PpApply for Key Account Manager DSO at Straumann Group in Milano, LOM, IT. This full‑time on‑site position offers great opportunities for career growth. /ph3Mission /h3pReporting 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 portfolio of the Straumann Group products in the Key accounts already assigned, by becoming a long‑term strategic partner to the customer. /ppThe 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 to follow up on the progress and to make adjustments if necessary. The committee can also include other local Lead Team members according to the strategic topics to discuss. Final decision will be taken by the DSO BU. /ph3Duties and Responsibilities /h3ulliWorking in close synergy with the Head of DSO Italy for implementation and execution of local tactics to achieve company strategy and targets. /liliResponsible to increase sales (short‑term and long‑term) and market share. Increase partner company’s revenues by penetrating the Straumann Group portfolio successfully driving assigned growth projects. /liliMapping of dental chains and clinic groups and their major stakeholders (including the investors where applicable). /liliObserving the marketplace for corporate dentistry in general (trends, competition, etc.) and initiating and following up relationships to understand size, business model, business potential, current providers and unmet needs for dental implant, regenerative, ortho and lab offerings both analog and digital. /liliDefining segmentation, sizing sales opportunities, and setting priorities in addressing the new multiple customer segments for the Straumann Group.



/liliDefining a yearly plan based on input from the committee outlining strategies and tactics for achieving the sales and acquisition budgets and growth targets for single account. /liliEnsuring regular contacts with all stakeholders of the corporate groups such as owner, purchasing, expansion, marketing and clinical. /liliParticular focus on convincing the DSO clinical opinion leaders and decision makers of our solutions through presentations, organisation of trials and bringing our clinical and scientific team in contact with them. /liliNegotiating on C‑Level, including Purchasing and Clinical team to fix winning collaboration models framed in contracts. /liliOn assigned existing accounts, setting up a customer‑specific short‑to‑mid‑term business plan in collaboration with the account to create a strategic partnership including integrated Straumann Group solutions and consulting them on business development. /liliInitiate and follow up relationships with DSO partners to understand unmet needs, business potential, structure and potential future leverages of growth. /liliImplement the defined collaboration with the local organisation and coordinate the activities with Marketing, Training, Sales, and back office, especially with the Sales Force. /liliAct as the single point of contact for all customer requests and coordinate the follow‑up with all internal departments. /liliBuild up best practices in working with these large organisations and increase our conversion rate over time through applying lessons learned and testing new ideas. /liliRegularly visit clinics of these large organisations to evaluate opportunities and to ensure proper implementation of centrally agreed plans. /liliDo quarterly reviews with the management team of both companies.



/liliNetwork with other regional KAMs for best‑practice sharing and for DSO‑specific value propositions including all Straumann offerings, as well as external companies (e.g., for stock management, practice management). /liliContribute to a global centre of competence for operational management of DSOs and be an ambassador of STG mindset and a role model within the team. /li /ulh3Education Experience /h3ulliBachelor’s Degree in Health Sciences, Business Studies, Biomedical Engineering or Dental background (Dentist, Dental technician). /liliMid‑level experience as KAM or closing bigger, complex deals in a sales function. /liliExperience in the Health/Medical Industry. /liliKnowledge of planning Marketing Sales strategies, Market Competition analysis. /liliFluent in Italian and English, oral and written. /liliMinimum 5‑year experience in sales, experience in dental market will be considered a plus. /li /ulh3Key Competencies /h3pEnergetic, straight‑forward and performance‑driven professional with entrepreneurial spirit and strong execution abilities. Pro‑active and self‑initiative personality with a can‑do attitude. Ability to think outside the box. Customer‑centric attitude. Strong negotiating and sales/closing skills. Excellent communication skills in a multi‑lingual environment. Data analysis skills. Team‑oriented attitude. Ability to be a self‑starter, develop processes, and institutionalise entrepreneurship. Ability to achieve results pragmatically in a dynamic and innovative organisation. High level of integrity, commitment and ethics. /ph3Equality and Diversity /h3pWe 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 the principles of UNI PDR 125:2022, the Italian standard that supports organisations 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 /p #J-18808-Ljbffr

📌 Key account manager dso at straumann group (Milano)
🏢 Straumann Group
📍 Milano