Principal, Institutions – Commercial Excellence

Location: Copenhagen (HQ) or remote (preferably near our institutional/enterprise teams in US, UK, or Italy)

Are you commercially savvy with deep expertise in institutional dental sales and a strategic mindset? Do you thrive on leading transformative initiatives, influencing across business units, and driving growth in a critical segment? If so, this role offers a unique opportunity to shape the future of institutional engagement and commercial excellence in a global MedTech company at the forefront of digital dentistry.

About the Role

As Institutional Principal in Commercial Excellence, you will report directly to the Director of Commercial Excellence and join a dynamic team of eight professionals. Your mission is to elevate our institutional segment - covering enterprise customers such as Dental Service Organizations (DSOs), educational institutions, governmental customers, and Group Purchasing Organizations (GPOs) etc. - by driving strategic initiatives and enabling sales regions to achieve sustainable growth.

You will act as a trusted partner to our regional teams, ensuring their insights and priorities drive our initiatives. Working closely with the regions, the Institutional Strategy Manager, and key functions such as Product Creation, you will complement strategic direction with your commercial expertise. Together, you will transform institutional priorities into impactful programs and activities that empower regions to succeed and strengthen our global market position.

This position will be based out of our HQ in Copenhagen or possibly remote preferably from one of our institutional/enterprise teams in US, UK or Italy.

Key Responsibilities

• Lead Commercial Initiatives: Define and implement cross-functional projects that enhance institutional engagement and accelerate growth.

• Empower Regional Success: Partner with sales regions to identify opportunities, co-create solutions, and deliver impactful commercial programs.

• Influence and Align: Act as a trusted advisor to stakeholders across regions, business units, and senior leadership, ensuring alignment on priorities.

• Set Strategic Direction: Set direction as part of the Institutional Commercial Strategy Group and translate strategic ambitions into commercial execution.

• Develop Advanced Frameworks: Design and implement toolkits for pipeline and account management, segmentation, targeting, and data-driven insights.

What We’re Looking For

• Proven Expertise: Extensive experience in institutional sales or enterprise-level commercial roles, ideally within dentistry or similar industries.

• Strategic Leadership: Ability to lead large-scale, cross-functional initiatives and influence at all organizational levels.

• Commercial Acumen: Deep understanding of enterprise customer dynamics and complex stakeholder networks.

• Communication Excellence: Strong presence and impact, with the ability to engage senior leadership and communicate effectively.

• ·         Hands-on Attitude & Skillset: Demonstrated ability to roll up sleeves and work directly with data and create high-impact PowerPoint presentations; strong Excel and PowerPoint skills are essential.

• Educational Background: Master’s degree or MBA required.

• Global Mindset: Comfortable working across cultures and geographies; fluent in English (additional languages are a plus).

Join us in shaping a company culture that makes Monday mornings worth it

3Shape is a high-energy, rapidly growing, and purpose-driven company with a strong innovation track record and highly motivated colleagues working primarily within the dental industry. We are driven by our strong values and our purpose to improve patients’ lives.

Working for 3Shape means:

• You will be working in a dynamic and exciting environment and can expect to be both challenged and supported in your personal growth and development.

• We provide a great social work environment with many optional activities and employee clubs, ranging from wine, board games to bicycle clubs.

• You can expect great work/life balance according to your individual needs and situation.

• Daily breakfast and fresh lunch cooked by our resident chefs in our canteen.

• Your work location will be in central Copenhagen, close to Kgs. Nytorv and public transport

• An inspiring international environment with social, diverse, and highly skilled colleagues - we are more than 50 nationalities.

Get in touch now!

Please do not hesitate to apply for this exciting opportunity at one of Denmark’s most successful and fastest growing high-tech companies, as applications will be processed continuously.

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.

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.