Mike Watson
Dundee
Summary
Sales leader with a strong track record in managing high-performing commercial teams across the UK and EMEA. Expertise in enhancing performance through structured coaching and disciplined execution in complex dental and healthcare markets. Achieved consistent overperformance by integrating hands-on leadership with data-driven pipeline management and accountability. Collaborated with senior leaders to align strategies and adapt global frameworks for local market needs, driving sustainable growth and expansion.
Overview
9
9
years of professional experience
1
1
Certification
Work history
Head of business development UKI
EON Dental
Amman, Jordan
03.2025 - Current
- Assisted in developing commercial strategies for UKI DSO accounts across orthodontic and GP channels.
- Facilitated growth initiatives with 10 national and regional DSOs to promote multi-site standardisation and scalable adoption.
- Collaborated with DSO leadership teams on procurement rollout planning and commercial frameworks.
- Supported enterprise-level negotiations and complex stakeholder buying groups across EMEA.
- Contributed to UKI DSO growth through disciplined pipeline management and execution.
- Helped achieve triple-digit UKI growth across priority DSO partners.
- Increased consistency of adoption across 92 sites through structured enablement and cadence.
- Enhanced forecast reliability and deal velocity within DSO pipelines.
- Aided expansion from pilot sites into full network rollouts.
Invisalign and Vivera Sales Training Manager, EMEA
Align Technology
Solihull, Midlands
03.2022 - 01.2026
- Spearheaded scalable sales training programs for EMEA workforce, ensuring consistent and impactful delivery.
- Integrated Challenger Sales methodology into training modules, aligning with global strategies to achieve measurable growth.
- Conducted gap analyses to tailor training initiatives, improving sales team competencies by 25%.
- Partnered with cross-functional teams (Marketing, Product, and Clinical) to align training content with business goals.
- Led transition to digital-first training solutions, reducing costs and enhancing accessibility across regions.
- Implemented multi lingual mentoring program for new hires, reducing onboarding times and boosting retention rates by 15%.
- Collaborated with DSO channel across both Orthodontic and GP sectors to implement tailored training programs key to negotiation
- Delivered leadership coaching initiatives to equip managers with advanced tools for team development.
Territory Manager, Orthodontic Specialist Channel
Align Technology
Solihull, Midlands
04.2019 - 03.2022
- Top Salesperson in EMEA (2021), achieving outstanding sales recognition.
- Exceeded growth targets by leveraging in-depth market insights and client relationship management.
- Conducted detailed product training for clients, enhancing orthodontic adoption.
- Developed key relationships with high-value clients, driving sustainable business growth.
- Facilitated cross-regional knowledge-sharing initiatives, standardizing best practices.
- Partnered with DSO organizations to optimize operational efficiency and standardize treatment protocols.
Territory Manager, GP Channel
Align Technology
Solihull, Midlands
07.2017 - 04.2019
- Achieved 40% growth in first full year, driving market penetration through strategic client engagement.
- Supported dental practices in implementing Align’s product portfolio effectively.
- Partnered with DSO networks to integrate Invisalign into multi-site practices, ensuring consistent patient experiences.
- Identified untapped market opportunities, contributing to regional sales expansion.
- Launched new product lines, ensuring rapid market adoption.
Education
Bachelor of Science - Quantity Surveying
Abertay
DundeeDiploma of Higher Education - Digital Marketing
Oxford College of Marketing
Oxford, OxfordshireSkills
- Sales Training & Enablement
- Challenger Sales Methodology
- Strategic Sales Forecasting
- Project Management (Six Sigma Green Belt)
- Cross-Functional Collaboration
- Digital Learning Systems (DOCEBO, Brainshark)
- Territory & Account Management
- Performance Metrics Analysis
- Curriculum Development & Instructional Design
- GDPR & Global Privacy Compliance
- Commercial strategy development
- Sales performance analysis
- Forecasting and planning
Certification
- Six Sigma Green Belt Certification
- Certified Challenger Trainer
- AGILE Working Course
Additional Information
To lead and scale a UK and EMEA sales team to achieve consistent over target performance by implementing structured coaching, weekly performance cadence, and disciplined pipeline management. My objective is to improve quota attainment, increase pipeline coverage, and enhance forecast accuracy within the first 6 to 12 months.
I aim to build a repeatable sales operating model by developing consistent selling behaviours, reducing sales cycle time, and increasing close rates across SMB and enterprise dental accounts. Through close collaboration with senior leadership, product, marketing, and operations, I will adapt go to market strategy to local market dynamics and support sustainable international expansion within a fast growth healthcare technology organisation.
Driving licence
- Full Clean
- B+E.
Hobbies and Interests
- First Aid
- Curling Team Treasurer and Junior Coach
- Chair of my Residents Association
- Can Speak English & Afrikaans
Accomplishments
- 2021 EMEA Outstanding Sales Achievement Award
- Implemented digital learning platforms, increasing training completion rates by 40%.
- Streamlined onboarding processes, reducing time to productivity by 20%.
Personal Information
Nationality: British
Languages
Afrikaans
Upper intermediate
Affiliations
- Golf
- Rugby
- Travel
Timeline
Head of business development UKI
EON Dental
03.2025 - Current
Invisalign and Vivera Sales Training Manager, EMEA
Align Technology
03.2022 - 01.2026
Territory Manager, Orthodontic Specialist Channel
Align Technology
04.2019 - 03.2022
Territory Manager, GP Channel
Align Technology
07.2017 - 04.2019
Bachelor of Science - Quantity Surveying
Abertay
Diploma of Higher Education - Digital Marketing
Oxford College of Marketing