Sales Manager - Territory Manager

The Territory Manager is responsible for the development and management of sales in a specific territory, proactively assessing the needs and growth potential of a customer base. The goal is to ensure the execution of the sales plan through analysis of segmentation and visit planning, providing assistance and creating strategies to achieve positive results in a challenging and rapidly growing environment. Using all of Align Technology's tools and strategies, you will be key in communication with customers.

In this position, reporting to the Area Sales Manager, the Territory Manager will be responsible for the following functions:

Manage a defined geography of accounts focusing on expanding business and identifying high-potential accounts.
Use ideas and a consultative sales approach to assist customers in innovating in their sector and with their clients; challenge them to modernize and expand their businesses; help them implement the digital dentistry approach, Align's digital platform products and solutions, and refine processes and workflows.
Achieve quarterly and annual sales goals in the territory.
Create, plan, and execute a sales plan in a defined territory based on understanding the potential of each account focusing on maximizing each client's potential considering goals, challenges, and opportunities.
Plan and execute sales strategy to define practical vision, identify gaps, and establish solutions to drive growth according to sales strategies.
Develop and maintain positive relationships with all levels of accounts, including staff, assistants, and doctors, demonstrating practice focus based on integrity and trust.
Understand account resources to identify gaps and provide training, technical resources, and support to ensure they are well-equipped to treat patients with appropriate alignment solutions and ensure positive outcomes for patients.
Exceed sales objectives and establish correct customer segmentation in your territory.
Manage budget and enter information accurately into internal systems, as well as effectively use company work tools, in compliance with internal guidelines and procedures.
Collaborate with other sales teams to learn and ensure the best results for the designated territory.
Other activities may be assigned or revised as the business evolves and dynamics change.

For this position, you need:

A completed bachelor's degree in business or related fields.
Strong practical knowledge of Microsoft product suite such as Word, Excel, PowerPoint, management systems such as Sales Force, Concur, Protheus, and iOS.
English is a plus.
More than 4 years of experience in consultative sales in the medical devices market, capital equipment, digital, financial, or at least 3 years of relevant experience in businesses in the dental, orthodontic, or relevant B2B commercial segment.
Willingness and openness to solidly learn the digital dentistry market and strong interest in digital technologies.
Track record of successful competitive sales achievements, willingness to face challenges and handle objections.
Strong planning and organizational skills, experienced in creating action plans and executing them masterfully.
Excellent oral and written communication skills to effectively guide and direct clients and manage KOLs.
Confidence and ability to discuss business (ROI, margins, marketing) and explore scenarios to identify customer profiles and propose the most appropriate solutions at the moment.
Ability to manage customer expectations and address issues quickly and resolutely.
A strong sense of collaboration and teamwork.
Flexibility, adaptability, and resilience to operate amidst changing business dynamics.
A valid driver's license and availability for travel/movement for work meetings, when necessary.