Key Account Manager - Strategic Enterprise Solutions

Institut Straumann AG; London; On-site; GBP 50,000 - 80,000; Full time

Job summary

A leading company in the dental industry is seeking a Strategic Account Manager to manage key relationships with DSO partners. This role involves project management, stakeholder engagement, and driving commercial growth. The ideal candidate will have a strong background in healthcare account management and exceptional communication skills, contributing to the overall success of strategic partnerships.

Qualifications

• Proven track record managing complex, strategic accounts in healthcare or dental industry.
• Exceptional interpersonal and communication skills.
• Strong organisational and programme management skills.

Responsibilities

• Own the end-to-end relationship with strategic DSO partners.
• Lead the planning and execution of key joint initiatives.
• Identify and develop commercial opportunities within existing accounts.

Skills

Stakeholder Management

Project Management

Commercial Acumen

Technical Literacy

Education

Bachelor's degree in Business, Healthcare, or related field

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.