Director, Regional Key Accounts

Align Technology; Barcelona; In loco; EUR 120.000 - 180.000; Tempo pieno

Descrizione del lavoro

Align Technology is seeking a senior commercial leader for the EMEA region, focused on DSOs and digital dentistry initiatives. The role demands strategic direction, enterprise negotiations, and cross-functional leadership to drive revenue and ROI across multiple markets, with significant travel across Europe, the Middle East, and Africa.

Based in Spain (Barcelona or Madrid) with field responsibilities. You will influence go-to-market decisions, partner with executive teams, and define

Competenze

• Minimum 10+ years in senior commercial, sales, or marketing leadership roles.
• Proven experience with DSOs or large enterprise healthcare customers across markets.
• Strong background in enterprise negotiations, tender management, and complex deal structures.
• Experience leading cross-functional teams in a matrix environment and influencing at executive level.
• Experience owning commercial outcomes, forecasting, and strategic planning at regional or multi-country level.
• Fluent English required; additional European languages a plus.
• Willingness to travel across EMEA up to ~70%.

Mansioni

• Own and deliver EMEA DSO commercial strategy aligned with regional and global objectives.
• Lead revenue, profitability, and growth with forecasting, latest estimates, and AOP achievement.
• Act as the senior commercial voice for DSOs within EMEA and influence priorities and go-to-market decisions.
• Establish governance, success metrics, and ROI tracking for DSO initiatives.
• Build and sustain executive relationships with senior DSO leadership across EMEA.
• Lead high-level commercial negotiations, tender strategies, and enterprise partnerships.
• Define and lead GTM strategies for digital solutions and services across DSOs.
• Drive adoption of features across the iTero portfolio and related services.
• Collaborate with Sales, Marketing, Finance, Operations, and Tender teams for end-to-end execution.

Conoscenze

Strategic leadership

Enterprise negotiations

Forecasting & budgeting

Cross-functional leadership

Executive relationship management

Go-to-market strategy

DSO experience

Travel readiness

Formazione

Bachelor's degree in business/healthcare/technology

MBA preferred

Descrizione del lavoro

Description

Department: Sales Location: EMEA-Spain-Field based

Role expectations

Commercial & Strategic Leadership

• Own and deliver EMEA DSO commercial strategy, aligned with regional and global business objectives.
• Lead revenue, profitability, and growth outcomes for DSOs, with accountability for forecasting, latest estimates, and AOP achievement.
• Act as the senior commercial voice for DSOs within EMEA, influencing strategic priorities, investments, and go‑to‑market decisions.
• Establish clear success metrics, governance, and ROI tracking for all DSO-related initiatives.

DSO Engagement & Executive Relationships

• Build and sustain long-term, executive-level relationships with senior DSO group leadership across EMEA.
• Lead high-level commercial negotiations, tender strategies, and enterprise partnership discussions.
• Translate DSO needs into scalable commercial solutions, ensuring alignment between customer objectives and Align’s digital strategy.

Go-To-Market & Portfolio Leadership

• Define and lead go‑to‑market strategies for digital solutions, services, and innovations targeted at DSOs.
• Drive adoption of key features across the iTero portfolio and related digital services.
• Champion innovative commercial models that enable DSOs to digitize at scale (e.g. leasing, CPO, service-based offerings).

Enterprise Sales Strategy

• Ensure commercial consistency, competitiveness, and value articulation across complex, multi-country DSO tenders.
• Personally engage in strategic sales discussions with priority accounts to unlock growth and remove barriers.

Cross-Functional Leadership

• Partner with Sales, Marketing, Finance, Operations, Tender Management, and Clinical Education to ensure end-to-end execution excellence.
• Sponsor and lead cross-functional programs, ensuring internal alignment, accountability, and delivery.
• Guide the development of sales enablement tools, training programs, and support materials to maximize commercial impact and utilization.

Business & Market Intelligence

• Maintain a deep understanding of the IOS, aligner, and digital dentistry markets, including competitive dynamics and emerging trends.
• Use data, market insights, and customer feedback to inform strategy, investment decisions, and portfolio priorities.
• Forecast business returns for major initiatives and ensure disciplined financial evaluation.

What We're Looking For

• Minimum 10+ years’ experience in senior commercial, sales, or marketing leadership roles, ideally within healthcare, medical devices, or digital technology.
• Proven experience working with DSOs or large enterprise healthcare customers across multiple markets.
• Strong background in enterprise negotiations, tender management, and complex deal structures.
• Demonstrated ability to lead cross-functional teams in a matrix environment and influence at executive level.
• Experience owning commercial outcomes, forecasting, and strategic planning at regional or multi-country level.
• BS/BA required in business, healthcare, or technology; MBA strongly preferred.
• Fluent English required; additional European languages a plus.
• Willingness to travel across EMEA (up to ~70%).

The ideal candidate is based in Barcelona or Madrid

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Equal Opportunity Statement

Align Technology is an equal opportunity employer. We are committed to providing equal employment opportunities in all our practices, without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, disability, sexual orientation, gender identity or expression, or any other legally protected category. Applicants must be legally authorized to work in the country for which they are applying, and employment eligibility will be verified as a condition of hire.