3Shape
Head of DSO, UK & Ireland
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Category: Regular, Full-Time
Reports to: Country Manager, UK & Ireland
Direct Reports: Key Account Manager (x2), Customer Success Manager
Location: Reading, UK
Travel: Regular travel within the UK & Ireland; occasional international travel (primarily to Denmark)
Job Definition
The Head of DSO, UK & Ireland holds overall strategic, commercial and people leadership responsibility for 3Shape's Dental Service Organisation (DSO) business across the UK and Ireland.
The role is accountable for defining, owning and executing the UK&I DSO growth strategy, accelerating revenue growth, winning new strategic DSO customers, expanding engagement with existing customers, and strengthening 3Shape's position as a strategic technology partner to leading DSOs.
The Head of DSO will manage a team comprising two Key Account Managers and one Customer Success Manager. Together with the team, this individual will build and maintain long-term partnerships that drive adoption, integration and expansion of 3Shape's digital dentistry solutions.
The role owns the full DSO commercial journey, from market segmentation, account prioritisation and opportunity identification through commercial negotiation, implementation, adoption, retention and expansion.
This is a hands-on commercial leadership position, with direct responsibility for leading the most strategic DSO relationships and opportunities while enabling the wider team to perform and grow.
Key Responsibilities
DSO Strategy, Market Development & Account Management
- Define and execute the UK&I DSO strategy and annual growth plan, including revenue, customer acquisition and account targets.
- Segment the DSO market and identify priority accounts, growth opportunities and required resources.
- Identify new DSO opportunities and increase 3Shape's share of wallet within existing customers.
- Lead major DSO opportunities from business case development and proposal creation through negotiation, contract finalisation and implementation.
- Build joint account plans with key resellers involved in DSO opportunities.
- Scale the UK&I DSO commercial organisation by enhancing account governance, pipeline management, forecasting, commercial processes and cross-functional execution.
- Monitor competitor activity, DSO purchasing trends and customer requirements, using insights to continuously refine the DSO strategy.
- Coordinate Sales, Finance, Customer Success, Marketing, Academy, Product and Operations teams around major DSO opportunities, ensuring clear ownership and accountability.
- Represent UK&I DSO priorities in European and Global forums and ensure that critical customer requirements are addressed internally.
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Customer Success, Adoption, Marketing & Academy
- Partner with Customer Success Managers to drive pilot programmes, establish adoption and usage targets for priority DSOs, monitor performance and improve customer outcomes.
- Leverage scanner, software and subscription usage data to identify underutilisation, retention risks and expansion opportunities.
- Collaborate with Marketing and Academy teams to develop scalable onboarding, training and clinical education programmes that support DSO adoption.
- Utilise Key Opinion Leaders (KOLs), webinars, events and clinical education initiatives to support strategic DSO opportunities and increase product adoption.
People Leadership
- Set clear direction and priorities for the team, fostering the engagement, accountability and motivation required to achieve business goals.
- Lead and develop the DSO Key Account Managers and Customer Success Manager by establishing individual objectives, account ownership and development plans.
- Regularly review pipeline performance, account plans, forecasts and results, while coaching team members on account planning, executive stakeholder engagement, negotiation, commercial proposal development and deal execution.
- Share DSO best practices across the wider UK&I commercial organisation.
- Recruit and onboard additional DSO team members as the business expands.
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Required Education and Experience
- 10+ years of experience in strategic sales, business development, enterprise or key account management, or commercial leadership.
- Demonstrated ability to lead and develop commercial teams, including setting direction, coaching talent and fostering a collaborative culture with clear accountability for results.
- Proven experience managing complex B2B and enterprise customer relationships, negotiating high-value agreements and building trusted relationships with C-suite stakeholders.
- Strong track record of delivering revenue growth and executing strategic account plans and multi-year customer growth strategies.
- Demonstrated ability to work effectively across multiple business functions within an international matrix organisation.
- Excellent negotiation, communication and executive presentation skills.
Preferred Education and Experience
- 3+ years of experience in dental, MedTech, healthcare technology or a related industry.
- Proven experience working with DSOs, dental groups, healthcare organisations or reseller networks.
- Understanding of digital dentistry, intraoral scanning, CAD/CAM solutions, dental software and subscription-based technologies.
- Experience collaborating across Sales, Marketing, Academy/Education and Customer Success functions.
About us
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.
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.
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