Key Account Manager, DSO, 浙江或上海

Straumann · Hangzhou

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Straumann Group & DSO/Enterprise Solutions Business Division 

The Straumann Group is a global leader in tooth replacement and orthodontic solutions. It unites global and international brands that stand for excellence, innovation and quality in tooth replacement and esthetics. The Group research, develops, manufactures, and supplies dental implants, instruments, biomaterials, CADCAM prosthetics, digital equipment, software, and clear aligners for applications in replacement, restorative, orthodontic and preventive dentistry. Headquartered in Basel, Switzerland, the Group currently employs more than 10000+ people worldwide and its products, solutions and services are available in more than 100 countries

DSOs are the fastest growing customer segment in dentistry around the globe, driving implant and aligner penetration due to their increased spending power on patient marketing outreach and thus resulting higher treatment conversion. Consolidation is and will remain a key trend in oral healthcare and will continue to see practice consolidation with fewer solo practices and more mid-sized groups, specialty Group and large PE backed DSO with varying governance structures.

The Enterprise Solutions Business Division is a dedicated unit that focuses on this important customer segment of DSOs, fully leverages our brands and services across all portfolio segments (Implants, Bone regeneration, Digital, Orthodontics and Preventive) through winning business concepts and a differentiated solutions and services to be the leading partner of choice for DSOs.

Main Purpose of the Role

Responsible and accountable for the responsible DSO Accounts’ business success. In alignment with the STG China & Enterprise Solutions Divisional strategy, he/she manages the DSO Key Account Managers (KAM) within the region to implement the Enterprise Solutions GTM strategy, strengthen partnership with DSO accounts, expand share of wallet and maximize sales.

The position is part of the DSO/Enterprise Solutions China team under the DSO APAC organization, working closely with the broad China organization. The role mandates to achieve yearly DSO topline growth targets and long-term strategic partnerships with the customers.

Key Responsibilities:

• Manage operational performance & commercial excellence across the value chain to achieve topline growth target, market share and SoW (share of wallet) increase of the responsible DSO Accounts
• Ensure DSO Account strategy is established & executed for the responsible DSO Account to achieve short-term & long-term growth targets
• Collaborate & work closely with RSM, DSMs, Sales of the cross-portfolio team that are jointly looking after the DSO Accounts to optimize resources allocation, assure execution of the growth strategy & boost win rate
• Be the customer success manager of the DSO enterprise as THE Key Account Owner, systematically track and follow-up on customer requests to assure relevant actions are taken internally across the different teams & functions that can assure customer success & STG’s business success.
• Responsible for DSO sales forecast accuracy and excellence for the DSO accounts in charge
• Establish, influence, and maintain strong relationships with key DSO decision-makers while gaining an in-depth understanding of customer processes that contribute to Straumann Group’s success.
• Execute Land and Expand customer engagement model by developing a structured go-to-market strategy, fostering cross-functional collaboration, and building a robust funnel for targeted customer outreach, onboarding, activation, and expansion.
• Be the local advocate of Enterprise Solutions Business Unit’s value and passion to the regional cross-portfolio sales team to empower close teamwork & collaborations in the pursuit of DSO opportunities
• Where applicable, oversee all elements of deal cycle management, including business review cadence, coordination and negotiation of contractual activities, funnel management, purchase commitments (PO acquisition), and order fulfilment (delivery, payment, etc.).

Skills and Competencies

• Excellent communication and presentation skills
• Key Account Management skills
• Relationship building skills
• Good analytical and numerical abilities
• Adaptability & Resilience
• Innovative and pro-active
• Ability to motivate, inspire and manage sales staff
• Ability to work under pressure and reach set deadlines
• Attention to detail
• Ability to motivate, inspire and manage sales personnel

• Industry Experience: At least 5 years of sales experience preferably in the oral/medical device field.
• Education: Bachelor's degree; dental major, clinical medicine major, with MBA degree is preferred.
• Others: Adhere to professional ethics, proactive, result oriented, willing to take ownership aggressively, excellent learning ability and cooperative spirit, player-learner mindset.

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