Key Account Manager Lab

About the Position

Join 3Shape as Key Account Manager Lab!

Let’s change dentistry together!

Are you ready to shape the future of dentistry and drive real business impact?

3Shape is looking for a Key Account Manager – Lab Solutions (Italy) to lead growth and digital transformation in the dental lab segment across the Italian market.

This is a high-impact, field-based role with national responsibility, ideal for a commercially driven professional who thrives on ownership, results, and customer engagement.

Responsibilities

Commercial Ownership & Growth

• Own and drive sales performance of 3Shape Lab solutions across Italy
• Deliver revenue growth, pipeline development, and market expansion
• Identify and win new business opportunities while growing existing accounts
• Execute upselling and cross-selling across the full 3Shape portfolio
• Build a strong understanding and segmentation of the Italian Lab market

Customer Engagement & Market Development

• Engage with and visit dental labs nationwide to understand their needs and workflows
• Position 3Shape’s full digital ecosystem (scanners, CAD software, LMS, services)
• Drive digital transformation within the lab and prosthetics segment
• Act as the face of 3Shape Lab solutions in Italy through events, trainings, and webinars

Reseller & Partner Management

• Collaborate with reseller partners to drive sales execution and close deals
• Train, coach, and support reseller sales teams through joint customer activities
• Participate in regular business reviews and strategic planning

Cross-Functional Collaboration

• Work closely with local and global teams (marketing, clinical, product)
• Support go-to-market activities and product launches

Lead Generation & Partnerships

• Build and strengthen relationships with labs to support lead generation for clinic solutions (TRIOS)
• Drive engagement through events, training, and on-site visits

Requirements

Professional Background

• 5+ years of sales experience in the dental industry
• Proven track record in driving revenue and winning new business
• Experience in key account management and complex sales cycles
• Knowledge of Dental CAD software (e.g. Exocad, Dental System, or similar)
• Strong understanding of digital workflows (Lab & Clinic)
• Proficient in Excel and PowerPoint
• Fluent in English
• Background as a dental technician is a plus

Personal Competencies

• Strong commercial mindset with a results-driven approach
• Excellent communication, negotiation, and influencing skills
• Ability to build long-term relationships and act as a trusted advisor
• High level of ownership and accountability
• Data-driven and performance-oriented
• Willingness to travel extensively across Italy

We Offer

• A dynamic and international working environment
• Collaborative, skilled, and supportive colleagues
• Flexible working model (up to 2 days remote per week)
• Competitive compensation package with strong performance focus
• A meaningful purpose: improving dental care globally

About the Company

3Shape: An exciting, visionary, and international place to work

Join one of the most innovative Danish MedTech companies and make a real impact. At 3Shape, you will work on cutting-edge solutions used by thousands of dental professionals worldwide.

About 3Shape

3Shape is a global leader in 3D scanning and CAD/CAM solutions for dentistry, with more than 2,000 employees worldwide. Together with dental professionals, we are transforming the future of dental care.

Let’s shape the future together.

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.

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.