Head of DSO

Location: Turbigo

About Straumann
Headquartered in Basel, Switzerland, the Straumann Group employs approximately 9000 people worldwide. Its products, solutions and services are available in more than 100 countries through an abroad network of distribution subsidiaries and partners, featuring the global brands Straumann, Neodent, Medentika, and other fully or partly-owned partner companies.
Straumann Group DSO
The 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. The DSO Team is committed to building and serving enterprise customers across all product segments (implants, bone regeneration, digital) through winning business concepts and 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 powerful team of talented individuals in all key countries with a unified approach, we want to build the best team in the industry and take leadership position in DSO.
Job Purpose
The incumbent will provide leadership and vision in developing revenue-generating sales and marketing initiatives in the Italian DSO market together with his team within Italy and peers from other countries within the Southern European hub. The role mandates achieving yearly DSO P&L targets and simultaneously supporting 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 that will include hunting for new accounts and expanding existing accounts for sustainable year‑over‑year growth. A key parameter for success includes alignment, negotiation, and collaboration with regional and local Sales Leadership, Sales Operations, Finance and Legal teams.
Additionally, the role holder will work closely with local and global marketing teams to co‑create and adjust the most effective Straumann Group offering and infrastructure to support their area and country.
Main Tasks and Responsibilities

Responsible for Country DSO P&L and go-to‑market execution in alignment with Hub DSO Lead
Manage operational performance across the value chain to generate topline growth, market share, and share of wallet increase
Ensure excellence in execution of international deals and management of international account subsidiaries locally
Execute and support Enterprise solutions together with the global Solution Enterprise team
Devise with Country Manager and local leadership team the DSO cross‑selling marketing strategy (cross‑selling of STG portfolio) and communication plan with resource allocation
Define local DSO customer segmentation in alignment with Country Manager and local Customer Service
Ensure Hub Commercial Excellence strategy is executed locally in alignment with Country Manager and provide input based on local market analysis for effective localization regarding topics such as pricing strategy, commercial policy, incentive schemes
Maintain sales forecast accuracy: ensure DSO sales funnel is populated regularly by Key Account Managers (KAM)/Customer Success Managers (CSM) and reviewed monthly
Provide Country Latest Estimate on sales landing forecast to Hub DSO Lead every quarter
Ensure DSO Strategic Account Management strategy is executed with excellence by KAM/CSM: account strategy and account planning reviewed monthly, integrated account team defined for every customer
Build the local DSO selling process in collaboration with local team and implementation framework
Provide vision and passion to the local team to empower local DSO organization in pursuit of DSO opportunities

Requirements
Education

Bachelor or Master Degree in a relevant field of work or an equivalent combination of education and work‑related experience
Extensive experience (at least 8 years) within a Sales, Business Development or Commercial role with proven commercial success from preferably medical devices field

Experience with in business consultancy frameworks and consultative…