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Key Account Manager

3 months ago

Shetland Islands, United Kingdom Straumann Full time

The role can be based everywhere in UK but with a preference in the South East UK.

About Straumann Group
Straumann Group is a global leader in dental solutions, dedicated to empowering dental professionals to deliver the highest standards of patient care. We offer a comprehensive range of products and services that include dental implants, restorative products, and digital solutions. Our commitment to innovation, quality, and customer service sets us apart in the dental industry.

Role Overview:
We are seeking a dynamic Key Account Manager to join our Enterprise Solutions team in the UK. This role is critical in driving the growth and success of our solutions within large chains of dental practices. The ideal candidate will have a strong background in consultative selling, stakeholder management, and C-Suite relationship management.

Key Responsibilities:

• Client Relationship Management:
o Build and nurture strong relationships with key accounts in the dental industry.
o Act as the primary point of contact for key clients, addressing inquiries, issues, and feedback promptly and professionally.
o Develop and maintain strategic relationships with dental practitioners and specialists to increase efficiency and customer satisfaction.

• Business Development:
o Identify opportunities for business expansion within existing key accounts.
o Engage with C-Suite executives to build strategic relationships, understand their business challenges, and position Straumann as a trusted partner in achieving their business goals.
o Negotiate directly with large purchasing organizations to acquire them as customers and gain market share.
o Pursue new business opportunities by mapping and understanding the dentistry market in the UK.

• Strategic Account Planning:
o Develop and implement strategic account plans aligned with company objectives and client needs.
o Develop comprehensive and measurable business plans for each Key Account (i.e., set clear objectives, targets, and KPIs for each key account).
o Execute, measure, and review the progress of business plans, making recommendations for improvement.

• Collaboration and Communication:
o Work closely with internal departments such as sales, marketing, product development, and customer support to ensure alignment in delivering exceptional customer experiences.
o Communicate effectively with clients and internal stakeholders, providing regular updates, reports, and presentations.
o Coordinate and participate in meetings, events, and conferences to represent the company and promote its products and services.

• Technology Integration:
o Advocate for and facilitate the adoption of advanced dental solutions (e.g., practice management solutions, workflow solutions, other digital innovations) within customer operations.

• Market Knowledge:
o Stay abreast of industry trends, competitor activities, and market conditions to effectively position Straumann's solutions and drive competitive advantage.

Qualifications:

• Sales Experience: Proven track record in sales, particularly in a consultative selling environment. Experience in selling to large enterprise customers is highly desirable.

• Consulting Experience: Ability to provide strategic advice and insights to customers, helping them to optimize their practice operations and improve patient outcomes.

• Stakeholder Management: Excellent interpersonal and communication skills with the ability to manage relationships at all levels, including C-Suite executives.

• Technologically Proficient: Strong understanding of practice management solutions and other relevant technologies. Ability to effectively communicate the benefits and integration of these solutions to customers.

• Results-Driven: Demonstrated ability to achieve sales targets and drive business growth through effective account management and business development strategies.

• Industry Knowledge: In-depth understanding of the dental industry, including market dynamics, regulatory environment, and key players is desirable

• Education: Bachelor's degree in Business, Marketing, or a related field. Advanced degree or professional certifications are a plus.

What We Offer:

• Competitive salary and performance-based incentives

• Comprehensive benefits package, including health insurance and retirement plans

• Opportunities for professional development and career advancement

• A collaborative and innovative work environment