Job description

At Align Technology, our goal is to deliver superior clinical outcomes with an enhanced patient experience. Our continued growth and success depends on enabling Orthodontists 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 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. General Description of All Benefits We are pleased to provide a general description of the benefits Align offers to full-time employees in this position. Family Benefits. Align offers employees and their eligible dependents medical (with a Health Savings Account option for some plan offerings), dental, and vision in accordance with those plans. Align also offers to employees: • Discounts on Invisalign and Vivera to employees and their eligible dependents after 90 days of employment • Back-up Child/Elder Care and access to a caregiving concierge • Family Forming Benefits – Available to Employees, and their spouse or domestic partner, covered under one of Align’s health plans • Breast Milk Delivery and Lactation Support Services • Employee Assistance Program • Hinge Health Virtual Physical Therapy – Available to all employees and eligible dependents (age 18+) enrolled in an Align medical Plan Employee benefits. Align offers its employees: • Short-term and long-term disability insurance in accordance with those plans. • Basic Life Insurance and Accidental Death and Dismemberment. Voluntary Supplemental Life Insurance for Employee, Spouse/Domestic Partner, and Child(ren) are available for purchase in accordance with those plans. • Flexible Spending Accounts – Employees may be eligible to participate in a health care account (including a limited health FSA if enrolled in a HDHP), dependent care account, and a pre-tax commuter benefit plan. • 401k plan (with a discretionary Company match of 50% up to 6% of eligible earnings up to a maximum match of 3%.). Employer match vests after two years – 25% year one and 100% at year two. Align offers traditional, Roth, and after-tax options. • Employee Stock Purchase Program (Employees must work 20 hours or more and be employed on purchase date to be eligible). • Paid vacation of up to 17 days during the first full year of employment (currently accrued at the rate of 5.24 hours each pay-period), which carries over to a maximum cap of 30 days. Annual paid vacation time accrual increases based on tenure. Both exempt and non-exempt employees who work 32 hours or more per week receive prorated vacation accrual based on their regularly scheduled work hours and tenure. • Sick time is accrued throughout the year at the rate of one hour for every thirty worked. Employees can carry over unused sick leave each year, up to a maximum balance of 80 hours. • 11 Company-designated paid holidays throughout the year. • If employed for at least 12 consecutive months, Align will grant up to 6 weeks of paid Parental Leave. If employed for less than 12 consecutive months, Align will grant up to 4 weeks of paid Parental Leave. All parental leave must be completed within one year of the birth or placement of the child. Parental leave is in addition to any state and/or local parental leave benefits. Three days of paid bereavement leave. In some cases, due to travel the amount of paid leave may be extended to 5 paid days off. To the extent applicable state or local law offers more generous benefits, Align complies with any such law. • Non-exempt employees will receive full pay for up to 10 days of jury duty. Exempt employees will receive their full salary during any week they serve and perform any work. Other insurance such as legal, critical illness, voluntary accident, long-term care, auto, home and pet insurance are available for purchase. To the extent applicable state or local law offers more generous benefits, Align complies with any such law.

Requirements

Must-haves

At Align Technology, our goal is to deliver superior clinical outcomes with an enhanced patient experience. Our continued growth and success depends on enabling Orthodontists to thrive.
Role expectations
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
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
Bachelor’s degree and/or equivalent experience required
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

Nice-to-haves

Proficiency with Microsoft Office applications. Experience with a CRM system, Salesforce preferred, and virtual communication platforms

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

agile

Platform: pinpoint
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Parental Leave