Territory Manager – North Italy

Company: 3Shape

About the Role

As Territory Manager for North Italy, you are based in Lombardia/Veneto and you will be the driving force behind commercial growth in North Italy area — acting as a trusted business partner for our channel network and a true ambassador of 3Shape's product portfolio. This is a field-facing, high-autonomy role for someone who thrives on building relationships, unlocking opportunities, and making things happen.

Key Responsibilities

• Drive sales enablement across channel partners by delivering comprehensive support: product demonstrations, joint customer visits, training sessions, event organization, market segmentation, and install base profiling.

• Build and maintain strong, trust-based relationships with channel partners at the branch level through consistent engagement, regular business reviews, and strategic alignment.

• Gather and synthesize market intelligence — customer feedback, competitive insights, and field observations — and communicate findings effectively to internal stakeholders.

• Deliver high-quality product and sales training to partner teams, setting a best-in-class standard for knowledge and presentation.

• Represent 3Shape at key industry events within the territory, including trade shows, seminars, and promotional activities.

• Partner closely with the Marketing team to align on lead generation initiatives, identify high-potential opportunities, and ensure field insights inform campaign and content decisions.

Qualifications

Required

• At least 3+ years of experience in B2B sales or channel/partner sales, preferably in the dental or medical device industry.

• Strong interpersonal, communication, and negotiation skills with a natural ability to build rapport at all levels.

• Confident presenter with a structured, persuasive approach to product demonstrations.

• Self-motivated, organized, and comfortable working autonomously in a field-based role.

• English proficiency at B1 level or above (very important: English level will assessed during the selection process).

• Preferred

• Background in product sales (medical devices, industrial equipment, IT hardware/software).

• Experience managing or developing distributor and channel partner relationships.

• Proficiency with Microsoft Office (Excel, PowerPoint); familiarity with CRM platforms.

Ideal Candidate Profile

You combine a hunter's drive with a partner-first mindset. You're as comfortable presenting to a room of dental professionals as you are reviewing quarterly performance with a distributor's branch manager. You take ownership of your territory like it's your own business — tracking results, identifying gaps, and proactively developing solutions without waiting to be told.

You are:

• Collaborative — you work with partners, not just through them.

• Customer-oriented — you understand that the end user's success is the measure of your own.

• Analytically grounded — you use data and market insights to prioritize your efforts.

• Resilient and adaptable — you navigate complex, multi-stakeholder environments with professionalism and composure.

• Passionate about the industry — ideally with existing knowledge of or curiosity about digital dentistry and dental technology.

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 commitment to customers, clients, and employee colleagues providing them with 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.