17 set - Bologna
Straumann Group
Overview
As a Key Account Manager DSO in Italy, you will drive growth across an assigned portfolio of dental service organizations and corporate groups. You’ll execute the commercial strategy, strengthen key relationships, and promote the Straumann Group portfolio to boost adoption and profitability. You will partner with cross-functional teams to deliver a seamless customer experience and implement commercial initiatives. This is a role for a results-driven professional shaping growth in a regulated, healthcare-facing market.
Responsabilità
- Manage and grow an assigned DSO portfolio to optimize sales and satisfaction
- Build long-term relationships with purchasing, clinical and operational stakeholders
- Develop account plans aligned with commercial priorities
- Identify opportunities to expand share of wallet across Implantology, Biomaterials, Orthodontics, Digital Solutions and Lab solutions
- Monitor performance and drive actions to support business growth
- Identify and develop new DSO opportunities within the territory
- Assess commercial potential of corporate dental groups and map relationships
- Support customer acquisition and expand the DSO customer base
- Prepare commercial proposals and assist in contract negotiations
- Coordinate implementation of commercial agreements with internal teams
- Ensure timely execution of initiatives and follow-up on commitments
- Participate in customer business reviews when needed
- Collaborate with Sales,
Marketing, Clinical Affairs, Customer Care, Finance, Training and Digital Solutions for integrated experiences
- Coordinate internal resources for customer projects and commercial activities
- Share customer feedback and market insights for continuous improvement
- Achieve sales, revenue and profitability objectives
- Maintain accurate sales forecasts, CRM updates and pipeline management
- Monitor KPIs and identify opportunities to improve performance
- Report progress to the Head of DSO Italy
- Monitor competitor activities and market trends
- Stay updated on Straumann Group products, services and industry trends
Requisiti fondamentali
- Bachelor's degree in Business, Health Sciences, Biomedical Engineering or related field; dental background is a plus
- Fluent Italian and English
- 5 years of experience in Key Account Management or complex B2B sales
- Experience managing medium to large customer accounts
- Experience in Medical Devices, Healthcare, Dental or other regulated industries is preferred
- Experience working with multiple internal stakeholders in a commercial environment
- Proven ability to achieve sales targets and develop long-term relationships
- Customer relationship management
- Negotiation
- Results-oriented execution
- CRM updates and pipeline management
- Sales data analysis
- Market intelligence and competitive analysis
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