DESCRIPTION

As a DSO Key Account Manager for large accounts, you will report to the General Manager, Poland. You will be responsible for defining and executing commercial strategies within key DSO (Dental Service Organisation) accounts, driving the sales of Align products across these organizations. Your role will focus on fostering collaboration, developing practices, managing key accounts, and implementing service initiatives to ensure the growth and success of our DSO partnerships.

SKILLS, KNOWLEDGE & EXPERTISE

• Bachelor’s degree and/or equivalent experience, preferably in healthcare, technology, or business-related fields.
• Minimum of 5 years of outside business-to-business (B2B) sales experience; industry experience in medical devices, capital equipment, dental, orthodontics, or related B2B fields preferred.
• Demonstrated experience in sales and/or marketing management within healthcare-related technology products.
• Business and marketing acumen, with the ability to confidently engage in business discussions (e.g., Cash Flow Analysis, ROI, P&L) and ask insightful business questions.
• Proven track record of consistently achieving sales goals.
• Experience in developing and implementing strategies with senior-level customers to drive business success.
• Strong project management skills, particularly in coordinating cross-functional teams within a matrixed environment.
• A holistic approach to managing multiple business lines and aligning priorities effectively.
• Influencing skills to execute plans through teams not under direct management by fostering collaboration, building trust, and leveraging relationships to achieve shared objectives.
• Proficiency with Microsoft Office applications and experience with CRM systems; Salesforce experience is preferred.
• Valid driver’s license.
• Willingness to travel regionally up to 60%.

DISCOVER ALIGN:

We are a global community of game-changers and smart team players, united by our belief in the power of a smile. Our dynamic team of exceptional employees is dedicated to transforming the industry and creating extraordinary outcomes every day.
Align’s core values of agility, customer, and accountability are more than words to work by, they are words we live by. The actions we take every day speak to who we are as a company and our focus on being truly impactful. We celebrate our differences, and the many ways we support one another— ultimately creating a more inclusive organization and world as we continue transforming smiles and changing lives.
We foster a culture where thinking differently and seeking new experiences are not just encouraged but celebrated. With the Align Mindset, we empower each other, ensuring every voice is heard and valued in an inclusive environment that inspires creativity and collaboration.
At Align, we believe in the power of a smile, and we know that every smile is as unique as our employees. As we grow, we are committed to building a workforce rich in diverse cultural backgrounds and life experiences, fostering a culture of open-mindedness and compassion. We live our company values by promoting healthy people and healthy communities, all with the intent of changing millions of lives, one unique smile at a time.
As part of our commitment to innovation, Align Technology includes exocad and Cubicure, companies that enhance our offerings and extend our impact to industry transformation.
Eager to learn how we embrace our global differences and nurture employee well-being?

KEY RESPONSIBILITIES

• Develop a deep understanding of the DSO environment, including their workflows, structures, and unique business dynamics.
• Collaborate directly with BDMs and DSO teams to design, implement, and drive joint growth plans within the group.
• Contribute to achieving the company’s business objectives by driving sales growth and improving overall profitability across both GP and Ortho channels.
• Execute a structured quarterly phase for Business Reviews with key DSOs, focusing on performance analysis, goal alignment, and strategy refinement for mutual success.
• Work closely with ASMs to lead and coordinate sales team activities within key DSOs, ensuring these customers are central to planning and growth initiatives.
• Build and maintain long-term relationships with Area/Regional management teams of key DSO partners, acting as the KAM lead for assigned accounts.
• Foster strong collaboration with Sales, Marketing, and Clinical Education teams to align efforts and strategies.
• Partner with TMs to support large accounts, providing expertise and strategic input.
• Lead the implementation of Align’s Practice Development Program and Digital Platform adoption, assisting customers in managing their dental centers from both marketing and organizational perspectives. This includes creating support materials, training programs for the sales team, and working closely with customers to ensure success.
• Drive excellence in the rollout and implementation of iTero technology, ensuring effective adoption and usage.
• Participate directly in sales calls with key customers and define strategies to grow their business.
• Design and optimize processes to enhance finance, operations, and business metrics, ensuring robust business support and operational efficiency.

At Align, every smile matters. We’re committed to helping you thrive by supporting the health, growth, and well-being of our team members through a variety of tools and programs. While specific offerings may vary by location and role, Align employees can typically expect:

• Health and well-being programs to keep you thriving in both body and mind.
• Employee-exclusive discounts on Invisalign products.
• Learning opportunities through online learning resources and support for your individual development plans.
• Inclusive, global workplace that fosters collaboration, recognition and belonging