Strategic Key Account Manager (m/f/d) DSO, Norway

Institut Straumann AG; Oslo; On-site; NOK 650,000 - 850,000; Full time

Job summary

A leading company in the dental industry seeks a Strategic Key Account Manager in Oslo to manage relationships with strategic DSO partners. This role includes overseeing project initiatives, driving commercial growth, and collaborating across teams to ensure success. The ideal candidate has a strong background in managing strategic accounts and exceptional skills in stakeholder management and project execution.

Qualifications

• Proven track record managing complex, strategic accounts in healthcare or related industries.
• Exceptional interpersonal and communication skills with senior stakeholders.
• Strong organizational and program management capabilities.

Responsibilities

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

Skills

Stakeholder Management

Analytical Skills

Project Management

Commercial Acumen

Education

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

Job description

We are looking for a Strategic Key Account Manager to join our team in Norway, responsible for managing Straumann’s strategic DSO partners.

Key Responsibilities

Strategic Relationship Management

Own the end-to-end relationship with Straumann’s strategic DSO partners.

Act as the main point of contact for senior stakeholders within the customer organization, 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.

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, analyze data trends, report progress, and adapt plans to ensure alignment with customer and business objectives.

Use data-driven insights to identify risks, opportunities, and actionable recommendations.

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 strong analytical skills and a solid grasp of financials and KPIs 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

Location: The position is based in Norway (Oslo)

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 organizational complexity.

Project Management: Strong organizational and program management skills. Experience leading multi-stakeholder initiatives and delivering measurable outcomes.

Analytical Mindset: Excellent analytical skills and ability to interpret complex data sets and translate them into actionable strategies. Proficiency with KPIs, financial metrics, and reporting.

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 or Master degree in Business, Healthcare, or a related field.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

Employment Type:Full Time

Alternative Locations:Norway : Oslo

TravelPercentage:0 - 30%

Requisition ID: 18422