The Role
Leads sales strategy and commercial performance across West and South India, driving revenue, market share, forecasting, territory management, and key-account growth. Manages 35+ sales professionals and multiple Sales Managers while developing talent and succession plans. Builds executive customer relationships, leads strategic negotiations, identifies market opportunities, and collaborates cross-functionally with Marketing, Finance, Supply Chain, HR, and Clinical teams. Ensures CRM adoption, policy compliance, budget management, and improved sales productivity.
Summary Generated by Built In
Job Summary
The Associate Director - Sales is a senior leadership role, responsible for managing the overall business with West and South 2 regions in India. The person will be responsible for formulating the long-term strategy for the regions in line with the company’s strategic objectives and, for delivering the annual operational plans & targets.
To achieve the above, the Associate Director Key Accounts will be accountable for driving revenue growth, managing key accounts, and leading high-performance sales teams. The ideal candidate blends high-level strategic planning with hands-on sales experience.
Role expectations
In this role, you will…
Business Leadership & Commercial Performance
- Deliver revenue, volume, market share targets across assigned regions.
- Develop and execute regional business plans aligned with national growth objectives.
- Monitor and drive leading indicators including pipeline, conversion, utilization, market penetration, and customer retention.
- Ensure timely and accurate forecasting of sales performance.
- Drive disciplined territory management and resource allocation.
- Lead quarterly business reviews and regional operating reviews.
Sales Force Leadership
- Lead, coach, and develop Sales Managers and frontline sales leaders.
- Build a high-performance culture focused on accountability, execution excellence, and customer centricity.
- Conduct regular field visits and coaching sessions to improve sales effectiveness.
- Create succession plans and talent development strategies for future leadership positions.
- Drive employee engagement and retention across regions.
Team Size
- 35+ sales professionals (depending on business size)
- Multiple direct-report Sales Managers
Customer & Market Development
- Build executive-level relationships with key customers, KOLs, and strategic accounts.
- Identify new market opportunities and expansion initiatives.
- Partner with Marketing and Clinical teams to accelerate customer adoption.
- Lead strategic negotiations with large customers and buying groups.
- Provide customer and competitive insights to senior leadership.
Cross-Functional Collaboration
Partner closely with:
- Marketing
- Finance
- Supply Chain
- Human Resources
- Training & Education
to ensure successful execution of business priorities.
Operational Excellence
- Drive CRM adoption and sales process compliance.
- Ensure adherence to company policies and ethical standards.
- Monitor regional budgets and investments.
- Improve sales productivity through effective use of data and analytics.
Leadership Expectations
The Associate Sales Director is expected to:
- Think strategically and act operationally
- Lead through influence and collaboration
- Develop future leaders
- Foster a culture of accountability
- Champion customer-centric decision making
- Drive execution with speed and discipline
What we're looking for
In this role, you’ll need …
- Good understanding of the medical device/Dental/Healthcare industry and business knowledge
- Strong communication skills to consistently address key accounts’ concerns while offering clear, concise, and understandable responses to their prompts
- Should be able to build strong working relationships across functions and teams
- Analytical Skills to process raw consumer information and data and translate it into actionable insights such as new sales opportunities and strategies
- Ability to do basic financial analysis to be able to identify profitable sales opportunities and the development of financially viable long-term key account plans
- Willingness to travel extensively across the region
Preferred Skills
- 10 Years of sales experience with strong understanding of Institutional selling in Med Devices or similar Industry, with 5+ years of experience as Regional Manager/Associate Director including sales team management
- Educational Qualification: MBA from a Tier I institute is a must
About
Your growth and well-being:At Align, every smile matters. We’re committed to helping you thrive by supporting the health, growth, and well-being of our team members through a variety of tools and programs. While specific offerings may vary by location and role, Align employees can typically expect:Health and well-being programs to keep you thriving in both body and mind.Employee-exclusive discounts on Invisalign products.Learning opportunities through online learning resources and support for your individual development plans.Inclusive, global workplace that fosters collaboration, recognition and belonging.Country and/or role specific details will be shared with you by your recruiter during the interview process. Discover Align:We are a global community of game-changers and smart team players, united by our belief in the power of a smile. Our dynamic team of exceptional employees is dedicated to transforming the industry and creating extraordinary outcomes every day.Align’s core values of agility, customer, and accountability are more than words to work by, they are words we live by. The actions we take every day speak to who we are as a company and our focus on being truly impactful. We celebrate our differences, and the many ways we support one another— ultimately creating a more inclusive organization and world as we continue transforming smiles and changing lives.We foster a culture where thinking differently and seeking new experiences are not just encouraged but celebrated. With the Align Mindset, we empower each other, ensuring every voice is heard and valued in an inclusive environment that inspires creativity and collaboration.At Align, we believe in the power of a smile, and we know that every smile is as unique as our employees. As we grow, we are committed to building a workforce rich in diverse cultural backgrounds and life experiences, fostering a culture of open-mindedness and compassion. We live our company values by promoting healthy people and healthy communities, all with the intent of changing millions of lives, one unique smile at a time. As part of our commitment to innovation, Align Technology includes exocad and Cubicure, companies that enhance our offerings and extend our impact to industry transformation.Eager to learn how we embrace our global differences and nurture employee well-being? Explore Align's culture here!Want to discover more about exocad and Cubicure? Click on their names for additional information.
Skills Required
- Understanding of the medical device, dental, or healthcare industry and business knowledge
- Strong communication skills for addressing key account concerns clearly and effectively
- Ability to build strong working relationships across functions and teams
- Analytical skills to interpret consumer information and data into sales opportunities and strategies
- Basic financial analysis skills to identify profitable opportunities and develop viable key-account plans
- Willingness to travel extensively across the region
- 10 years of sales experience with strong institutional selling experience in medical devices or a similar industry
- 5+ years of experience as a Regional Manager or Associate Director, including sales team management
- MBA from a Tier I institute
Align Technology Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Align Technology and has not been reviewed or approved by Align Technology.
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Healthcare Strength — Health coverage includes medical, dental, vision, life, and both short‑ and long‑term disability, along with AD&D and wellness resources. Select locations add region‑specific programs such as medical coverage and Multisport, reinforcing breadth.
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Strong & Reliable Incentives — A corporate bonus plan outlines performance‑based rewards and eligibility, and compensation is described as competitive in commercial roles. Incentive structures in sales are portrayed as offering strong on‑target earnings potential.
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Retirement Support — Retirement programs feature a 401(k) plan with company contribution mechanisms, profit sharing, and a defined contribution pension plan. These elements emphasize long‑term financial security alongside salary and bonus.
Align Technology Insights
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The Company
What We Do
Twenty years ago, we pioneered the world's first clear aligners. Since then, we have continuously innovated with new products and technologies that are revolutionizing treatments for doctors and their patients. Invisalign clear aligners and the iTero Intraoral scanner help dental professionals achieve the clinical results they expect and deliver effective, advanced dental options to their patients. Helping change millions of lives, one smile at a time. Discover your straight path to a bright future at Align. As a part of our smart, diverse and fast-moving global team, you'll make an impact for the market leader that's moving an industry forward. Want to find out what’s next for us—and for you?
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