Key Account Manager DSO - FRANCE H/F

Headquartered in Basel, the Straumann Group (STG) is a global leader in tooth replacement and orthodontic solutions that restore smiles and confidence. It employs approximately 11 000 people worldwide.

It unites global and international brands that stand for excellence, innovation and quality in replacement, corrective and digital dentistry, including Straumann, Anthogyr, Neodent, ClearCorrect, Dental Wings, Medentika, and other fully/partly owned companies and partners.

In collaboration with leading clinics, institutes and universities, the Group researches, develops, manufactures, and supplies dental implants, instruments, CADCAM prosthetics, biomaterials, and digital solutions for use in tooth replacement and restoration or to prevent tooth loss.

Enterprise Solutions Team Straumann Group

Our Global Enterprise Solutions Department is a dedicated unit that fully leverages our brands and services to become the leading partner of choice for dental service organizations. The Enterprise Solutions Team is committed to building and serving corporate accounts across all product segment (implants, bone regen, digital, aligners) through winning business concepts and consultative sales approach. By addressing the entire value creation model, the Enterprise Solutions 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 segment.

Position Summary

Given our business model, where our customers pay based on consumables and digital adoption, Customer Success is vital to our long-term success and profitability. We will not be successful unless our customers are receiving massive value from our service. As such, we need a senior professional to drive success for our customers.

Part of our Enterprise Solutions (ES) EMEA organization, our Key Account Manager (KAM) (m/f) will report directly into the Head of Enterprise Solutions France. Covering the entire French territory, he/she will be responsible for the development of this growing segment through the acquisition of new customers and will execute deals, realize cross-selling opportunities that boost the win rate of our customers.

He/she will contribute to maximizing the share of wallet of the Straumann Group Solutions by working synergistically with the Customer Success Manager (CSM) DSO, the Clinical Solution Manager DSO and the entire French Sales team.

Our KAM DSO will create strategic account plans that identify and leverage new growth opportunities to ensure the desired top line growth and market share.

The role holder will focus on keeping and increasing the portfolio of the Straumann Group products by becoming a long-term strategic Partner with the customers.

Job Responsibilities

Increase market penetration:

The Key Account Manager DSO is responsible for helping DSO BU increase sales for both short term and long term, and ultimately increase the company market share and brands equity.

He/she Works, In Close Collaboration With The Rest Of The Team, To Increase Company’s Revenues By Penetrating The Straumann Group Portfolio

• Visit all DSO prospect accounts to present the added value of partnering with STG across our innovative solution set
• Negotiate on C-Level and ensure regular contacts with all stakeholders of the DSOs, including Purchasing and Clinical team to fix winning collaboration models framed in contracts
• Regularly visit practices of these large organizations to evaluate opportunities
• Supports the implementation of Marketing and Sales strategies and creates insights through market and competition analysis
• Responsible for the population of a DSO Sales Funnel and the corresponding sales forecasts
• Share partnership terms defined with the CSM to ensure that it is implemented by the local organization and that activities are coordinated with marketing, training and sales force across Bus
  
  

Education/Experience Requirements

• Bachelor or Master’s degree in a relevant field of work (e.g. Business Administration, Life Science, Business and Sales Management…) or an equivalent combination of education and work related experience
• Extensive experience (at least 3 years) within a Sales, Business Development with 2 to 3 years of experience in the dental sector
• Experience within business consultancy frameworks and consultative selling techniques utilizing data that create insights and enable new business cases and new commercial opportunities.
• Professional English required, oral and written (B2 level minimum)
• Willingness to travel up to 70% of your time (domestic)
  
  

Skills

• Strong interpersonal, negotiating, and organizational skills
• Proven sales skills and strong business acumen
• Problem solving skills and make decisions based on market and customer trends
• Energetic, proactive and performance-driven professional with entrepreneurial spirit (= can-do attitude and customer focus)
• Strong presentation, excellent oral and written communication skills and convincing personality with stamina and perseverance
• Ability to work independently and collaboratively in a matrix environment and with a cross-functional team
• Effective relationship builder at executive level as well as team player with internal stakeholders
• Cultural awareness to support international teams
• Ability to keep up with technologies and networking trends
  
  

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