Key Account Manager
A leader in the field of dental CAD/CAM, 3Shape is looking for a Key Account Manager for France. 3Shape markets a wide range of 3D scanners and CAD/CAM software for dentistry. Our customers are dental laboratories, dentists, and orthodontists. 3Shape is experiencing significant growth in its activity in France. Main responsibility: This position is primarily responsible for developing sales and opportunities within the recently created organization dedicated to DSOs (Dental Support Organizations) and Universities in France, as part of Strategic Accounts. The mission covers the market segments of DSOs, Universities, and the public sector in France. The job holder will need to identify opportunities, drive the sales process, and ensure continuous relationship maintenance and development with customers. He/she will work in close collaboration with the French team to identify the most attractive business opportunities and successfully execute them for the 3Shape organization. Close collaboration with sales professionals will be an integral part of daily life. A key aspect of the position is adapting 3Shape's value proposition to each account and ensuring that company resources are mobilized at the right time on the right opportunities. The Key Account Manager, DSO and Universities, will report to the Country Manager France. Main missions:
- Execute strategies and tactics to close high-value key deals in the DSO, Education, and Government segments:
Ensure alignment of the strategy with 3Shape's global and local objectives.
Develop strong and collaborative relationships with sales professionals in Europe and at the global level.
Effectively communicate strategy and plans to stakeholders.
Ensure transparency regarding opportunities and performance tracking.
Define service level agreements guaranteeing 3Shape's ability to meet its commitments.
Provide strong business justifications through in-depth analysis and organizational coordination.
Build tailored offers for customers while respecting 3Shape's capabilities and priorities.
- Drive strategic and financially interesting opportunities:
Develop and drive DSO activity in France.
Establish a strong partnership with leaders of 3Shape's strategic distributors to support DSO offerings in France.
Guarantee customer satisfaction during implementation and follow-up of commercial successes; ensure rapid adoption and optimal use of installed 3Shape systems in collaboration with the Customer Success Manager.
Adopt a proactive approach in strategic account management.
Propose solution-oriented recommendations based on solid financial analyses.
Take ownership of unresolved customer issues; escalate if necessary.
Regularly inform the Country Manager of opportunities, risks, customer escalations, and progress toward objectives.
- Actively participate in the Strategic Accounts team:
Participate in regular meetings with resellers and the 3Shape France team.
Adopt behaviors and communication reflecting 3Shape's values — being a role model for others.
Collaborate with colleagues from the EMEA region and global headquarters to effectively resolve issues and manage escalations. Workplace / Hours: Position based in Paris. Travel: Travel is to be expected according to needs. Required training and experience: Master's degree in business or MBA.
3 to 5 years of experience in a sales role.
Experience in the dental, medical technology, or healthcare sector is a plus.
Demonstrated success in sales.
Experience in a complex matrix environment.
Proven skills in analysis, problem-solving, and project management.
Experience in preparing and presenting compelling professional content.
Proficiency in English is essential.
Very good proficiency in Microsoft Excel and PowerPoint. Key skills: Follow-up: Prioritizes and ensures that commitments are met.
Collaboration: Ability to take others' positions into account and find common solutions.
Customer orientation: Commitment to customers and colleagues, with a pleasant and collaborative approach.
Problem-solving: Seeking innovative solutions and sharing results.
Ethical conduct: Takes ownership of decisions and acts according to clear ethical standards.
Please note that this job description is not intended to cover or contain an exhaustive list of required activities, missions, or responsibilities. These elements may evolve at any time.
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.