Territory Manager - Brea, CA

Align Technology, Inc.; Brea (CA); On-site; USD 100,000 - 115,000; Full time

Job summary

Align Technology, Inc. in California is seeking a Territory Manager in Brea to drive Invisalign and iTero sales with Orthodontists and General Dentists, converting digital solutions into growing practices.

You will manage a defined geography, create territory plans, use data analytics to guide decisions, and collaborate with marketing, education, and product teams to deliver a best-in-class customer experience.

Qualifications

• Bachelor’s degree or equivalent experience.
• Minimum of 4 years of sales experience.
• Experience in medical device, dental, or B2B salespreferred.
• Proficiency with Microsoft Office and Salesforce.

Responsibilities

• Use consultative selling to educate customers about industry and opportunities.
• Achieve quarterly and yearly territory sales targets.
• Manage geography of Orthodontists and General Dentists and onboard new accounts.
• Plan and execute a Territory plan based on account potential.
• Create and execute account plans based on client goals and challenges.
• Utilize data/analytics to drive customer decisions and educate on Invisalign/iTero products.
• Collaborate cross-functionally to articulate fit with Align solutions.

Skills

Consultative selling

Territory management

Data analytics

Relationship building

Strategic planning

Communication

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Microsoft Office

Job description

Territory Manager - Brea, CA

Department: Sales

Employment Type: Full Time

Location: US-California-Field based

Compensation: $100,000 - $115,000 / year

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 and General Dentists to thrive.

Your mission as a 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 (Orthodontists and General Dentists), 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.
• Manage a defined geography of accounts (Orthodontists and General Dentists) 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

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, 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