Key Account Manager Dso
Pubblicato il 17-09-2026 - Straumann Group in Bologna
OverviewAs 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.
ResponsabilitàManage 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 fondamentaliBachelor'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