About the role Join us in our Dental Service Organization Unit (DSO) and become part of our Iberian DSO Team. We are looking for you as Key Account Manager (m/f/d) In this role, you will report directly into the Head of DSO Country located in Madrid, and be responsible for maximizing the share of wallet of the Straumann Group Solutions within our active customers, plus support the development of this growing segment through the acquisition of new customers. You will focus on keeping and increasing the portfolio of the Straumann Group products by becoming a long-term strategic Partner with the customers.
About the ideal candidate Bachelor's degree in business administration, life sciences or equivalentExperience in a KAM or equivalent sales role with proven track record in closing and implementing bigger, complex deals in a sales function within Health/Medical Industry, ideally experience in dental fieldStrong service skills and customer focusExperience in working with a cross-functional or matrix environmentKnowledge on implementing and supporting the implementation of Marketing & Sales strategies, Market & Competition analysisFluent English required, oral and writtenDynamic, straight-forward and performance-driven professional with strong execution abilities, can-do attitude and customer focusExcellent communication and negotiation skills with ability to work in a multinational matrix organizationConvincing personality with stamina and perseveranceSelf-starter with ability to develop things, using previous experience, institutionalizing processes without giving up entrepreneurshipPassionate and creative team player with a strong sense of accountability Personal Attributes Understand the strategies, objectives and needs of the assigned accounts. Create insights by benchmarking and comparative market analytics.Initiate and follow up relationship with them to understand size, business model, business potential, current providers and unmet needs for dental implant, regenerative and lab offerings with a strong focus on the digital Straumann eco system.Ensure 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, organization of trials and bringing our clinical and scientific team in contact with them.Negotiate on C-Level, including Purchasing and Clinical team in order to fix winning collaboration models framed in contractsBe the single point of contact for all customer requests and coordinate the follow up with all the internal departmentsBuild up best practices in working with these large organizations and increase our conversion rate over time through applying lessons learnt but also through testing new ideasRegularly visit clinics of these large organizations in order to evaluate opportunities and to ensure proper implementation of the centrally agreed plansNetworking with other regional CSN's (e.g. USA) for best practice sharing and for DSO specific Value propositions including all Straumann Group offerings as well as external companies (e.g. for stock management, practice management)Contribute to a global center of competence for operational management of DSOs Our offer A creative, inspired and engaged team on a mission: #More than Creating Smiles, Restoring ConfidenceThe chance to create your footprint in the dental industryAn informal, hands-on working environment with opportunities to grow - it's fun to work with us
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