Key Account Manager - Strategic Enterprise Solutions

Straumann Group; Dumfries; On-site; GBP 60,000 - 90,000; Full time

Job summary

Straumann Group recherche un professionnel de la gestion des relations pour diriger la stratégie avec des partenaires DSO clés. Ce poste requiert une expérience prouvée dans la gestion de comptes stratégiques dans les secteurs de la santé ou du dental, ainsi que des compétences en gestion de projets et en influence des parties prenantes. Vous serez chargé de la planification et de la mise en œuvre d'initiatives au sein d'un réseau en expansion, tout en garantissant des résultats commerciaux significatifs et une collaboration interfonctionnelle.

Qualifications

• Expérience dans la gestion de comptes stratégiques complexes dans le secteur de la santé ou du dental.
• Capacité à influencer des parties prenantes senior et à naviguer des complexités organisationnelles.
• Compétences avérées en gestion de projets et livraison de résultats mesurables.

Responsibilities

• Gérer la relation avec des partenaires DSO stratégiques.
• Planifier, exécuter et suivre des initiatives clés au sein du réseau DSO.
• Développer des opportunités commerciales au sein des comptes existants.

Skills

Gestion des parties prenantes

Compétences interpersonnelles

Gestion de projets

Acumen commercial

Littératie technique

Education

Bachelor en affaires, santé ou domaine connexe

Postgraduate ou qualifications professionnelles

Job description

Key Responsibilities

Strategic Relationship Management

• Own the end-to-end relationship with one of Straumann’s most strategic DSO partners.
• Act as the main point of contact for senior stakeholders within the customer organisation, including C-suite executives, operational leaders, and clinical influencers.
• Build a deep understanding of the customer’s strategy, challenges, and goals – and position Straumann as a trusted, long-term partner.
• Navigate challenging conversations and find mutually beneficial solutions in high-pressure scenarios.
  
  

Programme & Project Management

• Lead the planning, execution, and tracking of key joint initiatives, pilots, and implementations across the DSO network.
• Coordinate internal Straumann teams (sales, marketing, clinical, operations, digital solutions) to ensure timely delivery of projects and outcomes.
• Monitor key KPIs, report progress, and adapt plans to ensure alignment with customer and business objectives.
  
  

Account Development & Commercial Growth

• Identify and develop commercial opportunities within the existing account – including new site rollouts, adoption of digital workflows, training programmes, and portfolio expansion.
• Build strategic account plans with clear goals, timelines, and revenue targets, and drive execution across all levels.
• Leverage data and insights to shape proposals and influence decision-making at customer level.
  
  

Cross-functional Collaboration

• Act as the internal voice of the customer, advocating for their needs while ensuring alignment with Straumann’s strategic direction.
• Influence and collaborate with internal stakeholders to remove obstacles, secure resources, and drive account success.
• Facilitate regular governance meetings with internal and external stakeholders to maintain momentum and alignment.
• Market & Industry Intelligence
• Stay informed about the DSO and dental markets, including competitor activity, regulatory developments, and technology trends.
• Use market insights to anticipate customer needs and shape strategic proposals that differentiate Straumann from competitors.
  
  

Qualifications & Experience

• Experience: Proven track record managing complex, strategic accounts in healthcare, medtech, pharma, or the dental industry. Experience working with or within DSOs is highly desirable.
• Stakeholder Management: Exceptional interpersonal and communication skills, with a demonstrated ability to influence senior stakeholders and navigate organisational complexity.
• Project Management: Strong organisational and programme management skills. Experience leading multi-stakeholder initiatives and delivering measurable outcomes.
• Commercial Acumen: Able to drive commercial outcomes while maintaining strategic relationship value.
• Technical Literacy: Comfortable with digital health solutions, practice management systems, and workflows; able to translate technical concepts into business benefits.
• Education: Bachelor's degree in Business, Healthcare, or a related field. Postgraduate education or professional qualifications are a plus.
  
  

17553