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Chez Align Technology, nous créons des technologies qui donnent aux gens la confiance nécessaire pour affronter l’avenir. Qu’il s’agisse de transformer les sourires grâce à Invisalign® ou de faire progresser la dentisterie numérique avec le système iTero®, notre mission est d’offrir des résultats cliniques supérieurs et des expériences patient exceptionnelles.
Ce poste de leader clé pour le canal des Marchés spécialisés (Special Markets – SM) combine un leadership stratégique des comptes nationaux avec la gestion directe d’une équipe nationale sur le terrain.
Membre important de l’équipe de direction canadienne (Canadian Leadership Team – CLT), ce rôle s’adresse à un leader des ventes chevronné et innovant, qui excelle dans l’établissement et la gestion de relations stratégiques complexes avec les organisations de services dentaires (Dental Service Organizations – DSO) à l’échelle du Canada.
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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
À titre de leader national des affaires DSO au Canada, la personne titulaire du poste dirigera, encadrera et développera une équipe multidisciplinaire de ventes régionales afin de stimuler l’adoption de la plateforme numérique Align, incluant Invisalign et iTero, au sein des réseaux DSO. Les principales responsabilités comprennent :
Leadership stratégique DSO
- Élaborer et mettre en œuvre des stratégies DSO canadiennes visant une croissance soutenue des revenus pour nos clients et pour l’entreprise, par le biais de la planification stratégique et du développement des affaires à l’échelle de l’entreprise
- Établir et maintenir des relations solides avec les décideurs de niveau exécutif
- Diriger les négociations d’ententes de partenariats nationaux et stratégiques
- Assumer la responsabilité des plans d’affaires des comptes nationaux
- Fournir des mises à jour stratégiques et animer des revues d’affaires
Leadership des ventes régionales
- Diriger, encadrer et gérer les équipes de ventes régionales
- Élaborer des plans de ventes annuels et trimestriels
- Évaluer la performance des équipes et soutenir la préparation clinique
- Promouvoir une approche de vente consultative et l’excellence dans l’exécution sur le terrain
Collaboration interfonctionnelle
- Collaborer étroitement avec les équipes de formation, marketing, opérations, produits, finances et affaires cliniques
- Assurer une expérience client fluide et cohérente
- Agir à titre d’ambassadeur culturel de l’organisation
Développement des affaires et exécution
- Identifier et diriger des initiatives visant à renforcer les partenariats stratégiques
- Exploiter les données et les analyses pour orienter les décisions
- Mener des revues d’affaires régulières
- Soutenir et promouvoir le changement organisationnel
- Effectuer toute autre tâche connexe, selon les besoins.
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As the DSO business leader for Canada, the incumbent will lead, coach and develop a team of multidisciplinary regional sales team members to drive adoption of the Align Digital Platform—including Invisalign and iTero—within DSO networks. The key responsibilities include:
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
- Diplôme universitaire de premier cycle (baccalauréat) requis, de préférence en administration des affaires ou dans le domaine des sciences de la santé
- Minimum de 10 ans d’expérience pertinente en ventes interentreprises (B2B), incluant le développement de partenariats à forte valeur avec des comptes nationaux complexes, idéalement dans un secteur lié à la santé (p. ex. : dentisterie, optométrie, etc.). Forte préférence pour les candidats ayant une expérience en vente de dispositifs médicaux, de solutions dentaires ou d’équipements d’investissement auprès de dirigeants de niveau C (C-suite). Idéalement, au moins 6 ans d’expérience en gestion d’équipes de ventes
- Expérience démontrée en gestion et en leadership exécutif, avec un historique éprouvé de recrutement, de développement et de mobilisation d’équipes hautement performantes, axé sur l’atteinte d’objectifs ambitieux, la rigueur et l’initiative personnelle
- Solides compétences en affaires, finances et marketing, incluant la capacité de diriger des discussions stratégiques (analyse des flux de trésorerie, rendement du capital investi – ROI, états des résultats – P&L) et de poser les bonnes questions d’affaires
- Excellentes compétences en communication en anglais, tant à l’oral qu’à l’écrit, avec la capacité de synthétiser et de présenter des informations complexes de façon claire et diplomatique à divers publics, incluant la haute direction. Décrit(e) comme un(e) communicateur(trice) charismatique, efficace et engageant(e). La maîtrise du français est considérée comme un atout important
- Dossier démontré de performance, de réalisations et d’excellence en ventes et en gestion des ventes, idéalement dans un environnement à forte croissance
- Solides capacités analytiques, souci du détail et aptitude à gérer simultanément plusieurs projets aux échéanciers convergents
- Capacité démontrée à évoluer dans un environnement dynamique, axé sur les échéances, avec d’excellentes compétences en priorisation. Doit faire preuve d’un esprit collaboratif, de résilience et d’adaptabilité
- Capacité éprouvée à bâtir des équipes performantes, à développer les talents et à favoriser l’engagement
- Aisance technologique marquée, incluant notamment une maîtrise de Salesforce et de la suite Microsoft Office
- Disponibilité pour voyager environ 40% du temps, principalement au Canada et aux États-Unis, incluant des nuitées
- Flexibilité quant aux horaires de travail afin de participer à l’occasion à des événements clients en soirée ou la fin de semaine
- Autorisation légale de travailler au Canada et de voyager aux États-Unis
- Détenir et maintenir un permis de conduire valide ainsi qu’un bon dossier de conduite
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- 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.
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.
À propos de Align Technology
Your growth and well-being:
At Align, every smile matters. We’re committed to helping you thrive by supporting the health, growth, and well-being of our team members through a variety of tools and programs. While specific offerings may vary by location and role, Align employees can typically expect:
At Align, every smile matters. We’re committed to helping you thrive by supporting the health, growth, and well-being of our team members through a variety of tools and programs. While specific offerings may vary by location and role, Align employees can typically expect:
- Health and well-being programs to keep you thriving in both body and mind.
- Employee-exclusive discounts on Invisalign products.
- Learning opportunities through online learning resources and support for your individual development plans.
- Inclusive, global workplace that fosters collaboration, recognition and belonging.
Country and/or role specific details will be shared with you by your recruiter during the interview process.
Discover Align:
We are a global community of game-changers and smart team players, united by our belief in the power of a smile. Our dynamic team of exceptional employees is dedicated to transforming the industry and creating extraordinary outcomes every day.
Align’s core values of agility, customer, and accountability are more than words to work by, they are words we live by. The actions we take every day speak to who we are as a company and our focus on being truly impactful. We celebrate our differences, and the many ways we support one another— ultimately creating a more inclusive organization and world as we continue transforming smiles and changing lives.
We foster a culture where thinking differently and seeking new experiences are not just encouraged but celebrated. With the Align Mindset, we empower each other, ensuring every voice is heard and valued in an inclusive environment that inspires creativity and collaboration.
At Align, we believe in the power of a smile, and we know that every smile is as unique as our employees. As we grow, we are committed to building a workforce rich in diverse cultural backgrounds and life experiences, fostering a culture of open-mindedness and compassion. We live our company values by promoting healthy people and healthy communities, all with the intent of changing millions of lives, one unique smile at a time.
As part of our commitment to innovation, Align Technology includes exocad and Cubicure, companies that enhance our offerings and extend our impact to industry transformation.
Eager to learn how we embrace our global differences and nurture employee well-being?
Explore Align's culture here!
Applicant Privacy Policy:
Review our Applicant Privacy Policy for additional information.
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.
Review our Applicant Privacy Policy for additional information.
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.
