pLa retribuzione annua base prevista per questa posizione è compresa tra EUR 58.000 e EUR 73.000. CCNL applicato: Terziario, Distribuzione e Servizi. Il posizionamento all'interno del range sarà definito in funzione dell'esperienza e delle competenze del/la candidato/a in relazione ai requisiti del ruolo. Eventuali componenti retributive aggiuntive o variabili saranno illustrate nel corso del processo di selezione. h3Mission /h3 Reporting 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. The 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. As 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. h3Key Responsibilities /h3 ulliStrategic Business Development /liliOwn 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. /liliBuild multi-year strategic account plans aligned with business objectives and executive customer priorities. /liliIdentify new business opportunities, market trends and investment opportunities within the corporate dentistry landscape. /liliActively 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 ulliBuild trusted relationships with C-level executives, investors, shareholders, purchasing directors, clinical leaders and key decision makers. /liliPosition Straumann Group as a strategic business partner rather than a product supplier.



/liliInfluence customer business decisions through consultative selling and value-based partnership models. /liliLead executive business reviews and strategic governance meetings with key customers. /li /ul h3Commercial Leadership /h3 ulliLead highly complex commercial negotiations involving multi-brand solutions, long-term contracts and strategic partnerships. /liliStructure innovative commercial agreements balancing customer value, profitability and sustainable growth. /liliDrive cross-brand opportunities across Implantology, Orthodontics, Digital Solutions, Biomaterials and Lab business. /li /ul h3Cross-functional Leadership /h3 ulliCoordinate multidisciplinary teams involving Sales, Marketing, Clinical Affairs, Finance, Customer Care, Training and Digital Solutions to deliver integrated customer strategies. /liliLead strategic customer projects requiring coordination across multiple internal stakeholders. /liliAct as escalation point for complex customer situations. /li /ul h3Business Performance /h3 ulliDeliver ambitious revenue, profitability and market share objectives. /liliMonitor account performance through KPIs, business analytics and forecasting. /liliIdentify risks and proactively implement recovery plans where required. /li /ul h3Market Leadership /h3 ulliMonitor competitive landscape, market evolution and emerging DSO trends. /liliShare market intelligence with senior leadership and contribute to future commercial strategies. /liliRepresent Italy within the EMEA DSO community by sharing best practices and participating in international strategic initiatives.



/li /ul h3Coaching Knowledge Sharing /h3 ulliAct as mentor and subject matter expert for other Key Account Managers. /liliShare best practices in strategic account management, negotiation and customer engagement. /liliContribute to developing commercial excellence within the DSO team. /li /ul h3Required /h3 h3Education Experience /h3 ulliBachelor's Degree in Business, Health Sciences, Biomedical Engineering or related field. Dental background is considered a strong advantage. /liliFluent Italian and English. /li /ul h3Experience /h3 ulli10+ years of successful B2B Key Account Management experience managing strategic customers. /liliSignificant experience negotiating complex, high-value commercial agreements at executive level. /liliProven experience managing enterprise-level accounts or corporate organizations. /liliPrevious experience within Medical Devices, Healthcare, Dental or highly regulated industries. /liliDemonstrated ability to influence senior stakeholders internally and externally. /liliExperience leading cross-functional commercial initiatives. /liliInternational exposure is considered an advantage. /li /ul h3Skills Attributes /h3 ulliStrategic mindset with strong business and commercial acumen. /liliExecutive stakeholder management and influencing skills. /liliComplex negotiation and partnership development. /liliCross-functional leadership and collaboration. /liliAnalytical, results-driven and customer-focused. /liliHigh 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 125:2022, 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. /p strong21653 /strong /p #J-18808-Ljbffr

📌 Senior Key Account Manager DSO (Vercelli)
🏢 Straumann Group
📍 Vercelli