Emerging Markets Specialist - Mid-Atlantic

The Emerging Markets Specialist (EMS) is responsible for driving incremental sales and market share growth through direct selling efforts within Emerging Dental and Ortho Support Organizations (DSO/OSO) by creating strategic dialogue with high level decision makers/influencers within targeted accounts and positioning Align as a complete, innovative solution for their Orthodontic and Digital Impression needs.

The EMS will also be responsible to develop, communicate and implement sales plans and strategies designed to accomplish specific sales goals internally and externally. Qualified candidates will need to show a successful commercial track record of managing people, processes and projects in Special Markets sales and have the ability and willingness to travel, including overnight, 50% - 60% of the time.

• Drives Sales Results - Meets or exceeds organizational key performance indicators, sales targets and quotas for assigned accounts; prospects and manages funnel of DSO/OSO prospects, negotiates contracts at the highest levels needed and monitors account performance; redirects efforts when goals are not being met; champions change efforts to increase sales effectiveness; finds ways to leverage current footprint in targeted accounts for higher level access to decision makers; makes tough, pragmatic decisions when necessary.

• Builds High-Level Strategic Customer Relationships - Excels at building customer loyalty and multiple relationships within the highest levels (Directors and above) of key functional areas in customer organizations; identifies strategic business opportunities within Emerging DSOs/OSOs; establishes effective relationships with key customer representatives and employees externally and internally; creates strategic dialogue with high level decision makers/influencers within targeted accounts to position Align as a complete solution for Orthodontic care and Digital Impression needs; puts a high priority on both customer and Company interests when making decisions; leads by example and responds quickly and competently to customer issues; continually searches for ways to improve competitive advantage.

• Plans, Organizes and Administers DSO/OSO Selling Efforts - Translates business strategies into clear objectives and tactics; collaborates and manages cross-functional sales/marketing/pricing teams effectively; creates realistic plans taking into account strategic pricing, budget constraints, and operating income/expenses; plans, prepares and follows up on sales forecasts and budgets; anticipates problems and develops contingency plans; establishes and implements effective and efficient procedures for communication across cross-functional teams and getting work done.

• Demonstrates Leadership/Collaborates With Others - Works closely with Special Markets leadership to develop business agreement proposals and contracts, implement those agreements, and develop timely responses to opportunities and bids; provides corporate selling consultation and coaching to field sales managers and territory managers on national accounts when appropriate; acts as liaison between key customer contacts and other functions in the organization including Marketing, Customer Service, Logistics and Commercial groups in order to develop appropriate product support and pricing; influences and shapes the decisions of upper management; provides compelling rationale for ideas; works toward win/win solutions whenever possible.

• Implements Sales Strategy - Implements sales plans and strategies for assigned accounts consistent with the company's sales policies and sales service capacities through a deep understanding of the market; adapts sales strategy as markets change; identifies creative opportunities to maintain the organization's competitive edge.

iTero Capital Equipment & Partnership Development

• Drives iTero Capital Equipment Sales - Owns the sale of iTero scanner capital equipment within assigned Emerging DSO/OSO accounts, building the business case and ROI justification that supports adoption at the practice and organizational level; manages the full capital sales cycle from initial engagement through contract close and implementation.

• Prospects New Partners Across Both GTM Tracks - Identifies, qualifies and develops new partnership opportunities through both the Digital First (immediate iTero revenue) and Full Partnership (long-term Invisalign and iTero ecosystem growth) go-to-market models; builds and manages a disciplined pipeline of prospective partners across both tracks.

• Positions Align as a Strategic Growth Partner - Repositions conversations from transactional equipment sales to strategic, EBITDA-driving growth partnerships; educates prospective and existing partners on how digital standardization and integrated Invisalign/iTero adoption drive practice-level and organization-level value.