Key Account Manager - DSO

Straumann · Porto

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Location: Oporto, Braga, Guimarães
Reporting to: National Key Account Manager DSO - Portugal

 
The Straumann Group is a global leader in tooth replacement, orthodontics and digital dentistry, helping restore patients’ smiles, confidence and oral health. The Group brings together internationally recognised brands, including Straumann, Neodent, Anthogyr, Medentika, ClearCorrect and Dental Wings, all focused on excellence, innovation and quality.

In collaboration with leading clinics, institutes and universities, Straumann Group researches, develops, manufactures and supplies dental implants, instruments, CAD/CAM prosthetics, orthodontic aligners, biomaterials and digital solutions for tooth correction, replacement, restoration and prevention.

Headquartered in Basel, Switzerland, the Group employs more than 11,000 people worldwide, with its products and services available in over 100 countries. Its culture is based on trust, collaboration, diversity, agility, continuous learning and innovation. The company promotes a player-learner mindset, encouraging employees to take ownership, embrace change and contribute to sustainable success.

DSO Team Straumann Group 
Our Global DSO Department is a dedicated unit that fully leverages our brands and services to become the leading partner of choice for dental service organizations. The DSO Team is committed to building and serving corporate accounts across all product segment (implants, bone regen, digital) through winning business concepts and consultative sales approach. By addressing the entire value creation model, the DSO Team helps these organizations grow their practices by incorporating new treatment concepts, reducing the number of visits for patients and driving innovation. With the dedicated and powerful team of high-profile managers in all key countries with a unified approach, we want to build the best team in the industry and take leadership position in DSO.
 

Job Purpose
This position will drive the growth of our DSO Accounts by building and developing long-term strategic partnerships with the major DSO Accounts in Portugal. The Key Account Manager (KAM) will create strategic account plans that identify and leverage new growth opportunities to ensure the desired top line growth and market share of our customers. As a KAM, you will be responsible for maximizing the share of wallet of Straumann Group by leveraging the entire product and solution portfolio and supporting the acquisition of new customers. Together with the whole Straumann Group organization and the DSO team, you will execute deals, realize cross-selling opportunities that boost the win rate of our customers.

Main Tasks and Responsibilities

• Engages with customers after initial sale and drives the value realization.
• Grows the market shares of DSO accounts and the Straumann Group Share of Wallet within DSO accounts.
• Responsible for the population of a DSO Sales Funnel and the corresponding sales forecasts and strategic Account Management plans of key customers.
• Responsible for customer project management, roll-outs as well as excellence in execution of (international) deals.
• Supports the implementation of Marketing and Sales strategies and creates insights through Market and competition analysis.
• Ability to build effective relationships with non-direct reports and external partners, while driving and motivating them in customer prospecting, service delivery and operational management activities.

Requirements  
Education 

• Bachelor or Master Degree in a relevant field of work (e.g. Business Administration, Life science, Dental etc.) or an equivalent combination of education and work-related experience.
• Extensive experience (at least 5 years) within a Sales and Business Development or a key Role in Dental with proven commercial success preferably in the medical devices field, ideally in dental field.
• Experience within business consultancy frameworks and consultative selling techniques utilizing data that create insights and enable new business cases and new commercial opportunities.
• Fluent in Portuguese and English, both written and spoken. Every additional language is a plus.
• Comfortable with up to 40% (national) traveling.

Personal Attributes 

• Strong service skills and customer focus.
• Energetic, proactive and performance-driven professional with entrepreneurial spirit.
• Ability to work independently and collaboratively in a matrix environment.
• Strong presentation, excellent communication skills and convincing personality with stamina and perseverance.
• Analytical thinking and high degree of ease with figures and financial information in order to create and implement successful sales strategies.
• Effective relationship builder at executive level as well as team player with internal stakeholders.
• Excellent time management and project management abilities.

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

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