Senior Key Account Sales Manager

1 week ago

Suzhou, Jiangsu, China Straumann Group Full time
Main Purpose of the Role

The Senior Key Account Sales Manager is responsible for managing top strategic DSOs (key accounts) in assigned territories to increase Straumann business share and enhance account loyalty through designing, optimizing, and leading the implementation of relative business strategies and sales programs. This role works closely with core BU regional sales teams to deepen product penetration and achieve/exceed business growth goals.

Key Responsibilities
  1. Develop and execute account plans for each responsible key DSO by collaborating with core BU commercial teams. The account plans should cover all product lines across the ST group, including Implant, Ortho., Bio, and Digital.
  2. Achieve/exceed sales targets and increase Straumann product share through leading and following up on relative sales programs, including dentists' training, patients' education, and marketing promotion, in collaboration with regional sales teams.
  3. Consistently collect market data and voice of customers in responsible DSOs and share this information with the marketing team and core BU sales teams for follow-ups.
  4. Collect and develop responsive action plans based on competitors' key activities.
  5. Coordinate internal communication within sales teams and between sales teams and other supporting function teams for DSO projects.
  6. Conduct regular business performance updates and take follow-up action plans.
  7. Execute company-initiated Go-to-MKT models, including channel model transformation and B2C2B.
  8. Build close professional relationships with key stakeholders in key DSOs.
  9. Fulfill CRM visit records according to company requirements.
Requirements
  1. Bachelor's degree or above.
  2. Over 3 years of sales or marketing experience in the dental industry or medical device industry, with sales experience in private dental clinics preferred.
  3. Previous marketing experience in a fast-growing B2B company would be an advantage (for the position of Key Account Manager).
  4. Multinational company working experience is preferable.
  5. Excellent KA management skills.
  6. Good selling skills, customer and results-oriented.
  7. Good team work spirit and self-motivated.
  8. Excellent communication skills and basic data analytical skills.
  9. Flexibility to travel frequently.
Personal Competencies
  1. Strategic thinking and strong negotiation/influence in dealing with key decision-makers.
  2. Business mindset, logical thinker.
  3. Good office software skills (especially Excel and PowerPoint).

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