Territory Manager, Itero – Indianapolis, In

Join a team that is changing millions of lives.
Transforming smiles, changing lives
 
At Align Technology, we believe a great smile can transform a person’s life, so we create technology that gives people the confidence to take on whatever’s next. We revolutionized the orthodontic industry with the introduction of the Invisalign system, and we have never lost sight of that spirit of innovation. Our diverse and collaborative teams are constantly pushing the boundaries of what’s possible.
 
Ready to join us? 
About This Opportunity
Our iTero sales force sells directly to professional business owners (Orthodontists and General Dentists), transforming an analog process with clear aligners and innovative digital solutions that make comprehensive dentistry easier, faster, and more accessible – helping practitioners grow their business and increase patient satisfaction.  
Are you a self-starter that wants to be part of driving a revolution in an industry?   Are you a “Challenger Rep” – with the ability to bring new insights to customers that challenges them to look at their business differently?  And then support them in implementing new processes and technology to capitalize on market opportunities to grow their business?
The successful candidate will be an essential part of the Align Technology Sales team and is integral in developing our business in the territory. This is a unique opportunity to join a fast growing, yet established company that is driving exponential growth in the market and category.
 
In this role, you will… 
Reporting to the Regional Manager, the iTero Territory Manager will be responsible for the following essential duties:

• Plan and execute a Territory plan, based on understanding the potential in each account in the defined geography.
• Listen, understand, and analyze customer needs to tailor Align products and services to deliver a best in class customer experience
• Create & execute account plans for highest potential accounts, based on deep understanding of the account’s business, goals, challenges and opportunities.  
• Maintain a robust Capital pipeline
• Be agile and capable of engaging customers in a virtual selling environment
• 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.
• Manage a defined geography of accounts (Orthodontists and General Dentists) to grow the business; onboard new high potential accounts.
• Achieve quarterly and yearly territory iTero sales targets.

Benefits

• Excellent compensation and benefits package, including competitive base salary, commissions, car allowance, health insurance and travel expense reimbursement.
• Opportunity to be part of a rapidly growing company with future opportunities
• Opportunity to manage accounts as your own business and be compensated for your success in driving the organization’s growth.

 
In this role, you’ll need … 

• 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, orthodontic, or other relevant combination of sales (inside or outside) and industry experience.
• Preference to candidates who possess Dental Implant, Restorative, and Laboratory knowledge
• Business & Marketing knowledge: Ability & comfort having business discussions (Cash Flow Analysis, ROI, P&L) and asking the right business questions
• Valid driver’s license
• Bachelor’s degree and/or equivalent experience required
• Ability to meet the physical requirements of the position including lifting up to 40lbs
• Proven track record of achieving sales goals
• Proficiency with Microsoft Office applications.  Experience with a CRM system, Salesforce preferred, and virtual communication platforms

COMPETENCIES

• Insight-based, Challenger Rep selling style
• Effectively uses technology; experienced with a CRM system, Salesforce preferred; proficient with Word, Excel, OneNote and PowerPoint.
• Leadership & Ownership
• Builds and leverages strong internal and external relationships
• Ability to read, analyze, and interpret common scientific and technical journals, and basic financial reports and legal documents
• Tailors communication to the customers’ needs with authority; uses rational and emotional drivers that appeal to customers to comfortably drive action
• Territory planning & account planning; strategic thinker, strong executor
• Sales Effectiveness:
• Creative, curious and possesses strong initiative to problem solve
• Communication & Organization
• Relentless drive to achieve results; is independent and self-directed.
• Business Acumen:  
• Strong communicator and collaborator:  exceptional oral and written communication to diverse audiences; effective & engaging presentation skills
• Workflow management; strong organizational and prioritization skills
• “Gets” small business owners (key drivers, motivators) and translates this understanding to deep customer insights; systematically solves problems and hypothesizes possible customer pain points, expectations and implicit needs
• Solid business & financial acumen; ability to "pencil sell"

WORK SCHEDULE / HOURS
Occasional travel required for customer meetings, internal meetings, training etc.
Sound like a good fit?   
 
Great! Click the "Apply" link to let us know you are interested. Not the right fit? Don’t worry, Align is quickly growing so we are creating more opportunities to expand our Align family. Please consider joining our Talent Network to receive notifications about future jobs or sharing this opportunity with others in your network.    
 
About Align  
  
Align Technology is a publicly traded medical device company that is transforming smiles and changing lives. Our global team of talented employees develop innovative technology, tools and treatment options to help dental professionals worldwide achieve the clinical results they expect. Our digital ecosystem combines the power of technology to create beautiful smiles through the integration of AI and machine learning, digital imaging and visualization, biomechanics and material science to develop the Invisalign system, the most advanced clear aligner system in the world; iTero Intraoral Scanners and OrthoCAD digital services. Did you know? Align is the world’s largest manufacturer of custom 3D-printed materials.   
  
By joining Align, you will be part of a global, fast-growing company in one of the most dynamic industries. Great people, innovative technologies, and meaningful work – these are just some of the things employees say make Align Technology a great place to work.   
  
We respect your privacy. Please review our Applicant Privacy Policies for additional information.  
 
Global Diversity Statement
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 will continue building a workforce of diverse cultural backgrounds and life experiences and fostering a culture of open-mindedness and compassion for all our employees. 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.
Equal Opportunity Statement
It is our policy to provide equal employment opportunity in all of our employment practices without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, individuals with disabilities, sexual orientation or gender identity or expression or any other legally protected category. Applicants for positions with Align must be legally authorized to work in the country which they are applying for and verification of employment eligibility will be required as a condition of hire.