Director, Regional Key Accounts

Key Responsibilities

• Own and deliver EMEA DSO commercial strategy, aligned with regional and global business objectives.
• Lead revenue, profitability, and growth outcomes for DSOs, with accountability for forecasting, latest estimates, and AOP achievement.
• Act as the senior commercial voice for DSOs within EMEA, influencing strategic priorities, investments, and go‑to‑market decisions.
• Establish clear success metrics, governance, and ROI tracking for all DSO-related initiatives.

• Build and sustain long-term, executive-level relationships with senior DSO group leadership across EMEA.
• Lead high-level commercial negotiations, tender strategies, and enterprise partnership discussions.
• Translate DSO needs into scalable commercial solutions, ensuring alignment between customer objectives and Align’s digital strategy.

• Define and lead go‑to‑market strategies for digital solutions, services, and innovations targeted at DSOs.
• Drive adoption of key features across the iTero portfolio and related digital services.
• Champion innovative commercial models that enable DSOs to digitize at scale (e.g. leasing, CPO, service-based offerings).

• Ensure commercial consistency, competitiveness, and value articulation across complex, multi-country DSO tenders.
• Personally engage in strategic sales discussions with priority accounts to unlock growth and remove barriers.

• Partner with Sales, Marketing, Finance, Operations, Tender Management, and Clinical Education to ensure end-to-end execution excellence.
• Sponsor and lead cross-functional programs, ensuring internal alignment, accountability, and delivery.
• Guide the development of sales enablement tools, training programs, and support materials to maximize commercial impact and utilization.

• Maintain a deep understanding of the IOS, aligner, and digital dentistry markets, including competitive dynamics and emerging trends.
• Use data, market insights, and customer feedback to inform strategy, investment decisions, and portfolio priorities.
• Forecast business returns for major initiatives and ensure disciplined financial evaluation.

Skills, Knowledge & Expertise

• Minimum 10+ years’ experience in senior commercial, sales, or marketing leadership roles, ideally within healthcare, medical devices, or digital technology.
• Proven experience working with DSOs or large enterprise healthcare customers across multiple markets.
• Strong background in enterprise negotiations, tender management, and complex deal structures.
• Demonstrated ability to lead cross-functional teams in a matrix environment and influence at executive level.
• Experience owning commercial outcomes, forecasting, and strategic planning at regional or multi-country level.
• BS/BA required in business, healthcare, or technology; MBA strongly preferred.
• Fluent English required; additional European languages a plus.
• Willingness to travel across EMEA (up to ~70%).