Director, North America Strategic Accounts

Lead the start up of a new Strategic Accounts team in a leader in the dental industry. This position will be filled quickly, so apply now!
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About us

3Shape develops 3D scanners and software solutions that enable dental and hearing professionals to treat more people, more effectively and with superior care. We are a global market-leading provider of dental and audio technology for laboratories and clinics. Creating great innovation requires diverse teams. Our growing talent pool of over 1,500 employees spans 30+ nationalities and is energized by knowing that together, we contribute to a better world. 3Shapers are entrepreneurs, challengers and innovators… values that are at the heart of everything we do.


About the role

 The dental space is evolving and new parties, e.g. private equity funds, are entering its space.  An increasing amount of dental supply organizations (DSO) are emerging.  DSOs are a rapidly developing segment of the dental market and include clinics from ten to thousands.  In North America they account for +20% of all dental practices.  The trend is expected to continue at pace.

In general, the DSOs are on the lookout for cost saving opportunities and incremental revenue streams.  We look for a person that can help raise our game and create a break-through in this increasingly important marketspace by developing and driving a dedicated team of Key Account Managers, Customer Success Managers and IT Integration Managers across North America.

The full responsibility of the role is to take responsibility of DSOs, Universities and Government accounts.  You will report to the Global Director of Strategic Accounts in our global HQ with the responsibility of driving and developing our newly established Strategy Account sales organization and commercial setup in North America, including identifying the most commercially attractive opportunities and tailor our value offering to the individual accounts.  The individual in this role must thrive in pitching and driving the most important opportunities-often in close collaboration with Senior Management and our local US Management team. 


Your key responsibilities will be to:


Develop the North America strategy and execution tactics for delivering key, high value deals that support the organization’s business plans for DSOs, Education and Government segments

  • Ensure strategy is aligned with 3Shape’s global and local (North America--NA) business expectations
  • Develop strong, colleagial relationships with senior organizational leaders in NA and Global to ensure support and adoption of business plans
  • Develop and deliver communications of the strategy and plans to various stakeholders
  • Ensure transparency around opportunities and ongoing performance management
  • Develop service level agreements that ensure the 3Shape organization is able to deliver and maintain commitments
  • Provide compelling business rationale through extensive evaluation, data analytics and organizational alignment
  • Build offerings that tailor to the customer, but also support 3Shape’s capabilities and business priorities

     

Take leadership in the most important strategic and financially interesting opportunities

  • Responsible for developing and driving the opportunity presentation to senior level executives of strategic accounts
  • Build a strong partnership with 3Shape’s strategic partner leaders to support the regional DSO and University offerings
  • Accountable for ensuring customer satisfaction in the implementation and support of commercial “wins”
  • Build a pro-active approach to engagement with strategic accounts
  • Provide solution-oriented recommendations based on sound financial analysis of key management decisions
  • Take ownership of unresolved or problematic customer issues; escalate, as needed
  • Continually provide senior management with visibility of opportunities, risks, customer escalations, progress against goals

 Perform as an inspirational organizational and team leader focused on securing “wins” for the company

  • Provide clear insight and direction to team members regarding business opportunities, challenges, strategy and tactics
  • Develop and manage NA Strategic Accounts Compensation Plan in line with global requirements
  • Understand, develop and manage to organizational budgets
  • Provide consistent (and in line with 3Shape priorities) feedback, coaching and direction 3Shape employees regarding performance and goal setting
  • Participate in regular one-on-one reviews using it as an opportunity for feedback
  • Ensure employees have the appropriate training and resources necessary for them to perform their role
  • Initiate opportunities for cross-regional, cross-team projects and initiatives
  • Be an ambassador of and follow company guidelines and policies, regulations, legislation re: 3Shape products and management of employees
  • Participate as the first line for escalation from team members

    


To succeed in this position, you will need to:

 Success will be measured across three parameters

1.  Sales (new commitments, fulfilment of ongoing commitments and growing the subscription-base)

2.  Team Development (Identify and build team, Structure for driving and optimizing individual performance and development)

3.  Tools and Governance (Transparent performance reporting and development of sales tools that are applicable globally)

Required Education and Experience:

  • Master’s Degree in a business-related discipline or MBA
  • 10+ years of experience in a complex business development and/or sales leadership role, with the last 3 years at a senior level
  • Demonstrated success working in a highly matrixed environment
  • Demonstrated strong analytical, problem solving and project management skills
  • Demonstrated experience preparing and delivering compelling and professional opportunity presentations to senior level leaders
  • A minimum of 3+ years as a proven organization and people leader demonstrating skills such as team building, performance management, conflict resolution, employee development and motivation, gaining results through others
  • Effective and influential written and verbal communications
  • Superuser of Microsoft Office platforms, especially Excel and PowerPoint

       

Preferred Education and Experience:

  • 2-3 years of experience in a Top Tier consulting or strategy/corporate development role
  • Previous experience in a high tech, medical device or healthcare environment
  • Experience working in a global company

Note:  This position requires up to 35%, both domestically and internationally.  The preferred location is in our US commercial office in Warren, NJ.


What do we offer  

A full complement of employee benefits and perks that include health, vision and dental insurance, life insurance, paternity and maternity program, education reimbursement, monthly contribution for wellness initiatives, 4% company contribution to 401K, 18 days PTO upfront, 12 company holidays, tuition reimbursement and more.

Usually responds within a week

Or, know someone who would be a perfect fit? Let them know!

Warren NJ

10 Independence Blvd
07059 Warren Directions

Inside 3Shape

Life at 3Shape is great! We bring passion and talent to work every day to innovate for superior patient care. 3Shape is built on a culture of thinking differently and being innovative when solving challenges. We embrace new ways to exchange ideas with colleagues across departments and think and work in an agile way.

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