Key Account Manager
5 days ago
Institut Straumann AG is a global leader in tooth replacement and orthodontic solutions, headquartered in Basel. We employ approximately 9000 people worldwide and unite global and international brands that stand for excellence, innovation, and quality in replacement, corrective, and digital dentistry.
We research, develop, manufacture, and supply dental implants, instruments, CADCAM prosthetics, biomaterials, and digital solutions for tooth replacement and restoration or to prevent tooth loss. Our global DSO department is a dedicated unit that fully leverages our brands and services to become the leading partner of choice for dental service organizations.
Job PurposeWe need a seasoned professional to drive success for our customers. This role includes responsibilities for Customer Success activities (e.g., orchestrating on-boarding, support, services, adoption, advocacy, retention) and outcomes (e.g., renewals, up-sell) for the entire Straumann product portfolio.
Key Responsibilities- Drive portfolio penetration by identifying opportunities for marketing services offered by the company.
- Negotiate on C-Level with stakeholders such as owner, purchasing, expansion, marketing, and clinical to fix winning collaboration models framed in contracts.
- Implement defined collaboration with local organization and coordinate activities with Marketing, Training, and Sales, especially with the sales force.
- Be the single point of contact for all customers' requests and coordinate follow-up with internal departments.
- Build up best practices in working with large organizations and increase conversion rate over time through applying lessons learned and testing new ideas.
- Marketing Straumann Group products or services to prospective businesses and high-net-worth clients.
- Performing administrative follow-ups to resolve customer problems.
- Meeting with specialists to discuss technical products and liaising with the Head of DSO to strategically develop the assigned customer base.
- Researching potential client's portfolio and industry to be prepared in negotiations.
- Forecasting business cases and building business-to-business partnerships with clients.
A successful candidate must:
- Bachelor's degree in business development, marketing, business management, or any business-related fields.
- Extensive experience (at least 8 years) within a Sales, Business Development, or Commercial role with proven commercial success.
- Fluent in Turkish, English, both written and spoken. Any additional language is a plus.
- Comfortable with up to 40% national traveling.
- Experience within business consultancy frameworks and consultative selling techniques utilizing data that enable new business cases and new commercial opportunities.
- Energetic, straightforward, and performance-driven professional with entrepreneurial spirit and strong sales commercial and execution abilities.
- Ability to work independently and collaboratively in a matrix environment.
- Strong presentation, negotiation, and excellent communication skills.
- Ability to celebrate successes and inspire a motivational team environment.
- Analytical thinking and high degree of ease with figures and financial information to analyze and identify trends and sales patterns to make use of them to localize and implement successful sales strategies.
- Effective relationship builder at executive level as well as internal stakeholders.
- Excellent time management, decision-making, and project management abilities.
- Ability to keep up with technologies and networking trends.
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