Senior Strategic Accounts Manager - DSOs (UK)
Job Description
About Straumann Group
Straumann Group is a global leader in dental solutions, dedicated to empowering dental professionals to deliver the highest standards of patient care. We offer a comprehensive range of products and services that include dental implants, restorative products, and digital solutions. Our commitment to innovation, quality, and customer service sets us apart in the dental industry.
Role Overview
This is a senior, commercially critical leadership role within Straumann Group’s UK DSO organisation. The role is responsible for shaping and delivering the UK-wide DSO growth agenda, leading complex multi-year commercial negotiations, and building governance-led partnerships with some of the UK’s most sophisticated dental service organisations. The position provides senior-level input into portfolio decisions across the UK DSO customer base and offers exposure to enterprise priorities, with clear scope for broader leadership responsibility as the DSO function continues to evolve.
Key Responsibilities
1. DSO Account & Partnership Leadership
Own the UK DSO approach and senior relationships for a selected number of important Dental Service Organisations (DSOs).
Develop and execute strategic growth plans for key DSO accounts, driving sustainable business expansion.
Engage and influence C-suite stakeholders, positioning Straumann as a strategic partner at executive level.
Build and deliver multi-year account growth frameworks, including objectives, portfolio positioning, whitespace analysis, stakeholder mapping, and governance cadence.
Build trusted partnerships with senior DSO leadership teams by deeply understanding their operating models, growth ambitions, and priorities.
Partner with the Head of DSO to define and deliver the most critical UK DSO initiatives, including major commercial negotiations, enterprise-level programmes, and innovation leadership into the largest accounts.
Work closely with the Head of DSO on the definition and delivery of the most critical UK DSO initiatives, including major commercial negotiations, strategic partnerships, and enterprise-level transformation programs.
Influence without authority in a matrix environment—aligning sales, marketing, clinical education, operations, and digital teams to remove barriers and accelerate execution.
Act as a trusted ‘consulting shoulder’ to senior DSO stakeholders—identifying mutual value, shaping joint plans, and unlocking combined outcomes for both organisations.
A role for senior talent who want to remain highly creative and client-facing (not pure people management), working with the largest accounts on growth, transformation, and new ways of partnering.
Champion a long-term partnership approach, focusing on business transformation rather than transactional sales.
Build and present compelling business cases and account development plans to senior decision-makers.
2. Commercial Architecture & Negotiation
Lead complex, high-value commercial negotiations including framework agreements, pricing and rebate structures, and contract renewals.
Design commercial architectures that balance long-term partnership value with Straumann’s strategic and financial objectives.
Navigate high-stakes discussions with maturity, confidence, and executive presence to achieve sustainable win-win outcomes.
3. Governance, Collaboration, Project Management & Delivery
Establish and lead internal and external governance structures such as QBRs, steering committees, and executive reviews.
Orchestrate cross-functional teams (sales, marketing, clinical education, operations) to deliver agreed DSO initiatives and outcomes.
Gain exposure to the implementation of technology solutions within DSOs and contribute to the setup and evolution of sales governance (ways of working, decision forums, and meeting cadence).
Drive clarity, prioritisation, and accountability across complex multi-stakeholder programs.
Think beyond individual accounts, contributing to the broader DSO growth strategy for the region.
Provide disciplined project leadership across strategic DSO initiatives, translating complex priorities into clear plans, governance routines, accountable workstreams, and measurable delivery outcomes.
4. Analytics, Insight & Executive Storytelling
Leverage CRM, BI and performance data to challenge assumptions, guide negotiation strategy, and inform decision-making.
Translate complex data into clear, executive-level narratives that support senior leadership and board-level discussions.
Monitor performance against commercial and portfolio KPIs, identifying risks and opportunities early.
Lead the preparation and delivery of internal leadership and external DSO presentations, including QBRs, steering committee updates, strategic proposals, and performance reviews.
Anticipate customer needs and industry trends to proactively shape future business opportunities.
Translate market insights into actionable growth strategies and measurable business outcomes.
Qualifications
Experience working in the dental industry ideally with Dental Service Organisations DSOs.
10–15+ years’ experience in senior commercial or strategic account roles within dental, medtech, healthcare, or complex B2B environments.
Proven track record managing complex negotiations and large strategic accounts, with exposure to C-suite stakeholders.
Strong analytical capability with deep understanding of CRM, BI, and project management tools.
Demonstrated executive presence, gravitas, and maturity in high-pressure commercial environments.
Bachelor’s degree in Business or related discipline; postgraduate qualifications are a plus.
What We Offer
Competitive salary and performance-based incentive structure.
High visibility role within a strategically critical growth area.
Clear long-term progression opportunity toward functional leadership within DSOs.
Collaborative, innovative and performance-driven environment.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.