Key Account Manager - Berkeley

Key Account Manager - Berkeley

Department: Sales

Employment Type: Full Time

Location: US-California-Field based

Compensation: $135,000 - $160,000 / year

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.

• 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

• 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

If provided,…