Key Account Manager DSO

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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 portfo-lio 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 in order to follow up on the pro-gress and to make adjustments if necessary. The committee can also include other local Lead Team members ac-cording to the strategic topics to discuss. Final decision will be taken by the DSO BU.

Duties And Responsibilities Include, But Are Not Limited To




- Working in close synergy with the Head of DSO Italy, for implementation and execution of local tactics to achieve Company’s strategy and targets.
- TheKey Account Manager is responsible to increase sales (short term and long term) and market share. He/she works to increase the partner company’s revenues by penetrating the Straumann Group portfolio success-fully driving assigned growth projects.
- Mapping of dental chains and clinic groups and its major stakeholders (including the investors where applicable). Observing the marketplace for corporate dentistry in general (trends, competition, etc).
- Initiate and follow up relationship with them to understand size, business model, business potential, current pro-viders and unmet needs for dental implant, regenerative, ortho and lab offerings both analogue and digital. Define segmentation, size sales opportunities, and set priorities in addressing this new multiple customer segm

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