Senior Key Account Manager Dso
Pubblicato il 07-08-2026 - Straumann Group in Parma
ppLa retribuzione annua base prevista per questa posizione è compresa tra EUR ****** e EUR ******.
CCNL applicato: Terziario, Distribuzione e Servizi.
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/p h3Mission /h3 pReporting 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.
/p pThe 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.
/p pAs 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.
/p h3Key Responsibilities /h3 h3Strategic Business Development /h3 ul liOwn 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.
/li liBuild multi?year strategic account plans aligned with business objectives and executive customer priorities.
/li liIdentify new business opportunities, market trends and investment opportunities within the corporate dentistry landscape.
/li liActively contribute to defining the national DSO commercial strategy together with the Head of DSO Italy and the DSO Steering Committee.
/li /ul h3Executive Relationship Management /h3 ul liBuild trusted relationships with C?level executives, investors, shareholders, purchasing directors, clinical leaders and key decision makers.
/li liPosition Straumann Group as a strategic business partner rather than a product supplier.
/li liInfluence customer business decisions through consultative selling and value?based partnership models.
/li liLead executive business reviews and strategic governance meetings with key customers.
/li /ul h3Commercial Leadership /h3 ul liLead highly complex commercial negotiations involving multi?brand solutions, long?term contracts and strategic partnerships.
/li liStructure innovative commercial agreements balancing customer value, profitability and sustainable growth.
/li liDrive cross?brand opportunities across Implantology, Orthodontics, Digital Solutions, Biomaterials and Lab business.
/li /ul h3Cross?functional Leadership /h3 ul liCoordinate multidisciplinary teams involving Sales, Marketing, Clinical Affairs, Finance, Customer Care, Training and Digital Solutions to deliver integrated customer strategies.
/li liLead strategic customer projects requiring coordination across multiple internal stakeholders.
/li liAct as escalation point for complex customer situations.
/li /ul h3Business Performance /h3 ul liDeliver ambitious revenue, profitability and market share objectives.
/li liMonitor account performance through KPIs, business analytics and forecasting.
/li liIdentify risks and proactively implement recovery plans where required.
/li /ul h3Market Leadership /h3 ul liMonitor competitive landscape, market evolution and emerging DSO trends.
/li liShare market intelligence with senior leadership and contribute to future commercial strategies.
/li liRepresent Italy within the EMEA DSO community by sharing best practices and participating in international strategic initiatives.
/li /ul h3Coaching Knowledge Sharing /h3 ul liAct as mentor and subject matter expert for other Key Account Managers.
/li liShare best practices in strategic account management, negotiation and customer engagement.
/li liContribute to developing commercial excellence within the DSO team.
/li /ul h3Required /h3 h3Education Experience /h3 ul liBachelor's Degree in Business, Health Sciences, Biomedical Engineering or related field.
Dental background is considered a strong advantage.
/li liFluent Italian and English.
/li /ul h3Experience /h3 ul li10+ years of successful B2B Key Account Management experience managing strategic customers.
/li liSignificant experience negotiating complex, high?value commercial agreements at executive level.
/li liProven experience managing enterprise?level accounts or corporate organizations.
/li liPrevious experience within Medical Devices, Healthcare, Dental or highly regulated industries.
/li liDemonstrated ability to influence senior stakeholders internally and externally.
/li liExperience leading cross?functional commercial initiatives.
/li liInternational exposure is considered an advantage.
/li /ul h3Skills Attributes /h3 ul liStrategic mindset with strong business and commercial acumen.
/li liExecutive stakeholder management and influencing skills.
/li liComplex negotiation and partnership development.
/li liCross?functional leadership and collaboration.
/li liAnalytical, results?driven and customer?focused.
/li liHigh integrity, ownership and entrepreneurial spirit.
/li /ul pAt 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:****, 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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