[Remote] Key Account Manager - Seattle, WA

Note: The job is a remote job and is open to candidates in USA. Align Technology is hiring a Key Account Manager to grow revenue and case volume across its largest and most strategic orthodontic accounts. The role sells Invisalign and iTero solutions, builds account strategies, and helps practices adopt digital workflows and grow their businesses.

Responsibilities

• 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

Skills

• 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
• And virtual communication platforms
• Salesforce preferred

Benefits

• Fully remote workplace.
• Medical, dental, and vision coverage for employees and eligible dependents, in accordance with the plans; a Health Savings Account option is available for some plan offerings.
• Discounts on Invisalign and Vivera for employees and their eligible dependents after 90 days of employment.
• Back-up Child/Elder Care and access to a caregiving concierge.
• Family Forming Benefits for employees and their spouse or domestic partner covered under one of Align’s health plans.
• Breast Milk Delivery and Lactation Support Services.
• Employee Assistance Program.
• Hinge Health Virtual Physical Therapy for employees and eligible dependents age 18+ enrolled in an Align medical plan.
• Short-term and long-term disability insurance, in accordance with the plans.
• Basic Life Insurance and Accidental Death and Dismemberment coverage.
• Voluntary Supplemental Life Insurance for employees, spouses/domestic partners, and children is available for purchase, in accordance with the plans.
• Flexible Spending Accounts: employees may be eligible for a health care account (including a limited health FSA if enrolled in a HDHP), dependent care account, and pre-tax commuter benefit plan.
• 401(k) plan with a discretionary Company match of 50% up to 6% of eligible earnings, up to a maximum match of 3%; employer match vests after two years (25% in year one and 100% at year two). Traditional, Roth, and after-tax options are available.
• Employee Stock Purchase Program; employees must work 20 hours or more and be employed on the purchase date to be eligible.
• Paid vacation of up to 17 days during the first full year of employment, currently accrued at 5.24 hours each pay period, carrying over to a maximum cap of 30 days; annual accrual increases based on tenure. Exempt and non-exempt employees working 32 hours or more per week receive prorated accrual based on regularly scheduled work hours and tenure.
• Sick time accrued at one hour for every thirty hours worked; unused sick leave can be carried over each year up to a maximum balance of 80 hours.
• 11 Company-designated paid holidays throughout the year.
• Paid parental leave of up to 6 weeks after at least 12 consecutive months of employment, or up to 4 weeks with less than 12 consecutive months of employment; leave must be completed within one year of the birth or placement of the child and is in addition to state and/or local parental leave benefits.
• Three days of paid bereavement leave; in some cases, due to travel, this may be extended to 5 paid days off.
• Non-exempt employees receive full pay for up to 10 days of jury duty. Exempt employees receive their full salary during any week they serve and perform any work.
• Legal, critical illness, voluntary accident, long-term care, auto, home, and pet insurance are available for purchase.
• Health and well-being programs.
• Learning opportunities through online learning resources and support for individual development plans.
• Inclusive workplace fostering collaboration, recognition, and belonging.

Company Overview

Company H1B Sponsorship