Key Account Manager - DSO

Institut Straumann AG; Barcelona; Híbrido; EUR 60.000 - 90.000; Jornada completa

Descripción de la vacante

Institut Straumann AG seeks a Key Account Manager for the Iberian DSO Team in Spain. You will maximize wallet share within active customers and drive growth with new acquisitions, serving as a strategic partner across Straumann Group offerings.

You will negotiate at C-Level, coordinate with internal teams, and build long-term customer relationships. Remote work is allowed with Madrid office access; travel ~40-50% is required.

Formación

• Fluent English required, oral and written.
• Bachelor’s degree in business administration, life sciences or equivalent.
• Experience in a KAM or equivalent sales role with a proven track record in closing complex deals.
• Ability to analyze data and generate reports on defined metrics.
• Willingness to travel 40-50% and remote work possible from Madrid.

Responsabilidades

• Understand account strategies and identify growth potential.
• Negotiate with C-level, purchasing and clinical teams to fix winning collaboration models.
• Coordinate with internal departments to ensure timely delivery and support.
• Build long-term partnerships with active customers and expand Straumann portfolio.
• Support development of the digital Straumann ecosystem and share best practices.

Conocimientos

Fluent English

KAM experience

Data analysis

Educación

Bachelor's degree in business administration or life sciences

Descripción del empleo

About the role

Join us in our Dental Service Organization Unit (DSO) and become part of our Iberian DSO Team. We are looking for you as Key Account Manager (m/f/d) In this role, you will report directly into the Head of DSO Sales Spain, and be responsible for maximizing the share of wallet of the Straumann Group Solutions within our active customers, plus support the development of this growing segment through the acquisition of new customers. You will focus on keeping and increasing the portfolio of the Straumann Group products by becoming a long-term strategic Partner with the customers.

In this role you will…

• Understand the strategies, objectives and needs of the assigned accounts. Create insights by benchmarking and comparative market analytics.
• Initiate and follow up relationship with them to understand size, business model, business potential, current providers and unmet needs for dental implant, regenerative and lab offerings with a strong focus on the digital Straumann eco system.
• Ensure regular contacts with all stakeholders of the corporate groups such as owner, purchasing, expansion, marketing and clinical. Particular focus is to convince the DSO clinical opinion leaders and decision makers of our solutions through presentations, organization of trials and bringing our clinical and scientific team in contact with them.
• Negotiate on C-Level, including Purchasing and Clinical team in order to fix winning collaboration models framed in contracts.
• Be the single point of contact for all customer requests and coordinate the follow up with all the internal departments.
• Build up best practices in working with these large organizations and increase our conversion rate over time through applying lessons learnt but also through testing new ideas.
• Develop and unlock growth potential of our customers, increasing sales for both short term and long term, and ultimatively increase the company market share. He/she works to increase a company’s revenues by penetrating the Straumann Group portfolio within the agreed customer base, and successfully drive assigned growth projects.
• Networking with other regional CSN’s (e.g. USA) for best practice sharing and for DSO specific Value propositions including all Straumann Group offerings as well as external companies (e.g. for stock management, practice management).
• Contribute to a global center of competence for operational management of DSOs.

Personal attributes and cultural fit that would help the position holder succeed in this role

• Strong service skills and customer focus .
• Self-starter with ability to develop things, using previous experience, institutionalizing processes without giving up entrepreneurship .
• Proven experience and successes in a customer facing role including interaction with customer senior management.
• Knowledge on implementing and supporting the implementation of Marketing & Sales strategies, Market & Competition analysis.
• Health industry, dental or medical device experience preferred. With emphasis on digital adoption.
• “Can do attitude”, a structured work method, strong analytical skills and good time management complete your profile.
• Excellent oral and written communication, decision making, presentation, human relations, and organizational and project management skills.
• Convincing personality with stamina and perseverance.
• Passionate and creative team player with a strong sense of accountability.

Qualification and requirements:

• Fluent English required, oral and written.
• Bachelor’s degree in business administration, life sciences or equivalent.
• Experience in a KAM or equivalent sales role with proven track record in closing and implementing bigger, complex deals in a sales function within Health/Medical Industry, ideally experience in dental field.
• Ability to analyze data and generate reports on metrics defined by management.
• Remote working possible, with office accessibility in Madrid. No special physical demands required.
• Willingness to travel about 40-50% of your time.

Our offer

• A creative, inspired and engaged team on a mission: #More than Creating Smiles, Restoring Confidence.
• The chance to create your footprint in the dental industry.
• An informal, hands-on working environment with opportunities to grow - it's fun to work with us.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.