Dental Solutions Specialist

7 days ago

Sydney, New South Wales, Australia Institut Straumann AG Full time

About Institut Straumann AG

#ChangeMakers

We are a global market leader in aesthetic dentistry, driven by a passion to make a difference in people's lives. Our entrepreneurial spirit and commitment to scientific excellence have enabled us to transform millions of lives worldwide.

Our mission is to unlock the potential of people's lives by improving oral health. We believe that improved oral health increases self-confidence, restores self-esteem, and unlocks life potential. We are proud to be able to make a fundamental difference in people's lives.

#WeChangeDentistry every day.

The Role

We are seeking an experienced Key Account Manager to join our Dental Service Organisation (DSO) team. This is an exciting and challenging role that will work in close collaboration with the sales and marketing teams as well as our experts from our Global DSO team.

The successful candidate will establish mutually beneficial long-term partnerships based on in-depth business and clinical insights. Working as an integral member of our team, you will be responsible for:

  • Mapping dental chains (DSOs), insurance company dental centers, buying groups, and the marketplace for corporate dentistry in general (trends, competition, etc).
  • Defining a yearly sales plan for dental multi-site organizations (DSO) in ANZ. Responsible for the sales target achievement, the sales funnel management, and project reporting.
  • Negotiating contracts and setting up customer-specific business plans.
  • Supporting and coaching the RSMs in the acquisition and development of smaller DSO accounts.
  • Ensuring the implementation of the business plans in collaboration with the sales team and coordinating the activities with the internal departments in ANZ as well as with the headquarters in Switzerland.
  • Ensuring regular contact with the CEO, the purchasing department, the clinical directors, and other stakeholders of the large DSO customers.
  • Regularly visiting clinics of these large organizations to evaluate opportunities, ensure proper implementation of the centrally agreed plans, and support the sales reps in closing individual contracts in decentralized structures.
  • Monitoring costs and sales effectiveness to optimize resources and prioritize spending.

To be successful in this position, you must be able to demonstrate:

  • A Bachelor's Degree (Health Sciences, Business Administration) or equal qualification is required.
  • Strong verbal and collaboration skills.
  • Excellent commercial and business understanding and strong focus on building relationships.
  • The ability to work cross-functionally and influence others.
  • Dental industry knowledge and experience is preferable but not mandatory.
  • A track record in direct sales or key account management is a must, preferably in the dental or medical device industry. Experience dealing with C-Level executives is a plus as well as experience in managing people preferably in a cross-functional or matrix environment.

This role will involve travel across Australia as well as participation in trade shows and clinical education sessions after hours to meet business needs.

Additional Information

What can you expect from us?

  • An agile and ambitious environment: We are #ChangeMakers.
  • Open, friendly colleagues who collaborate and support each other: We are #Players+Learners.
  • The freedom to create and engage in an environment with the opportunity to develop yourself as a person and in your #career.
  • An employer who invests in our inspiring corporate #culture.
  • To work for the No.1 in Dentistry and one of the leading MedTech companies.
  • And many more other things

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