The Role
Drive Invisalign and iTero sales growth within mid-market DSOs and multi-practice groups by building executive relationships, negotiating agreements, executing account plans, forecasting, collaborating cross-functionally, and meeting sales targets. Requires frequent travel and use of Salesforce and Microsoft Office to manage complex, long sales cycles and cross-functional proposals.
Summary Generated by Built In
At Align Technology, we create technology that gives people the confidence to take on whatever’s next. From transforming smiles with Invisalign® to advancing digital dentistry with the iTero® system, our mission is to drive superior clinical outcomes and exceptional patient experiences.
The Business Development Manager (“BDM”) for customers is responsible for driving incremental sales and market share growth, both Invisalign and iTero, through direct selling efforts within large to mid-Market DSOs & mid-size multi-regional Multi Group Practices by creating strategic dialogue with high level decision makers/influencers within targeted accounts and positioning Align as a complete, innovative solution for their Orthodontic and Digital Intraoral Scanning needs through the Align Digital Platform.
Role expectations
- The BDM will also be responsible to develop, communicate and implement sales plans and strategies designed to accomplish specific sales goals internally and externally. Specifically,
Drives Sales Results
- Meets or exceeds organizational key performance indicators, sales targets, and quotas for assigned accounts.
- Monitors account performance and redirects efforts when goals are not being met; champions change efforts to increase sales effectiveness.
- Negotiates with Mid-Market DSO’s & Multi-Practice Groups, at highest levels needed; finds ways to leverage current footprint in targeted accounts for higher level access to decision makers; makes tough, pragmatic decisions when necessary.
Builds High-Level Strategic Customer Relationships
- Excels at building effective relationships internally and externally within the highest levels (Directors and above) of key functional areas in customer organizations; identifies strategic business opportunities within Mid-Market DSO’s & Multi-Practice Groups
- Creates strategic dialogue with high level decision makers/ influencers within targeted accounts to position Align as a complete solution for the Orthodontic treatment care, Restorative workflows, and Digital Intraoral Scanner needs.
Plans, Organizes and Administers Mid-Market DSO Selling Efforts
- Translates business strategies into clear objectives and tactics; collaborates and manages cross-functional sales/ marketing/ pricing teams effectively.
- Creates realistic plans (sales forecast, budgets, contingency plans etc.) taking into account strategic pricing, budget constraints, and operating income/expenses.
Demonstrates Leadership/Collaborates with Others
- Works closely with external customers and internal partners including the Director of Special Markets to develop and implement business agreement proposals.
- Acts as liaison between key customer contacts and other functions in the organization including Marketing, Customer Service, Logistics and Commercial groups to develop appropriate product support, and pricing.
- Establishes and implements effective and efficient procedures for communication across cross-functional teams and getting work done.
- Influences and shapes the decisions of upper management; provides compelling rationale for ideas toward win/win solutions
Implements Sales Strategy
- Plans, adapts and implements innovative sales plans, proposals, and strategies for assigned accounts consistent with the company’s sales policies and sales service capacities.
What we're looking for
- College graduate (BA/BS) preferred
- 8+ Years Professional B2B sales experience
- Dental, Orthodontic and/or Medical Device sales experience strongly preferred
- Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.com
OTHER COMPETENCIES and REQUIREMENTS
- Ideally knowledge of current ortho and dental market products and industry technologies, competitors, and place in the market- or ability to quickly learn.
- Ability to build and nurture business relationships with internal and external customers at executive levels by consultative methods, ideally with strong knowledge of C-level contacts at DSOs.
- Strong business acumen and analytical skills.
- Strong strategic planning , organizational, prioritization and project management /problem solving skills demonstrating strong attention to detail.
- Pro-active; high-performance and results orientation demonstrating self-motivation and dedication.
- Able to work independently and make accurate, educated decisions with integrity
- Ability to adapt and willingness to change.
- Ability to lead and collaborate with cross-functional selling teams in complex and lengthy sales processes.
- All roles in the province of Quebec must have excellent French, as well as strong English written and verbal communication skills with the ability to listen, articulate and advocate.
- Ability to attend national tradeshows, sales meetings and conferences as needed.
- Possesses and maintain a valid driver’s license and a good drivers record.
- Ability and willingness to travel about 40-60% of time in assigned Canadian geographic region with occasional evening and weekend meetings.
- Legally entitled to work in Canada and travel to the US.
- Comply with all safety and compliance policies, practices, and procedures.
- Participate in proactive team efforts to achieve departmental and company goals.
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 welcome applicants from all backgrounds.
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.
This posting is for an existing vacancy within our organization. Canadian work experience is not required for this position. We welcome applicants from all backgrounds.
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.
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
- 8+ years professional B2B sales experience
- College graduate (BA/BS)
- Dental, Orthodontic and/or Medical Device sales experience
- Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.com
- Ability to build and nurture business relationships with executive-level contacts (DSO C-level)
- Strong business acumen and analytical skills
- Strong strategic planning, organizational, prioritization and project management/problem solving skills
- Ability to lead and collaborate with cross-functional selling teams in complex, lengthy sales processes
- Ability to attend national tradeshows, sales meetings and conferences as needed
- Possess and maintain a valid driver’s license and good driving record
- Ability and willingness to travel about 40-60% of time in assigned region
- Legally entitled to work in Canada and travel to the US
- Excellent French and strong English communication skills (required for Quebec roles)
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.
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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?
