Descrizione:
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.
About the position
Based in Milan and reporting to the Country Manager Italy, you will own the Lab business across Italy, with full responsibility for revenue, pipeline development, and market share growth.
You will work closely with dental labs and reseller partners to expand 3Shape’s footprint, drive digital adoption, and deliver strong commercial results.
Key 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
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
Build and strengthen relationships with labs to support lead generation for clinic solutions (TRIOS)
Drive engagement through events, training, and on-site visits
Qualifications
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
Background as a dental technician is a plus
Strong commercial mindset with a results-driven approach
Excellent communication, negotiation, and influencing skillsAbility 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
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.
What 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
Apply now
If you are a commercially driven professional ready to take ownership and deliver results, we would love to hear from you.
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.
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