Key Account Manager DSO

Department: Sales

Location: EMEA-Poland-Field based

Description

As a DSO Key Account Manager for large accounts, you will report to the General Manager, Poland. You will be responsible for defining and executing commercial strategies within key DSO (Dental Service Organisation) accounts, driving the sales of Align products across these organizations. Your role will focus on fostering collaboration, developing practices, managing key accounts, and implementing service initiatives to ensure the growth and success of our DSO partnerships.

This is a field based role.

Key Responsibilities

• Develop a deep understanding of the DSO environment, including their workflows, structures, and unique business dynamics.
• Collaborate directly with BDMs and DSO teams to design, implement, and drive joint growth plans within the group.
• Contribute to achieving the company's business objectives by driving sales growth and improving overall profitability across both GP and Ortho channels.
• Execute a structured quarterly phase for Business Reviews with key DSOs, focusing on performance analysis, goal alignment, and strategy refinement for mutual success.
• Work closely with ASMs to lead and coordinate sales team activities within key DSOs, ensuring these customers are central to planning and growth initiatives.
• Build and maintain long-term relationships with Area/Regional management teams of key DSO partners, acting as the KAM lead for assigned accounts.
• Foster strong collaboration with Sales, Marketing, and Clinical Education teams to align efforts and strategies.
• Partner with TMs to support large accounts, providing expertise and strategic input.
• Lead the implementation of Align's Practice Development Program and Digital Platform adoption, assisting customers in managing their dental centers from both marketing and organizational perspectives. This includes creating support materials, training programs for the sales team, and working closely with customers to ensure success.
• Drive excellence in the rollout and implementation of iTero technology, ensuring effective adoption and usage.
• Participate directly in sales calls with key customers and define strategies to grow their business. - Design and optimize processes to enhance finance, operations, and business metrics, ensuring robust business support and operational efficiency.
  
  

Skills Knowledge & Expertise

• Bachelor's degree and/or equivalent experience, preferably in healthcare, technology, or business-related fields.
• Minimum of 6 years of outside business-to-business (B2B) sales experience; industry experience in medical devices, capital equipment, dental, orthodontics, or related B2B fields preferred.
• Demonstrated experience in sales and/or marketing management within healthcare-related technology products.
• Business and marketing acumen, with the ability to confidently engage in business discussions (e.g., Cash Flow Analysis, ROI, P&L) and ask insightful business questions.
• Proven track record of consistently achieving sales goals.
• Experience in developing and implementing strategies with senior-level customers to drive business success.
• Strong project management skills, particularly in coordinating cross-functional teams within a matrixed environment.
• A holistic approach to managing multiple business lines and aligning priorities effectively.
• Influencing skills to execute plans through teams not under direct management by fostering collaboration, building trust, and leveraging relationships to achieve shared objectives.
• Proficiency with Microsoft Office applications and experience with CRM systems; Salesforce experience is preferred.
• Valid driver's license. - Willingness to travel regionally up to 60%.
  
  

Benefits

• Private healthcare Luxmed,
• Multisport card,
• Private insurance,
• Meal vouchers,
• Co-financing of company products,
• Employee Support Program.
  
  

Zachęcamy do zapoznania się z naszą Procedurą Sygnalistów. Szczegółowe informacje znajdziesz, klikając w poniższy link:

Align Technology (Poland).pdf

Applicant Privacy Policies

Review our Applicant Privacy Policies for additional information.

Global Diversity Statement

At Align, we believe in the power of a smile, and we know that every smile is as unique as our employees. As we grow, we are committed to building a workforce rich in diverse cultural backgrounds and life experiences, fostering a culture of open-mindedness and compassion. We live our company values by promoting healthy people and healthy communities, all with the intent of changing millions of lives, one unique smile at a time.

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.