Headquartered in Basel, Switzerland, the Straumann Group employs approximately 9,000 people worldwide. Its products, solutions, and services are available in more than 100 countries through a network of distribution subsidiaries and partners, featuring the global brands Straumann, Neodent, Medentika, and other fully or partly-owned partner companies.The global DSO department is a dedicated unit that leverages our brands and services to become the leading partner of choice for dental service organizations. The DSO Team is committed to building and serving enterprise customers across all product segments (implants, bone regeneration, digital) through winning business concepts and a consultative sales approach. By addressing the entire value creation model, the DSO Team helps these organizations grow their practices by establishing clinical excellence, driving efficiency, and supporting activation of growth potentials for DSOs. With a dedicated and talented team across key countries and a unified approach, we aim to build the best team in the industry and assume a leadership position in DSO.Job PurposeThe incumbent will provide leadership and vision in developing revenue-generating sales and marketing initiatives in the Italian DSO market, working with their team within Italy and peers from other countries within the Southern European hub. The role aims to achieve yearly DSO P&L targets and support the DSO department’s long-term strategic plan for Straumann Group EMEA.This role is primarily responsible for executing the go-to-market strategy for the Italian DSO landscape, including acquiring new accounts and expanding existing ones for sustainable year-over-year growth. Success depends on alignment, negotiation, and collaboration with regional and local Sales Leadership, Sales Operations, Finance, and Legal teams.Additionally, the role involves working closely with local and global marketing teams to co-create and refine the most effective Straumann Group offerings and infrastructure to support the region and country.Main Tasks and ResponsibilitiesManaging the Country DSO P&L and executing go-to-market strategies in alignment with the Hub DSO Lead.Overseeing operational performance across the value chain to generate topline growth, increase market share, and share of wallet.Ensuring excellence in executing international deals and managing international account subsidiaries locally.Supporting the execution of enterprise solutions in collaboration with the global Solution Enterprise team.Developing cross-selling marketing strategies and communication plans with resource allocation, in partnership with the Country Manager and local leadership team.Managing local DSO customer segmentation in alignment with the Country Manager and Customer Service.Implementing the Hub Commercial Excellence strategy locally, providing input based on market analysis for localization of topics such as pricing, policies, and incentives.Ensuring sales forecast accuracy through regular updates from Key Account Managers and Customer Success Managers, with monthly reviews.Providing quarterly sales landing forecasts to the Hub DSO Lead.Executing the DSO Strategic Account Management strategy with excellence, including account planning and defining integrated account teams.Building and implementing the local DSO selling process collaboratively with the team.Inspiring and empowering the local DSO organization to pursue opportunities passionately.RequirementsBachelor’s or Master’s Degree in a relevant field or equivalent experience.At least 8 years of experience in Sales, Business Development, or Commercial roles with proven success, preferably in medical devices.Experience with business consultancy frameworks and consultative selling techniques, utilizing data for new business cases and opportunities.Fluent in English, both written and spoken; additional languages are a plus.Willingness to travel up to 40% domestically and internationally.Personal AttributesEnergetic, straightforward, and performance-driven with an entrepreneurial spirit and strong sales and execution skills.Ability to work independently and collaboratively within a matrix environment.Excellent presentation, negotiation, and communication skills.Leadership experience of 3+ years, including talent management experience.
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