Key Account Manager, Dental Labore (m/w/d)

3Shape

23h•Remote

About The Position

3Shape is seeking a Key Account Manager – Lab Solutions (DACH) to drive growth and digital transformation in the dental laboratory segment within the DACH market, with a specific focus on larger lab groups and chains. This is an entrepreneurial, sales-driven role with national responsibility. You will work remotely from your location, combining digital account management with targeted on-site visits to key clients. This role is ideal for a commercially oriented individual with an ownership mindset, a focus on results, and a strong customer orientation. The position is based in Germany and reports to the Country Manager DACH. You will be responsible for the lab business in Germany, Austria, and Switzerland, including revenue responsibility, pipeline development, and sustainable market growth. In close collaboration with dental laboratories, especially larger lab groups, and resellers, you will expand 3Shape's presence, drive digital adoption, and achieve strong commercial results.

Requirements

Experience in the dental industry is a mandatory requirement – several years of sales or account management experience in the dental field.
Training or background as a dental technician is desirable.
Proven success in revenue growth and new customer acquisition.
Experience in complex sales cycles.
Knowledge of dental CAD software (e.g., Exocad, Dental System, or comparable).
Very good understanding of digital workflows (lab & clinic).
Proficient in Excel and PowerPoint.
Fluent English and German at a native level (C2).
Strong commercial acumen and results orientation.
Excellent communication, negotiation, and influencing skills.
Ability to build long-term customer relationships and act as a trusted advisor.
High degree of personal responsibility and accountability.
Data- and performance-oriented way of working.
Willingness to travel within the DACH region.

Nice To Haves

Training or background as a dental technician is desirable.

Responsibilities

Overall responsibility for the sales performance of 3Shape Lab Solutions in the DACH region.
Achieving revenue growth, pipeline development, and market share gains.
Identifying and closing new business opportunities and expanding existing key accounts.
Upselling and cross-selling activities across the entire 3Shape portfolio.
Developing a thorough understanding of the DACH lab market and its segmentation.
Strategic management of lab groups – remotely and through on-site visits – to analyze their needs and workflows.
Positioning the complete digital 3Shape ecosystem (scanners, CAD software, LMS, services).
Driving digital transformation in the laboratory and prosthetics segment.
Representing 3Shape Lab Solutions at events, training sessions, and webinars in the DACH region.
Close collaboration with resellers to successfully implement sales activities.
Training, coaching, and supporting reseller sales teams through joint customer appointments.
Participating in regular business reviews and strategic sales planning.
Close coordination with local and global teams (Marketing, Clinical, Product).
Supporting go-to-market activities and product launches.
Building and maintaining strong relationships with dental laboratories to support lead generation for clinic solutions (TRIOS).
Increasing customer loyalty through events, training, and on-site visits.