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.