Key Account Manager DSO at Straumann Group

Apply for Key Account Manager DSO at Straumann Group in Milano, LOM, IT. This full‑time on‑site position offers great opportunities for career growth. Mission

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. Priority will be increasing market penetration by developing growth plans for existing DSO customers, as well as gaining new customers and keeping and increasing the portfolio of the 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 the strategy and the yearly objectives for the KAM. The committee aligns quarterly to follow up on the progress and to make adjustments if necessary. The committee can also include other local Lead Team members according to the strategic topics to discuss. Final decision will be taken by the DSO BU. Duties and Responsibilities

Working in close synergy with the Head of DSO Italy for implementation and execution of local tactics to achieve company strategy and targets. Responsible to increase sales (short‑term and long‑term) and market share. Increase partner company’s revenues by penetrating the Straumann Group portfolio successfully driving assigned growth projects. Mapping of dental chains and clinic groups and their major stakeholders (including the investors where applicable). Observing the marketplace for corporate dentistry in general (trends, competition, etc.) and initiating and following up relationships to understand size, business model, business potential, current providers and unmet needs for dental implant, regenerative, ortho and lab offerings both analog and digital. Defining segmentation, sizing sales opportunities, and setting priorities in addressing the new multiple customer segments for the Straumann Group. Defining a yearly plan based on input from the committee outlining strategies and tactics for achieving the sales and acquisition budgets and growth targets for single account. Ensuring regular contacts with all stakeholders of the corporate groups such as owner, purchasing, expansion, marketing and clinical. Particular focus on convincing the DSO clinical opinion leaders and decision makers of our solutions through presentations, organisation of trials and bringing our clinical and scientific team in contact with them. Negotiating on C‑Level, including Purchasing and Clinical team to fix 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 Group solutions and consulting them on business development. Initiate and follow up relationships with DSO partners to understand unmet needs, business potential, structure and potential future leverages of growth. Implement the defined collaboration with the local organisation and coordinate the activities with Marketing, Training, Sales, and back office, especially with the Sales Force. Act as the single point of contact for all customer requests and coordinate the follow‑up with all internal departments. Build up best practices in working with these large organisations and increase our conversion rate over time through applying lessons learned and testing new ideas. Regularly visit clinics of these large organisations to evaluate opportunities and to ensure proper implementation of centrally agreed plans. Do quarterly reviews with the management team of both companies. Network with other regional KAMs for best‑practice sharing and for DSO‑specific value propositions including all Straumann offerings, as well as external companies (e.g., for stock management, practice management). Contribute to a global centre of competence for operational management of DSOs and be an ambassador of STG mindset and a role model within the team. Education & Experience

Bachelor’s Degree in Health Sciences, Business Studies, Biomedical Engineering or Dental background (Dentist, Dental technician). Mid‑level experience as KAM or closing bigger, complex deals in a sales function. Experience in the Health/Medical Industry. Knowledge of planning Marketing & Sales strategies, Market & Competition analysis. Fluent in Italian and English, oral and written. Minimum 5‑year experience in sales, experience in dental market will be considered a plus. Key Competencies

Energetic, straight‑forward and performance‑driven professional with entrepreneurial spirit and strong execution abilities. Pro‑active and 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. Ability to be a self‑starter, develop processes, and institutionalise entrepreneurship. Ability to achieve results pragmatically in a dynamic and innovative organisation. High level of integrity, commitment and ethics. Equality and Diversity

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 the principles of UNI PDR 125:2022, the Italian standard that supports organisations 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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