Key Account Manager DSO

Key Account Manager – DSO | Northern Italy

The successful candidate will be responsible for developing and growing the DSO business across Northern Italy, through the management and development of assigned accounts, retention and renewal of existing customers, and acquisition of new business. The role will manage the end-to-end sales cycle, working closely with the Business Development Manager and key internal stakeholders.

Key Responsibilities

• Manage and develop assigned DSO accounts, defining strategies and account plans aimed at driving revenue growth and year-over-year performance.
• Build and strengthen strategic relationships with key decision-makers, developing long-term partnerships.
• Drive customer retention and contract renewals by monitoring customer satisfaction, anticipating potential issues, and identifying new growth opportunities.
• Develop new business and acquire new DSO customers, expanding the company’s presence within the segment.
• Manage the end-to-end sales cycle, from opportunity qualification through negotiation and closing of contracts, proposals, tenders, and framework agreements.
• Manage CRM, pipeline, and quarterly forecasting, ensuring effective account segmentation, opportunity prioritization, and accurate sales forecasts.
• Collaborate closely with the Business Development Manager and internal teams, ensuring an effective handover of opportunities and coordinating with Sales, Marketing, Finance, Customer Service, and Sales Support.
• Monitor the market, competitors, and emerging opportunities, ensuring appropriate escalation of international, complex, or non-standard opportunities.

Candidate Profile

• Degree in Business, Marketing, Life Sciences, or an equivalent field.
• At least 5 years of experience in the MedTech industry, ideally in commercial roles with direct responsibility for strategic customers.
• Solid experience in Key Account Management, Business Development, and commercial negotiation.
• Proven ability to develop complex accounts, manage sales pipelines and commercial opportunities, and achieve growth targets.
• Familiarity with CRM tools, forecasting, and account planning.
• Excellent relationship-building and negotiation skills, with the ability to engage effectively with senior stakeholders and decision-makers.
• Good command of English.
• Based in Northern Italy, preferably in Lombardy or Veneto.
• Willingness to travel up to 70% of working time, primarily to ensure an effective presence with customers and prospects.

What We Offer

• Annual gross salary (RAL): €46,000-55,000. The job level and compensation package will be determined within the stated range based on the candidate’s experience, skills, and seniority, as well as the level of responsibility associated with the position, in accordance with principles of equity and transparency and based on objective, gender-neutral criteria.
• Variable bonus of up to 30% of base salary.
• Company car, also available for personal use.
• Meal vouchers.
• Supplementary health insurance and additional insurance coverage.
• Employee Assistance Program (EAP).
• Continuous learning and professional development opportunities, including mentoring, coaching, and LinkedIn Learning.
• Company laptop and mobile phone.

We invite candidates to remove from their CV any information relating to gender, marital status, caregiving responsibilities, or any other information that may not be relevant to the recruitment and selection process.

#LI-IC1