Sr. iTero Specialized Territory Manager-Portugal
Align Technology
Location: EMEA-Portugal-Field based
Description
As Sr. iTero Specialized Territory Manager – Portugal, you will be responsible for the development of the iTero intraoral scanners and relevant digital services, such as Exocad, in your sales territory, helping transform restorative dental practices from analogue to digital. Your key responsibility is to drive sales either directly or by leveraging distributors and other third parties, while supporting the Invisalign Territory Managers.
You will be responsible for managing the business in order to achieve the Operational Plan in line with company and country strategic objectives. You accomplish this through detailed account and territory planning that includes, but is not limited to, establishing account relationships with customers and potential customers, supporting the educational pathway aimed at business generation, and proactively communicating with customers and non-customers.
Key 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.
- Plan and execute a regional plan based on an understanding of the potential in each account across the defined geography.
- Define and manage a funnel of opportunities for current and coming quarters, working with distributors and partners across Portugal.
- Across the different channels, identify upsides and risks to support the achievement of the annual operating plan.
- Maintain CRM up to date to accurately reflect the status and development of your funnel.
- Leverage a network of dental laboratories across Portugal to maximize sales with restorative GPs, either as sales influencers or as direct lead generators.
- Provide support and expertise on digital workflows and how the iTero intraoral scanner and Exocad enable dental practices to digitize their workflows.
- Keep track of the equipment sales cycle to ensure your funnel remains active and mature deals are brought to closure.
- Run product and solution demonstrations as part of the sales process with the intent to close the sale.
- Provide customers and competitive insights to the marketing team.
- Maintain close collaboration with dental laboratories to support seamless digital workflow implementation and strengthen relationships with key partners.
- Support the GP sales team by providing technical expertise and clinical insights related to intraoral scanners.
- Develop and maintain strong relationships with key customers, partners, distributors and dental laboratories to drive business growth across the territory.
- Take ownership of complex sales opportunities and account relationships, coordinating with internal and external stakeholders to develop and close business.
- Plan your own territory and account approach, prioritize opportunities and manage your own resources to maximize business potential.
- Act as a subject matter expert on iTero intraoral scanning and digital dentistry, supporting customers, partners and internal stakeholders with relevant product, workflow and business expertise.
Skills, Knowledge & Expertise
- 6–10 years of experience in B2B sales. Industry experience selling medical devices, capital equipment, dental, orthodontic, or other relevant B2B solutions is preferred.
- Background as a dental technician or proven experience in sales of intraoral scanners or other dental technology solutions is required.
- Bachelor’s degree and/or equivalent experience required.
- Solid understanding of business, financials, products/services, the market, and the needs of assigned accounts; may help develop colleagues’ understanding and may be recognized as an expert in one area.
- Experience working with complex or large territories/accounts, products/services, sales, or account management processes; may serve as a team lead.
- Has the authority and opportunity to set and negotiate product/service terms.
- Ability to plan own territory or account approach and manage own resources effectively.
- Strong understanding of the dental industry and digital dentistry workflows.
- Strong consultative selling, communication, negotiation and relationship-building skills.
- Ability to manage complex sales cycles and work effectively with multiple stakeholders, including customers, dental laboratories, distributors, partners and internal teams.
- Ability to work independently while collaborating effectively with cross-functional teams.
- Willingness to travel extensively across Portugal.
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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.