Strategic Key Account Manager for Enterprise Customers - Sweden & Norway

Straumann · Gothenburg

This is a senior, commercially critical role within Straumann Group's Nordics DSO organization. The position is responsible for driving the DSO growth agenda across Sweden and Norway, shaping strategic partnerships with key Dental Service Organizations (DSOs), and leading complex commercial negotiations that deliver sustainable mutual value.

The Strategic Key Account Manager will engage with executive stakeholders, develop multi-year growth frameworks, and establish governance-led partnerships that support both customer success and Straumann's strategic objectives. The role provides significant exposure to regional business priorities and offers the opportunity to contribute to the evolution of the DSO business model across Central Nordics.

Key Responsibilities

1. Strategic Account & Partnership Leadership

Own senior relationships with a portfolio of strategic DSO customers across Sweden and Norway.
Develop and execute long-term account growth strategies aligned with customer ambitions and Straumann's business objectives.
Build trusted partnerships with C-suite executives, operational leaders, and clinical stakeholders.
Create multi-year account development plans including growth objectives, portfolio opportunities, stakeholder mapping, and governance frameworks.
Position Straumann as a strategic business partner by developing a deep understanding of customers' operating models, priorities, challenges, and future growth plans.
Partner closely with the Head of DSO Nordics and cross-functional leadership teams to deliver key regional initiatives and strategic customer programs.
Influence without direct authority in a matrix environment to align sales, marketing, clinical, digital, and operational resources around customer priorities.
Champion a long-term partnership approach focused on business transformation, digital adoption, and sustainable growth rather than transactional selling.

2. Commercial Strategy & Negotiation

Lead complex, high-value commercial negotiations including partnership agreements, pricing frameworks, rebate structures, and contract renewals.
Design commercial solutions that balance long-term customer value creation with Straumann's strategic and financial objectives.
Build compelling business cases and value propositions for executive-level decision-makers.
Navigate high-stakes commercial discussions with confidence, credibility, and strong executive presence.
Identify and unlock growth opportunities through portfolio expansion, digital workflow adoption, training initiatives, and network-wide implementation programs.

3. Governance, Collaboration & Project Leadership

Establish and lead governance structures including Quarterly Business Reviews, steering committees, executive reviews, and customer planning sessions.
Orchestrate cross-functional teams to deliver strategic customer initiatives and measurable business outcomes.
Drive accountability, prioritization, and execution across multiple stakeholders and complex projects.
Translate strategic objectives into clear implementation roadmaps, milestones, and performance measures.
Act as the internal voice of the customer while ensuring alignment with Straumann's strategic priorities.
Contribute to the broader DSO growth strategy across the Central Nordics region through insight sharing and best-practice development.

4. Analytics, Insight & Executive Communication

Leverage CRM, market intelligence, and performance data to guide account strategy and commercial decision-making.
Monitor commercial performance against agreed KPIs and identify risks and opportunities proactively.
Transform complex data into clear executive-level insights and strategic recommendations.
Lead preparation and delivery of business reviews, strategic proposals, governance updates, and executive presentations.
Stay informed on DSO market developments, competitor activities, regulatory changes, and emerging technology trends.
Translate customer and market insights into actionable growth opportunities and innovative partnership models

Qualifications & Experience

Based in Sweden - Göteborg.
8-12+ years of experience in strategic account management, business development, commercial leadership, or related customer-facing roles.
Proven track record managing complex, strategic accounts in healthcare, medtech, pharma, or the dental industry. Experience working with or within DSOs is highly desirable
Proven success managing large strategic accounts and leading complex commercial negotiations.
Demonstrated ability to engage and influence senior stakeholders, including C-suite executives.
Strong analytical capability with experience using CRM, BI, financial, and performance management tools.
Excellent project and stakeholder management skills across matrix organisations.
Strong executive communication, presentation, and business case development capabilities.
Master's degree in Business, Healthcare, Life Sciences, or a related discipline; postgraduate qualifications are an advantage

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: Sweden : Gothenburg

Travel Percentage: 0 - 60%

Requisition ID: 21878

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