National Key Account Manager

Dentsply Sirona

. Develop and implement a national growth strategy for the indirect channel in coordination with the Commercial Director DACH .

Posted 10/8/2026full-timeRemote • GermanyMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in Key Account Management and indirect sales channel development within the MedTech sector, with a strong focus on strategic negotiation and relationship building. Proficient in CRM systems and market analysis, with fluency in German and good English skills.

Highest-signal resume keywords

Key Account ManagementIndirect Sales Channel DevelopmentNegotiation SkillsCRM ProficiencyGerman Healthcare System Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Key Account ManagementSales Strategy DevelopmentNegotiationMarket AnalysisRevenue Target PlanningSales TrainingForecastingPipeline ManagementContract StructuringReimbursement Processes

Soft Skills

Excellent Communication SkillsAnalytical ThinkingSelf-MotivationTeam CollaborationHigh Willingness to Travel

Tools & Technologies

CRM SystemsMS OfficeSalesforce.comPower BIIQVIA

Industry Keywords

MedTechMedical DevicesHomecare SectorHealthcare SystemHealth Insurance Funds

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

Develop and implement a national growth strategy for the indirect channel in coordination with the Commercial Director DACH
Identify, prioritize, and acquire new sales partners, such as medical supply retailers, homecare companies, wholesalers, and purchasing groups
Build long-term relationships with decision-makers at central and executive management level
Independently manage and develop national top accounts, including annual business reviews as well as negotiations of commercial terms and framework agreements
Create individual account plans with revenue, volume, and activity targets
Negotiate listings, promotional plans, and joint growth initiatives (Joint Business Plans)
Support product launches and develop new marketing and service concepts
Design and deliver product, application, and sales training for partners and their team members
Manage forecasting and pipeline activities and provide regular CRM reporting
Work closely with Field Sales, Inside Sales, Homecare, TeamPartner, and Customer Service to ensure a seamless supply chain
Collaborate with Market Access/Pricing on reimbursement-related topics
Systematically monitor market, competitor, and reimbursement developments in the medical devices market

Requirements

What you’ll need

Relevant sales experience and professional experience in Key Account Management, ideally in the MedTech/medical devices market or homecare sector
Demonstrated success in building and expanding indirect sales channels and conducting negotiations at executive management level
Solid knowledge of the German healthcare system; knowledge of medical device provision, reimbursement processes, and contract structures with health insurance funds is an advantage
Strong negotiation and closing skills
Strategic and analytical thinker with a hands-on approach
Proficient in CRM systems and MS Office; experience with sell-out/market data (e.g., IQVIA) is an advantage
Fluent German and good English skills
Strong analytical skills (Salesforce.com, Power BI, MS Office)
Entrepreneurial networker with high self-motivation
Confident presence and excellent communication skills across all organizational levels
Team player with a very high willingness to travel, including overnight stays, and a high degree of flexibility
Authorized to work in Germany

Benefits

Comp & perks

Attractive compensation package
Company car with private use (Mercedes, Audi, BMW, VW, SEAT, Škoda)
Company benefits
EGYM corporate fitness subsidy
Motivated team and pleasant working environment
High degree of autonomy
Comprehensive onboarding for the perfect start