Key Account Manager DSO

Straumann Group; Pordenone; In loco; EUR 50.000 - 58.000; Tempo pieno

Descrizione del lavoro

Straumann Group cerca un Key Account Manager DSO in Italia per gestire e sviluppare un portfolio assegnato di DSO e gruppi odontoiatrici corporativi, aumentando la penetrazione e la redditività.

Riportando al Head of DSO Italy, lavorerai a stretto contatto con vendite, marketing, assistenza clienti e finanza per offrire soluzioni implantologiche, biomateriali, ortodonzia e servizi digitali, definendo piani di account, negoziando contratti e monitorando KPI.

Competenze

• Laurea in Business, Health Sciences, Biomedical Engineering o campo correlato.
• Fluente italiano e inglese.

Mansioni

• Gestire e sviluppare un portfolio assegnato di DSO e gruppi odontoiatrici.
• Costruire relazioni con stakeholder interni ed esterni.
• Sviluppare piani di account in linea con le priorità commerciali.
• Individuare opportunità di crescita e condividere soluzioni Straumann Group.
• Gestire proposte commerciali e supportare negoziazioni contrattuali.
• Collaborare con Sales, Marketing, Clinical Affairs, Customer Care, Finance, Training e Digital Solutions.

Conoscenze

Customer relationship

Commercial mindset

Results oriented

Communication & presentation

Analytical mindset

Planning & organization

Multi-priority management

Cross-functional teamwork

Customer-centric

Integrity & ownership

Formazione

Laurea di base in Business/Health Sciences/Biomedical Eng.

Descrizione del lavoro

La retribuzione annua base prevista per questa posizione è compresa tra EUR 50.000 e EUR 58.000. CCNL applicato: Terziario, Distribuzione e Servizi. Il posizionamento all'interno del range sarà definito in funzione dell'esperienza e delle competenze del/la candidato/a in relazione ai requisiti del ruolo. Eventuali componenti retributive aggiuntive o variabili saranno illustrate nel corso del processo di selezione.

Mission

Reporting to the Head of DSO Italy, the Key Account Manager DSO is responsible for developing and growing an assigned portfolio of Dental Service Organizations (DSOs) and corporate dental groups in Italy.

La retribuzione annua base prevista per questa posizione è compresa tra EUR 50.000 e EUR 58.000. CCNL applicato: Terziario, Distribuzione e Servizi. Il posizionamento all'interno del range sarà definito in funzione dell'esperienza e delle competenze del/la candidato/a in relazione ai requisiti del ruolo. Eventuali componenti retributive aggiuntive o variabili saranno illustrate nel corso del processo di selezione.

Key Responsibilities

Account Management

• Manage and develop an assigned portfolio of DSO customers to maximize sales performance and customer satisfaction.
• Build and maintain long-term relationships with purchasing, clinical and operational stakeholders within assigned accounts.
• Develop account plans aligned with the commercial priorities defined by the Head of DSO Italy.
• Identify opportunities to increase share of wallet by promoting the full Straumann Group portfolio, including Implantology, Biomaterials, Orthodontics, Digital Solutions and Lab solutions.
• Monitor customer performance and proactively identify actions to support business growth.

Business Development

• Identify and develop new DSO opportunities within the assigned territory.
• Map corporate dental groups, understand their business models and assess commercial potential.
• Analyze customer needs and recommend appropriate Straumann Group solutions.
• Support customer acquisition activities and contribute to expanding the DSO customer base.

Commercial Execution

• Prepare commercial proposals and support contract negotiations within approved commercial guidelines.
• Coordinate the implementation of commercial agreements together with internal stakeholders.
• Ensure timely execution of agreed initiatives and follow-up on customer commitments.
• Participate in customer business reviews and performance discussions when required.

Cross-functional Collaboration

• Work closely with Sales, Marketing, Clinical Affairs, Customer Care, Finance, Training and Digital Solutions teams to deliver an integrated customer experience.
• Coordinate internal resources to support customer projects and commercial activities.
• Share customer feedback and market insights to support continuous business improvement.

Business Performance

• Achieve assigned sales, revenue and profitability objectives.
• Maintain accurate sales forecasts, CRM updates and pipeline management.
• Monitor KPIs and identify opportunities to improve account performance.
• Report business progress and commercial activities to the Head of DSO Italy.

Market Intelligence

• Monitor competitor activities and developments within the corporate dentistry market.
• Identify emerging customer needs and share market insights with the DSO team.
• Stay updated on Straumann Group products, services and industry trends.

Education & Experience

• Bachelor's Degree in Business, Health Sciences, Biomedical Engineering or related field. A dental background is considered an advantage.
• Fluent Italian and English.

Experience

• 5 years of experience in Key Account Management or complex B2B sales.
• Experience managing medium to large customer accounts.
• Previous experience within Medical Devices, Healthcare, Dental or another regulated industry is preferred.
• Experience working with multiple internal stakeholders in a commercial environment.
• Proven ability to achieve sales targets and develop long-term customer relationships.

Skills & Competencies

• Strong customer relationship management skills.
• Commercial mindset with solid negotiation abilities.
• Results-oriented with strong execution capabilities.
• Excellent communication and presentation skills.
• Analytical approach and ability to interpret sales data.
• Planning and organizational skills.
• Ability to manage multiple priorities in a dynamic environment.
• Collaborative mindset and strong cross-functional teamwork.
• Customer-centric attitude with a proactive approach to problem solving.
• High integrity, accountability and ownership.

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