Key Account Manager, Strategic Accounts, Region EMEA, DSOs & University sales

Primary Responsibility:

This role has primary accountability for driving sales and opportunities in the recently established DSO and University organization in Region EMEA within Strategic Accounts.

The responsibility includes Dental Support Organizations (DSOs), Universities and Government market segments located in Region EMEA. The individual will be responsible for identifying opportunities, driving the sales process and making sure that we continuously are developing and nurturing our customers. The individual will be working closely together with a team of professionals- Key Account-, Customer Success- and IT Integration managers to identify the most commercially attractive opportunities and then drive to a successful conclusion for the 3Shape organization. Further, close collaboration with 3Shape country managers and sales professionals will be a part of the everyday job. A key aspect of this role is to tailor 3Shape’s value offering to the individual accounts and ensure that company resources are deployed against the right opportunities at the right time. This role works in close collaboration with senior sales leaders in the Region and globally, in addition to other 3Shape teams, such as R&D, Academy (Training) and Customer Support.

The Key Account Manager for region EMEA, DSOs and Universities, will report to the Director of Strategic Accounts, Region EMEA, DSOs and Universities.

Essential job duties

Execute on region EMEA’s strategy and tactics for delivering key, high value deals that support the organization’s business plans for DSOs, Education and Government segments

• Ensure strategy is aligned with 3Shape’s global and local (country specific) business expectations
• Develop strong, collegial relationships with sales-people in Region Europe and Global to ensure support and adoption of business plans
• Develop and deliver communications of the strategy and plans to various stakeholders
• Ensure transparency around opportunities and ongoing performance management
• Develop service level agreements that ensure the 3Shape organization can deliver and maintain commitments
• Provide compelling business rationale through extensive evaluation, data analytics and organizational alignment
• Build offerings that tailor to the customer, but also support 3Shape’s capabilities and business priorities.

Take leadership in the most important strategic and financially interesting opportunities

• Responsible for developing and driving the opportunity presentation to senior level executives of the strategic account
• Build a strong partnership with 3Shape’s strategic partner/distributor leaders to support the regional DSO offerings
• Accountable for ensuring customer satisfaction in the implementation and support of commercial “wins”; Secure fast adoption and high usage of the installed 3Shape systems in close collaboration with the Customer Success Manager
• Build a pro-active approach to engagement with strategic accounts
• Provide solution-oriented recommendations based on sound financial analysis of key management decisions
• Take ownership of unresolved or problematic customer issues; escalate, as needed
• Continually provide senior management with visibility of opportunities, risks, customer escalations, progress against goals

Focus on securing “wins” for the company

• Provide clear insight and direction to team members regarding business opportunities, challenges, strategy and tactics
• Be an ambassador of and follow company guidelines and policies, regulations, legislation re: 3Shape products and management of employees

Participate as an active and engaged member of the Strategic Account Team

• Participate in ongoing review meetings with Senior Director, Strategic Accounts and Director for DSOs & Universities, Region EMEA, Strategic Accounts
• Display behaviors and communications that reflect the 3Shape Valu3s—be a role model for others
• Engage with colleagues in Region EMEA and Global HQ to provide effective problem-solving and escalation

Work Location/Hours: This role is based in our Global Headquarter in Copenhagen, Denmark.

Travel: This position requires travel when needed, pre-corona ~30-40 days/year is expected

Required Education and Experience:

• Master’s Degree in a business-related discipline or MBA
• 3-5+ years of experience in a commercial role,
• Experience in a strategy/corporate development role will be looked upon favourably
• Previous experience in a global dental, high tech, medical device or healthcare environment is considered a plus
• Demonstrated success working within sales
• Demonstrated success working with a highly matrixed work environment
• Demonstrated strong analytical, problem solving and project management skills
• Demonstrated experience preparing and delivering compelling and professional opportunity presentations to senior level leaders
• Effective and influential written and verbal communications
• Superuser of Microsoft Office platforms, especially Excel and PowerPoint

Critical Competencies:

Follow-up: Prioritizes and ensures commitments have been completed to a level of satisfaction.

Collaboration: Able to consider other’s position and come to a mutually agreed-upon resolution.

Customer Orientation: Maintains a commitment to customers, clients and employee colleagues providing them with a supportive experience. Pleasant, easy to work with.

Problem-Solving: Able to look for innovative, creative solutions to routine or new challenges. Willing to share results. Uses all types of resources to resolve issues.

Ethical Conduct—takes accountability for decisions, makes decisions that clearly adhere to an ethical standard

Success criteria: Success in this role will be measured across three parameters

• Sales
  • New commitments
  • Fulfilment of ongoing/existing commitments
  • A growing subscription-base
  
  
  • Development
  • Driving and optimizing individual performance and development
  
  
• Customer and reseller feedback
  • NPS score
  
  

Notes: Senior leadership reserves the ability to make modest changes to this role; specifically, adding additional scope as related to changing the business plans.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time

We encourage all relevant applicants to apply. We do not discriminate on the basis of race, color, religion, national origin, sex, age, disability, or any other status. All qualified applicants will be given equal opportunity and the selection is based on job-related factors.

About us

3Shape started with a simple idea - to make 3D scanning better. First, we applied it to the hearing industry, then we succeeded in dentistry. Now, twenty years later, 3Shape is 1,600+ employees globally. With the help of dental professionals and amazing colleagues we’re creating award-winning scanning and CAD/CAM solutions to change dentistry together! Together, we contribute to a better world. Experience the everyday #lifeat3Shape across the globe on Facebook.