The Role
Field sales Territory Manager selling Invisalign and iTero to dentists and orthodontists. Use consultative, data-driven selling to grow accounts, execute territory and account plans, meet quarterly and annual sales targets, train customers on products, coordinate internal resources, and engage in virtual and in-person sales. Regular travel within the assigned territory with occasional overnight and US travel; Quebec roles require bilingual French/English.
Summary Generated by Built In
Les orthodontistes et dentistes jouent un rôle essentiel dans notre entreprise axée sur les professionnels de la santé. Notre objectif est d’offrir des résultats cliniques supérieurs tout en améliorant l’expérience des patients. Notre croissance et notre succès continus dépendent de notre capacité à permettre aux dentistes de s’épanouir.
Votre mission en tant que Gestionnaire de territoire de ventes est d’appliquer une connaissance approfondie des stratégies de vente d’Invisalign et d’iTero auprès des comptes clés afin d’accélérer les revenus et d’augmenter le volume de cas. Vous vendrez directement aux propriétaires d’entreprises professionnelles (Dentistes et Orthodontistes), en transformant un processus analogique grâce aux aligneurs transparents et aux solutions numériques innovantes qui rendent le redressement des dents plus facile, plus rapide et plus accessible — aidant ainsi les praticiens à développer leur entreprise et à accroître la satisfaction des patients.
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Both Orthodontists and Dentists are an integral part of our doctor driven business. Our goal is to deliver superior clinical outcomes with an enhanced patient experience. Our continued growth and success depends on enabling dental clinics to thrive.
Your mission as a sales Territory Manager is to apply comprehensive knowledge of Invisalign and iTero sales strategies for key accounts to accelerate revenue and higher case volume. You will sell directly to professional business owners (Dentists and 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.
Responsabilités du rôle
- Utiliser une approche consultative basée sur les données pour enseigner aux clients leur secteur et leurs clients; les inciter à moderniser et à développer leur entreprise; les aider à mettre en œuvre la technologie numérique et à améliorer les processus en clinique.
- Atteindre les objectifs de vente trimestriels et annuels du territoire.
- Gérer une zone géographique définie de comptes pour développer l’entreprise; intégrer de nouveaux comptes à fort potentiel.
- Planifier et exécuter un plan de territoire basé sur la compréhension du potentiel de chaque compte dans la zone définie.
- Créer et exécuter des plans de compte pour les comptes à plus fort potentiel, basés sur une compréhension approfondie des objectifs, défis et opportunités de l’entreprise.
- Utiliser les données et l’analyse pour aider les clients à prendre des décisions éclairées.
- Former les clients sur les produits afin d’assurer leur confort clinique avec les produits et services Invisalign et iTero.
- Communiquer de manière interfonctionnelle (ex. : docteur, coordonnateur de traitement, assistant clinique, formation, marketing, développement de produit) pour bien comprendre les besoins de l’entreprise et démontrer l’adéquation avec les produits, plateformes numériques et solutions d’Align.
- Orchestrer les ressources internes supplémentaires pour optimiser l’expérience client et promouvoir continuellement les solutions Align.
- Faire preuve de créativité, d’autonomie et de capacité à identifier et accomplir les tâches critiques de manière indépendante avec un grand sens de l’urgence.
- Être agile et capable d’interagir avec les clients dans un environnement de vente virtuelle.
- Écouter, comprendre et analyser les besoins des clients pour adapter les produits et services Align et offrir une expérience client de premier ordre.
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Role Expectations:
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.
Manage a defined geography of accounts 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.
Ce que nous recherchons
- Diplôme universitaire ou expérience équivalente requise.
- Minimum de 4 ans d’expérience. L’expérience peut inclure des ventes B2B externes ou internes, ou de l’expérience dans la vente de dispositifs médicaux d’équipements de capital, dans le domaine dentaire ou toute autre combinaison pertinente.
- Historique démontré d’atteinte des objectifs de vente.
- Possession d’un permis de conduire valide.
- Connaissances en affaires et marketing : capacité à discuter de sujets tels que l’analyse des flux de trésorerie, le retour sur investissement (ROI), les états financiers (P&L) et à poser les bonnes questions d’affaires.
- À l’aise avec les discussions cliniques concernant les produits Invisalign et iTero.
- Maîtrise des applications Microsoft Office. Expérience avec un système CRM, Salesforce préféré, et les plateformes de communication virtuelle.
- Déplacements réguliers requis dans le territoire géographique assigné, avec possibilité de nuitées. Certains déplacements aux États-Unis seront requis.
- Droit de travailler au Canada et de voyager occasionnellement aux États-Unis.
- Pour les postes situés au Québec, les candidats doivent être bilingues français / anglais
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What we're looking for
What we're looking for
- Bachelor’s degree and/or equivalent experience required.
- Minimum of 4 years of experience required. Experience can be outside business-to-business (B2B) sales experience or industry experience selling a medical device, capital equipment, dental or other relevant combination of sales (inside or outside) and industry experience.
- Proven track record of achieving sales goals.
- Possess and maintain a 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. Some travel to the US will be required.
- Legally entitled to work in Canada and travel to the US on occasion.
- For roles in the province of Quebec, candidates must be French / English bilingual.
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
- Bachelor's degree or equivalent experience
- Minimum 4 years of relevant experience (B2B sales, medical device, dental, or capital equipment)
- Proven track record of achieving sales targets
- Valid driver's license and willingness to travel regularly within territory, including overnight and occasional US travel
- Business and marketing knowledge (cash flow analysis, ROI, P&L) and ability to discuss business metrics
- Comfort and ability to hold clinical discussions regarding Invisalign and iTero products
- Proficiency with Microsoft Office applications
- Experience with CRM systems; Salesforce preferred
- Legally entitled to work in Canada and travel to the US on occasion
- Bilingual in French and English (required for Quebec positions)
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?
