Manager, Special Markets

Department: Sales

Location: Canada-British Columbia-Field based

Compensation: $190,000 / year

At Align Technology, we create technology that gives people the confidence to take on whatever’s next. From transforming smiles with Invisalign to advancing digital dentistry with the iTero system, our mission is to drive superior clinical outcomes and exceptional patient experiences.

This key business leader for our Special Markets (SM) channel combines strategic national account leadership with hands-on national field team management.

As an important member of the Canadian Leadership Team (CLT) this role is ideal for a seasoned and innovative sales leader who excels in building and managing strategic complex relationships with our dental service organization (DSO) customers across Canada.

Role expectations

Responsibilities

Strategic DSO Leadership

• Develop and execute a Canadian DSO strategies targeted to achieve sustained revenue growth for both our customers and the company through strategic planning and enterprise-level business development.
• Build strong relationships with senior-level decision-makers.
• Lead negotiations for national and strategic partnership agreements.
• Own National Account business plans.
• Provide strategic updates and business reviews.

Regional Sales Leadership

• Lead, mentor, and manage regional sales teams.
• Develop yearly and quarterly sales plans.
• Evaluate team performance and support clinical readiness.
• Champion consultative selling and field execution.

Cross-functional Collaboration

• Partner with education, marketing, operations, product, finance, and clinical teams.
• Ensure seamless customer experiences.
• Serve as a cultural ambassador.

Business Development & Execution

• Identify and lead initiatives to strengthen partnerships.
• Utilize data insights.
• Conduct business reviews.
• Champion organizational change.
• Perform other duties as assigned.

What We're Looking For

• Minimum of a Bachelor’s Degree, preferably in business or health sciences field.
• Minimum of 10 years of overall applicable and related business-to-business (B2B) sales experience building high value partnerships with complex national accounts preferably in a health related industry (i.e. dentistry, optometry, etc.). Strong preference for candidates with industry experience selling a medical device, dentistry or capital equipment to C-Suite executives. Ideally, at least 6 of these years must be in leading sales teams.
• Demonstrated management and senior leadership experience; with a proven track record to attract, develop, and engage a high performance team to achieve stretch objectives demonstrating relentless drive to achieve results and self-initiative,
• Proven business, financial and marketing acumen including the ability to lead business discussions (Cash Flow Analysis, ROI, P&L) and asking the right business questions.
• Skilled communicator in English; in both verbal and written format, who is able to synthesize and deliver complex information with clarity and diplomacy to a wide variety of audiences including C-suite. Described as charismatic, effective & engaging presenter. French skills are considered a definite asset.
• Documented personal track record of performance, achievement, and excellence in sales and sales management, preferably in a high growth industry.
• Analytical skills, attention to detail, ability to manage multiple projects simultaneously with convergent timelines.
• Demonstrated ability to work in a fast-paced and deadline-oriented environment with superior prioritization skills. Must be highly collaborative , resilient and adaptable.
• Proven ability to build effective teams, develops talent and priorities engagement.
• Strong technical savvy including but not limited to proficiency with Sales Force and MS Office suite systems.
• Ability to travel, approximately 40% of the time primarily within Canada and US including overnight stays.
• Willingness to vary working hours to accommodate occasional evening or weekend customer events.
• Legally entitled to work in Canada and travel to the US.
• Possess and maintain a valid driver’s license and good driving record

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.

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.

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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.