Key Account Manager DSO

Dentsply Sirona Inc.; Napoli; Ibrido; EUR 46.000 - 55.000; Tempo pieno

Vantaggi offerti da questo lavoro

Company car

Supplementary health insurance

Employee Assistance Program (EAP)

LinkedIn Learning and mentoring

Company laptop and mobile phone

Descrizione del lavoro

Dentsply Sirona in Northern Italy is seeking a Key Account Manager to develop and grow the DSO business across Northern Italy, managing and developing assigned accounts, retaining and renewing customers, and acquiring new business.

You will handle the end-to-end sales cycle, collaborating with the Business Development Manager and internal stakeholders, building strategic relationships with key decision-makers, and monitoring market opportunities to expand presence in the segment.

Competenze

• 5+ years of experience in the MedTech industry
• Solid experience in Key Account Management, Business Development, and commercial negotiation
• Familiarity with CRM tools, forecasting, and account planning
• Good command of English
• Based in Northern Italy (Lombardy or Veneto)
• Willingness to travel up to 70% of working time

Mansioni

• Manage and develop assigned DSO accounts, defining strategies and account plans aimed at driving revenue growth and year-over-year performance.
• Build and strengthen strategic relationships with key decision-makers, developing long-term partnerships.
• Drive customer retention and contract renewals by monitoring customer satisfaction and identifying growth opportunities.
• Develop new business and acquire new DSO customers, expanding the company’s presence in the segment.
• Manage the end-to-end sales cycle from opportunity qualification through negotiations and closing of contracts and tenders.
• Manage CRM, pipeline, and quarterly forecasting with proper account segmentation and prioritization.

Conoscenze

Key account management

Business development

Commercial negotiation

English (strong)

Formazione

Degree in Business, Marketing or Life Sciences

Strumenti

CRM tools

Forecasting

Account planning

Descrizione del lavoro

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Dentsply Sirona is the world’s largest manufacturer of professional dental products and technologies, with over a century of innovation and service to the dental industry and patients worldwide. Dentsply Sirona develops, manufactures, and markets a comprehensive solutions offering including dental and oral health products as well as other consumable medical devices under a strong portfolio of world class brands.

Dentsply Sirona’s products provide innovative, high-quality, and effective solutions to advance patient care and deliver better and safer dental care. Dentsply Sirona’s headquarter is located in Charlotte, North Carolina. The company’s shares are listed in the United States on NASDAQ under the symbol XRAY. Visit www.dentsplysirona.com for more information about Dentsply Sirona and its products.

Key Account Manager – DSO | Northern Italy

The successful candidate will be responsible for developing and growing the DSO business across Northern Italy, through the management and development of assigned accounts, retention and renewal of existing customers, and acquisition of new business. The role will manage the end-to-end sales cycle, working closely with the Business Development Manager and key internal stakeholders.

Key Responsibilities

• Manage and develop assigned DSO accounts, defining strategies and account plans aimed at driving revenue growth and year-over-year performance.
• Build and strengthen strategic relationships with key decision-makers, developing long-term partnerships.
• Drive customer retention and contract renewals by monitoring customer satisfaction, anticipating potential issues, and identifying new growth opportunities.
• Develop new business and acquire new DSO customers, expanding the company’s presence within the segment.
• Manage the end-to-end sales cycle, from opportunity qualification through negotiation and closing of contracts, proposals, tenders, and framework agreements.
• Manage CRM, pipeline, and quarterly forecasting, ensuring effective account segmentation, opportunity prioritization, and accurate sales forecasts.
• Collaborate closely with the Business Development Manager and internal teams, ensuring an effective handover of opportunities and coordinating with Sales, Marketing, Finance, Customer Service, and Sales Support.
• Monitor the market, competitors, and emerging opportunities, ensuring appropriate escalation of international, complex, or non-standard opportunities.

Candidate Profile

• Degree in Business, Marketing, Life Sciences, or an equivalent field.
• At least 5 years of experience in the MedTech industry, ideally in commercial roles with direct responsibility for strategic customers.
• Solid experience in Key Account Management, Business Development, and commercial negotiation.
• Proven ability to develop complex accounts, manage sales pipelines and commercial opportunities, and achieve growth targets.
• Familiarity with CRM tools, forecasting, and account planning.
• Excellent relationship-building and negotiation skills, with the ability to engage effectively with senior stakeholders and decision-makers.
• Good command of English.
• Based in Northern Italy, preferably in Lombardy or Veneto.
• Willingness to travel up to 70% of working time, primarily to ensure an effective presence with customers and prospects.

What We Offer

• Annual gross salary (RAL): €46,000-55,000. The job level and compensation package will be determined within the stated range based on the candidate’s experience, skills, and seniority, as well as the level of responsibility associated with the position, in accordance with principles of equity and transparency and based on objective, gender-neutral criteria.
• Variable bonus of up to 30% of base salary.
• Company car, also available for personal use.
• Supplementary health insurance and additional insurance coverage.
• Employee Assistance Program (EAP).
• Continuous learning and professional development opportunities, including mentoring, coaching, and LinkedIn Learning.
• Company laptop and mobile phone.

We invite candidates to remove from their CV any information relating to gender, marital status, caregiving responsibilities, or any other information that may not be relevant to the recruitment and selection process.

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Equal Opportunity Employer: Dentsply Sirona is an Equal Opportunity Employer. All qualified applicants will be considered without unlawful discrimination or regard for race, color, religion, sex, sexual orientation, sexual or gender identity, national or ethnic origin, age, marital status, disability, genetic factors, military and veteran status, or any other characteristics protected by applicable local law.

Eligibility:All successful applicants must be eligible to work in the country the position is based.

Agencies:Please note that Dentsply Sirona does not accept or respond to unsolicited requests or applications submitted by Recruitment Agencies/ Search Firms.