Director, Regional Key Accounts

The Director, Regional Accounts is responsible for defining and executing the EMEA Dental Service Organizations (DSOs) commercial strategy for Align’s digital portfolio, including iTero and related services. This role owns the end-to-end commercial agenda with key focus DSOs, driving sustainable revenue growth, long‑term partnerships, and scalable digital adoption across focused DSO customers.

The role operates at a senior, strategic level, partnering closely with EMEA leadership, Sales, Marketing, Tender Management, Finance, and Clinical Education to ensure commercial excellence, disciplined execution, and strong return on investment.

Role expectations Commercial & Strategic Leadership

• 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.

DSO Engagement & Executive Relationships

• 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.

Go-To-Market & Portfolio Leadership

• 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).

Enterprise Sales Strategy

• 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.

Cross-Functional Leadership

• 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.