At Align Technology, our goal is to deliver superior clinical outcomes with an enhanced patient experience. Our continued growth and success depends on enabling customers to thrive.
Your mission as a Key Account Manager is to apply comprehensive knowledge of Invisalign and iTero sales strategies for our largest and most strategic accounts to accelerate revenue and higher case volume. You will sell directly to professional business owners (Orthodontists), transforming an analog process with clear aligners and innovative digital solutions that make straightening teeth easier, faster, and more accessible – helping practitioners grow their business and increase patient satisfaction.
Role expectations
- Use insights and a consultative selling approach to teach customers about their industry and their customers; challenge them to modernize and grow their business; assist them in implementing digital technology and refine office processes.
- Achieve quarterly and yearly territory sales targets.
- Serve as the primary strategic partner for top accounts, coordinating across internal functions to ensure long-term satisfaction and growth.
- Diagnose workflow or service gaps and design account-specific solutions to optimize digital integration and Invisalign utilization.
- Facilitate joint business planning with Territory Managers (TMs) to align objectives, track progress, and execute on growth opportunities.
- Manage a defined geography of accounts (Orthodontists) to grow the business; onboard new high potential accounts.
- Plan and execute a Territory plan, based on understanding the potential in each account in the defined geography.
- Create & execute account plans for highest potential accounts, based on deep understanding of the account’s business, goals, challenges and opportunities.
- Utilize data/analytics to help customer’s drive decision making
- Educate customers on products to ensure the practice is clinically comfortable with Invisalign and iTero products and services
- Communicate cross-functionally (e.g., Doctor, Treatment Coordinator, clinical assistant, education, marketing, product development) to develop an in-depth understanding of the business needs to clearly articulate fit with Align product, digital platform, and solution capabilities
- Orchestrate additional internal Company resources to optimize the customer experience and provide ongoing promotion of Align solutions
- Be creative, self-disciplined and capable of identifying and completing critical tasks independently with a high sense of urgency
- Be agile and capable of engaging customers in a virtual selling environment
- Listen, understand, and analyze customer needs to tailor Align products and services to deliver a best-in-class customer experience
- Assume regional training and onboarding needs as assigned by the Regional Manager and/or Area Field Sales Trainer
- Support region initiatives/ special projects as assigned (i.e. region meetings, KO, supporting customer meetings) as assigned by the Regional Manager
- Demonstrate sales leadership through mentorship and coaching of others
- Model ACA values including effective collaboration within the team, across channels and other cross functional departments
What we're looking for
- Bachelor’s degree and/or equivalent experience required
- Minimum of 6 years of experience required. Experience can be outside business-to-business (B2B) sales experience or industry experience selling a medical device, capital equipment, dental, orthodontic, or other relevant combination of sales (inside or outside) and industry experience.
- Proven track record of achieving sales goals
- Valid driver’s license
- Business & Marketing knowledge: Ability & comfort having business discussions (Cash Flow Analysis, ROI, P&L) and asking the right business questions
- Comfort with having clinical discussions regarding both Invisalign and iTero products
- Proficiency with Microsoft Office applications. Experience with a CRM system, Salesforce preferred, and virtual communication platforms
- Regular travel within assigned geographical territory required with the possibility of some overnight travel required
- Legally entitled to work in Canada and travel to the US on occasion
Pay Transparency
If provided, base salary or wage rate ranges are the range in which Align reasonably expects to set a candidate’s pay for the posted position. Actual placement depends on the individual skills and experience level of a candidate plus the total compensation and equity across team members. For other locations outside of the primary location, the base salary range will be adjusted geographically.
For Field Sales roles, the salary listed is the base pay only and does not include the applicable incentive compensation plan. A cost of living adjustment may be added to base pay for higher cost areas in the U.S.
Our internship hourly rates are a standard pay determined based on the position and your location, year in school, degree, and experience.
This posting is for an existing vacancy within our organization. Canadian work experience is not required for this position.
We use automated tools (including artificial intelligence “AI”) in our hiring process. This may include AI-based screening or assessment of applications. All final hiring decisions will be made by humans.
