Les orthodontistes et les dentistes sont au cœur de 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 cliniques dentaires de prospérer.
En tant que Gestionnaire de comptes clés, vous collaborerez avec nos clients les plus importants pour diriger la transformation de leurs pratiques grâce à des solutions numériques innovantes, afin de stimuler la croissance des ventes et la part de marché pour les solutions orthodontiques et numériques d’Align (incluant Invisalign et iTero). Votre mission est d’accélérer les revenus, d’augmenter le volume de cas et d’offrir des résultats cliniques et des expériences patients supérieurs.
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Key Account Manager - Quebec
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.
As a Key Account Manager –you will partner with our most important customers to lead the transformation of their practices with innovative digital solutions to drive incremental sales and market share growth for Align’s orthodontic and digital solutions (including Invisalign and iTero). Your mission is to accelerate revenue, increase case volume, and deliver superior clinical outcomes and patient experiences.
Développement stratégique des relations
- Établir des relations efficaces avec les décideurs et influenceurs de haut niveau au sein des organisations clientes.
- Démontrer un engagement indéfectible envers la collaboration, comme en témoigne leur partenariat étroit avec le TM assigné au compte en tant que propriétaire principal du compte.
- Créer un dialogue stratégique pour positionner les solutions Align en orthodontie, en flux de travail restauratif et en numérisation intraorale.
- Collaborer de façon interfonctionnelle avec les équipes internes (marketing, service à la clientèle, logistique, commercial, développement de produits) pour répondre aux besoins des clients.
Planification et exécution des affaires
- Traduire les stratégies d’affaires en objectifs et tactiques clairs; élaborer des prévisions de ventes, des budgets et des plans de contingence réalistes.
- Planifier et exécuter des plans de territoire et de comptes basés sur une compréhension approfondie des activités, objectifs, défis et opportunités de chaque compte.
- Utiliser les données et l’analytique pour aider les clients à prendre des décisions éclairées et optimiser les processus en clinique.
Gestion des ventes et des comptes
- Atteindre les objectifs de ventes trimestriels et annuels pour le territoire et les comptes assignés.
- Développer, communiquer et mettre en œuvre des plans de vente stratégiques pour les comptes clés, en s’appuyant sur des insights et une approche consultative.
- Surveiller la performance des comptes, ajuster les efforts lorsque les objectifs ne sont pas atteints et promouvoir le changement pour accroître l’efficacité des ventes.
- Négocier avec les décideurs afin de positionner Align comme la solution complète pour les besoins en orthodontie et en numérisation numérique.
Leadership et collaboration
- Faire preuve de leadership en vente par le mentorat, le coaching et la collaboration avec les équipes interfonctionnelles.
- Assumer les responsabilités de formation régionale et d’intégration selon les directives du gestionnaire régional.
- Soutenir les initiatives régionales et les projets spéciaux (p. ex., réunions, événements clients).
- Promouvoir les valeurs ACA et encourager la collaboration entre les équipes.
Éducation et soutien aux clients
- Former les clients sur les produits Invisalign et iTero afin d’assurer leur confort clinique et leur adoption.
- Communiquer de façon interfonctionnelle (dentiste, coordonnateur de traitement, assistant clinique, éducation, marketing) pour comprendre les besoins d’affaires et articuler l’adéquation avec les solutions Align.
- Orchestrer des ressources internes supplémentaires pour optimiser l’expérience client et promouvoir les solutions Align.
Professionnalisme et agilité
- Faire preuve de créativité, d’autodiscipline et être capable d’identifier et de réaliser des tâches critiques de façon autonome avec un fort sens de l’urgence.
- Écouter, comprendre et analyser les besoins des clients afin d’adapter les produits et services Align pour offrir une expérience client de classe mondiale.
Role expectations
Strategic Relationship Building
- Build effective relationships with high-level decision-makers and influencers in customer organizations.
- Demonstrate an unwavering commitment to collaboration as demonstrated by their close partnership with the account’s assigned TM as the primary owner of the account.
- Create strategic dialogue to position Align’s solutions for orthodontic treatment, restorative workflows, and digital intraoral scanning.
- Collaborate cross-functionally with internal teams (Marketing, Customer Service, Logistics, Commercial, Product Development) to support customer needs.
Business Planning & Execution
- Translate business strategies into clear objectives and tactics; create realistic sales forecasts, budgets, and contingency plans.
- Plan and execute territory and account plans based on deep understanding of each account’s business, goals, challenges, and opportunities.
- Utilize data and analytics to help customers drive decision-making and optimize office processes.
Sales & Account Management
- Achieve quarterly and annual sales targets for assigned territory and accounts.
- Develop, communicate, and implement strategic sales plans for key accounts, leveraging insights and consultative selling approaches.
- Monitor account performance, redirect efforts when goals are not met, and champion change to increase sales effectiveness.
- Negotiate with decision-makers to position Align as the complete solution for orthodontic and digital scanning needs.
Leadership & Collaboration
- Demonstrate sales leadership through mentorship, coaching, and collaboration with cross-functional teams.
- Assume regional training and onboarding responsibilities as assigned by the Regional Manager.
- Support regional initiatives and special projects (e.g., meetings, customer events).
- Champion ACA values and foster collaboration across teams.
Customer Education & Support
- Educate customers on Invisalign and iTero products to ensure clinical comfort and adoption.
- Communicate cross-functionally (Doctor, Treatment Coordinator, clinical assistant, education, marketing) to understand business needs and articulate the fit with Align’s solutions.
- Orchestrate additional internal resources to optimize the customer experience and promote Align solutions.
Professionalism & Agility
- Be creative, self-disciplined, and capable of identifying and completing critical tasks independently with a high sense of urgency.
- Listen, understand, and analyze customer needs to tailor Align products and services for a best-in-class customer experience.
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Diplôme universitaire ou expérience équivalente requise.
- Minimum de 6 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.
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.
- 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.
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.
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.
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Equal Opportunity Statement:
Align Technology is an equal opportunity employer. We are committed to providing equal employment opportunities in all our practices, without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, disability, sexual orientation, gender identity or expression, or any other legally protected category. Applicants must be legally authorized to work in the country for which they are applying, and employment eligibility will be verified as a condition of hire.
