Key Account Manager Enterprise Solutions (DSO)

Overview

Mission: Reporting solid line to the Head of DSO Italy, the Senior KAM is responsible for maximizing the share of wallet of the Straumann Group Solutions in the DSO channel. Priority will be increasing market penetration by developing growth plans for existing DSO customers, as well as gaining new customers and keeping and increasing the portfolio of the Straumann Group products in the Key accounts already assigned, by becoming a long-term strategic Partner to the customer.

The DSO strategies and objectives are defined by the DSO Steering Committee Italy. The Committee consists of the Straumann Country Manager, the Head of DSO EMEA, and the Head of DSO Italy. The committee defines the strategy and the yearly objectives for the KAM. The committee aligns quarterly in order to follow up on the progress and to make adjustments if necessary. The committee can also include other local Lead Team members according to the strategic topics to discuss. Final decision will be taken by the DSO BU.

Duties and responsibilities

• Working in close synergy with the Head of DSO Italy, for implementation and execution of local tactics to achieve Company’s strategy and targets.
• The Senior Key Account Manager is responsible to increase sales (short term and long term) and market share. He/she works to increase the partner company’s revenues by penetrating the Straumann Group portfolio successfully driving assigned growth projects.
• Mapping of dental chains and clinic groups and its major stakeholders (including the investors where applicable). Observing the marketplace for corporate dentistry in general (trends, competition, etc).
• Initiate and follow up relationship with them to understand size, business model, business potential, current providers and unmet needs for dental implant, regenerative, ortho and lab offerings both analogue and digital. Define segmentation, size sales opportunities, and set priorities in addressing this new multiple customer segments for the Straumann Group.
• Defining a yearly plan based on the input from the committee outlining the strategies and tactics for achieving the sales and acquisitions budgets and growth targets for single account.
• Ensuring regular contacts with all stakeholders of the corporate groups such as owner, purchasing, expansion, marketing and clinical. Particular focus is to convince the DSO clinical opinion leaders and decision makers of our solutions through presentations, organisation of trials and bringing our clinical and scientific team in contact with them.
• Negotiating on C-Level, including Purchasing and Clinical team to fix winning collaboration models framed in contracts.
• On assigned existing accounts, setting up a customer specific short to mid-term BP in collaboration with the account to create a strategic partnership including integrated Straumann Group solutions and consulting them on business development.
• Initiate and follow up relationship with DSO partners to understand unmet needs, business potential, structure and potential future leverages of growth.
• Implement the defined collaboration with the local organisation and coordination of the activities with Marketing, Training, Sales, and back office, especially with the Sales Force.
• Be the single point of contact for all customer requests and coordinate the follow up with all the internal departments.
• Build up best practices in working with these large organisations and increase our conversion rate over time through applying lessons learnt but also through testing new ideas.
• Regularly visit clinics of these large organisations to evaluate opportunities and to ensure proper implementation of the centrally agreed plans.
• Do Quarterly reviews with the management team of both companies.
• Networking with other regional KAMs for best practice sharing and for DSO specific Value propositions including all Straumann offerings, as well as external companies (e.g. for stock management, practice management).
• Contribute to a global centre of competence for operational management of DSOs and being an ambassador of STG mindet and a role model within the team.

Education/Experience

• Bachelor’s Degree (Health Sciences, Business Studies, Biomedical Engineering) or Dental background (Dentist, Dental technician)
• Mid to senior level, experience as KAM or closing bigger, complex deals in a sales function.
• Experience in the Health/Medical Industry is a condition.
• Knowledge on planning Marketing & Sales strategies, Market & Competition analysis
• Fluent in Italian & English required, oral and written

Required minimum professional experience

• At least 5-year experience in sales; experience in the dental market will be considered a plus.
• Energetic, straight-forward and performance-driven professional with entrepreneurial spirit and strong execution abilities.
• Pro-active and self-initiative personality with a can-do attitude
• Ability to think outside the box
• Customer centric attitude
• Strong negotiating and sales/closing skills.
• Excellent communication skills, as demonstrated in a multi-lingual environment.
• Data analysis skills
• Team oriented attitude “play your teammate good”
• Ability to be a self-starter and developing things, using previous experience, institutionalizing processes without giving up entrepreneurship.
• Ability to achieve results in a pragmatic way in a dynamic and innovative organization
• High level of integrity, commitment and ethics.