Manager / Sr Manager - Key Accounts (DSO), India

Institut Straumann AG; Delhi; On-site; INR 1,500,000 - 2,200,000; Full time

Job summary

Institut Straumann AG in India seeks a Regional Sales Leader for the North & East Zone to drive growth with DSOs. You will manage key accounts, develop strategic plans, and lead contract negotiations while coordinating with internal teams to deliver superior service.

The role requires 5+ years in sales/account management within healthcare, a strong customer focus, and the ability to travel across the North Zone.

Qualifications

• 5+ years of experience in sales, account management, or business development.
• Experience in dental or healthcare industries preferred.
• Experience managing relationships with large accounts or DSOs.
• MBA with Marketing and Sales specialization is a plus.

Responsibilities

• Manage and nurture key DSO relationships in the North Zone.
• Drive sales growth and meet regional revenue targets.
• Lead contract negotiations and renewals with DSOs.
• Ensure prompt, effective customer support and issue resolution.
• Collaborate with Sales, Marketing, Product Development and Customer Service.
• Monitor market trends and report regional performance to the National Sales Manager.
• Represent the company at industry events and client meetings.

Skills

Sales

Negotiation

Communication

CRM systems

Microsoft Office

Time management

Problem solving

Customer focus

Dental industry knowledge

Education

Bachelor's degree in Business Administration

MBA in Marketing & Sales

Job description

Job Overview:

In this role you will be responsible for managing and driving business growth within the North, East Zone, focusing on developing and maintaining strong relationships with Dental Service Organizations (DSOs) across the region. This role will involve a combination of strategic account management, sales growth, customer support, and collaboration with internal teams. You will report to the National Sales Manager and will implement the company’s regional strategy while aligning with national business objectives.

Key Responsibilities:

• Account Management & Relationship Building: Manage and nurture key relationships with DSOs in the North Zone. Act as the primary point of contact for all client inquiries and issues, ensuring high customer satisfaction and long-term partnerships.


• Sales & Business Development: Drive sales growth by identifying opportunities within existing accounts, developing new business, and ensuring the region meets the revenue targets.


• Strategic Account Plans: Develop and execute tailored account plans for each DSO, ensuring that the company’s solutions align with client needs and objectives. Focus on both short-term wins and long-term relationship-building.


• Contract Negotiation & Renewals: Lead contract negotiations, including pricing, terms, and conditions, with DSOs. Ensure the successful renewal and expansion of service agreements.


• Customer Support & Satisfaction: Ensure prompt and effective resolution of client issues, acting as a key resource to enhance the client experience. Collaborate with internal teams to deliver exceptional service.


• Collaboration & Coordination: Work closely with the Sales, marketing, product development, and customer service teams to align on regional strategies, share insights, and ensure clients’ needs are met effectively.


• Market Intelligence & Reporting: Monitor market trends, competitor activities, and regulatory changes in the dental industry within the North and East Zone. Provide regular updates to the National Sales Manager on regional market conditions, performance metrics, and sales forecasts.


• Training & Development: Educate DSOs about the company’s products and services, ensuring they are well-informed and can maximize the benefits from partnerships.


• Event & Relationship Management: Represent the company at relevant industry events, conferences, and client meetings within the North Zone to build brand presence and strengthen client relationships.

Qualifications & Experience:

• Education: Bachelor’s degree in business administration, Marketing, Healthcare Management, or a related field.

• Preference will be given to MBAs with specialization in Marketing and Sales; and Dentists with proven sales experience

• Experience: 5+ years of experience in sales, account management, or business development, with a focus on dental or healthcare industries. Experience managing relationships with large accounts or DSOs is highly preferred
  Skills:
  
  
  
  • Strong sales and negotiation skills.
  
  
  • Excellent communication and interpersonal skills to build lasting relationships with clients.
  
  
  • Ability to work independently and handle multiple accounts and tasks.
  
  
  • Proficient in CRM systems, sales reporting, and Microsoft Office Suite.
  
  
  • Strong problem-solving skills and a customer-first approach.
  
  
  • Knowledge of the dental industry, particularly DSOs, is highly beneficial.
  
  
  
  

Key Competencies:

• Client-Focused: Ability to build and maintain strong, long-term relationships with DSOs.


• Results-Oriented: A proactive, goal-driven professional who consistently meets or exceeds sales targets and performance goals.


• Strategic Mindset: Ability to analyze market conditions and implement strategic plans to drive success in the region.


• Collaboration: Effective team player who works well with other departments, sharing insights and collaborating to deliver the best client outcomes.


• Time Management: Strong organizational and time-management skills, able to prioritize tasks effectively.

Working Conditions:

• Full-time position based in the North Zone-Gurgaon/Delhi


• Regular travel to meet clients, manage accounts and attend events.


• Flexibility in working hours to accommodate client needs.