DSO Key Account Manager KAM

3Shape A/S; Remote; GBP 45,000 - 60,000; Full time

Job summary

A leading dental technology company is seeking a DSO Key Account Manager to drive sales and develop relationships with Dental Service Organizations in the UK. This remote role requires maintaining strong ties with both internal teams and external partners, executing strategic business plans, and deploying consultative selling methods. The ideal candidate will possess a solid background in dental technology sales and demonstrated success in managing key accounts. High-level communication and travel readiness are essential for success.

Qualifications

• Experience in dental technology sales, particularly with dental service organizations.
• Established relationships with dental resellers and end customers.
• Ability to develop and implement business plans and strategies.

Responsibilities

• Identify and establish relationships with dental service organizations and reseller partners.
• Create and implement business and sales strategies.
• Maintain and grow relationships with key stakeholders.

Skills

Sales strategy development

Consultative selling

Relationship management

Technical knowledge of dental products

Excellent communication skills

Education

Minimum 3 years in dental industry

Job description

Primary Responsibility

The DSO Key Account Manager has a key role in working with and establishing solid relationships with Dental Service Organizations and 3Shape Reseller Partners, mainly in United Kingdom that are key for 3Shape UK success.

The position focuses on proactively identifying sales opportunities, developing strategies, prioritizing action plans, driving success, and executing relationship-based selling with (including but not limited to):

• National, Regional, and Local DSO’s
• Group, Mid-Markets, Multi-Site, and Emerging Markets Dental Practices
• Education
• Government
• Institutions
• Resellers

The Key Account Manager will develop sales strategy plans utilizing consultative selling modalities to establish trusted relationship with these Strategic Accounts; this begins from the first meeting of interest, continues through any proof of concept, and culminates when the implementation phase is completed. The relationship continues post-implementation throughout the customer lifecycle to ensure usage, adoption, and a consistently positive customer experience that fosters organic growth.

The Key Account Manager is primarily responsible for selling and promoting all 3Shape products to DSO’s as well as with Group, Mid-Markets, Multi-Site, and Emerging Markets Dental Practices. This position is also responsible for selling and promoting all 3Shape products to a targeted list of DSO accounts.

Success is measured by sales performance, achievement of goals and KPIs, and the extent of user implementation, adoption, and overall usage of 3Shape Dental Solutions (hardware and software). Strong alignment with the 3Shape UK team and global stakeholders is required.

Essential Duties and Responsibilities

• Identify and understand DSO and Reseller Organizations
• Create and implement business plans to establish trusted relationships through consultative selling as a business advisor
• Develop and implement strategies to increase the education of and sales to Reseller Partners and DSOs
• Understand IT infrastructure and collaborate with others to further define integration needs, strategies, and action plans
• Work towards achieving maximum profitability and growth in line with and exceeding company expectations
• Contribute to the development and implementation of plans and strategies to grow the 3Shape business, maximizing exposure and education of our products to dealer partners and end customers
• Understand the reseller’s agenda and priorities and ensure alignment with 3Shape objectives
• Develop the sales initiation and offering strategy sequence with particular focus on ROI, implementation plans, workflows, proof-of-concept, training, development plans, as well as usage and adoption as a business consultant utilizing the consultative sales approach
• Represent the brand externally and internally using effective marketing techniques, maintaining strong product knowledge, and driving sales
• Utilize excellent business acumen to identify opportunities to enhance the 3Shape brand identity in the marketplace while maintaining a strong customer focus
• Responsible to establish and maintain excellent relationships with both internal and external stakeholders

Core and Required Elements of Success

1. Establish, grow, and maintain strong relationships

• Develop and maintain strong relationships with our reseller partners at the C-level as well as at the regional manager and field levels, to support sales goals
• Represent 3Shape at trade shows/events, dealer national sales meetings as needed
• Assist in coverage at dealer corporate offices and special events as needed
• Aggressively seek to establish meaningful and direct relationships with end customers for cross selling opportunities and referrals

2. Sales and Strategic Support

• Develop general and client-specific relationship building and education strategies leading to current or future sales
• Develop business plans and sales strategies for assigned accounts that contributes to 3Shape sales and profit expectations
• Develop and maintain strong working relationships with Reseller Partner Special Markets and Strategic Accounts Management teams to develop and support business
• Assist in development and implementation of marketing plans to grow market share
• Provide input regarding proposals, presentations, and company initiatives

3. Product Knowledge

• Demonstrate and maintain a high level of technical expertise on all 3Shape products
• Utilize expertise to support the development and market introduction of new products and services

4. Analysis and Reporting

• Maintain accurate and timely records of sales and support activities in assigned areas through use of CRM
• Maintain accurate records of reports on sales and market share
• Create meaningful quarterly and yearly sales plans (business plans) focused on goal achievement and exceeding expectations
• Provide monthly pipeline/ opportunity reports and timely feedback to UK DSO Manager

5. Policy and Procedure Adherence

• Adhere to all company policies, procedures, and business ethics codes
• Control of expenses in line with company directives; demonstrate responsible budget management
• Manage travel and expenses keeping within allocated budget

6. Behavior Expectations

• Maintain contact with all reseller partners to ensure high level of customer satisfaction and relationship value
• Demonstrate strong business acumen while understanding and leveraging the drivers of the business
• Demonstrate ability to interact professionally with all internal teams and external customers
• Sets example in areas of personal character through commitment, organizational and selling skills, and work habits
• Consistently communicate & provide information on the current business situation; relays suggestions/ideas, recommendations, challenges, and opportunities to keep the team informed and enhance our business success

Work Location/Hours

This role is remote, with the individual working from their home office. Some time is expected in the UK office in Reading to engage with colleagues, and similar requirements may apply elsewhere. Participation in weekend and evening reseller/partner sales events, trade shows, exhibits, conventions, and customer or KOL meetings may be required.

Travel

This position requires up to 70% domestic travel and may include international travel (primarily to Denmark).

Required Education and Experience

• A minimum of 3 years working in the dental industry for a dental dealer or dental manufacturer with demonstrated experience in dental equipment and technology sales
• A minimum of 3 years working with DSOs with extensive dealer and customer connections/networks in these areas
• Established and strong reseller partner relationships
• Demonstrated understanding of dental clinical workflows
• Demonstrated strong organizational and follow through skills
• Experience working in a team environment with multiple stakeholders and decision-makers at all levels in the organization
• Effective and structured written and verbal communication skills; strong presentation skills
• Experience with a consultative, relationship-oriented organization

Preferred Education and Experience

• Experience working with intraoral digital impression and/or lab scanners and software
• IT knowledge and experience
• Extensive experience in or with global organizations

Critical Competencies

• Embraces Change: Able to be proactive, adaptive, improvise, and overcome challenges while being results-oriented and creative, considering competing priorities and tight timeframes
• Results Orientation: Always has the result in mind and works to that end. Able to gain results both individually and collectively within a team
• Customer Orientation: Maintains a commitment to customers, clients, and employee colleagues providing them with an enjoyable and supportive experience. Pleasant, easy to work with
• Attention to Detail and Organization: Maintains detailed records, information and organizes it in a relevant way including use of CRM
• Time Management: Manages time effectively at both the individual and project levels; collaborates with team members to support key deliverables
• Technologically Savvy: Able to work with, understand and embrace changes in technology
• Ethical Conduct: Takes accountability for decisions, makes decisions that clearly adhere to an ethical standard

We encourage all relevant applicants to apply. We are committed to celebrating human diversity, and we trust that the best way to reach outstanding business results, is by welcoming diverse people into our community.

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. Twenty years later, 3Shape has 2,000+ 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 LinkedIn.