À titre de gestionnaire régional(e) principal(e), Comptes stratégiques, vous dirigerez une équipe de gestionnaires de comptes stratégiques (Key Account Managers). Vous serez également un membre actif de l’équipe de direction canadienne. Ce rôle est axé sur une approche consultative et fondée sur le partenariat dans l’engagement auprès des clients. En collaboration avec votre équipe, vous aiderez les cliniques à identifier des opportunités, évaluer leurs besoins opérationnels et cliniques, et élaborer des plans d’affaires holistiques personnalisés alignés sur l’état futur souhaité de chaque client.
Vous guiderez votre équipe afin d’aller au-delà d’une approche transactionnelle de vente en développant une compréhension approfondie des activités des clients grâce à des évaluations des flux de travail, des analyses d’utilisation, des plans de croissance, l’adoption de l’innovation et la collaboration interfonctionnelle.
Votre équipe soutiendra les clients dans l’intégration de la plateforme numérique Align, un écosystème complet de technologies, de flux de travail, de services et de formations conçu pour aider les cliniques à améliorer leur efficacité, l’engagement des patients et leur croissance à long terme. En travaillant étroitement avec les directeurs régionaux, les équipes cliniques, marketing, finances et opérations, vous contribuerez à positionner Align comme un partenaire stratégique axé sur les résultats, l’innovation et le succès à long terme.
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As the Sr. Regional Manager, Key Accounts, you will lead a team of Key Account Managers. You will be an active member of Canadian Leadership Team. This role is focused on driving a consultative, partnership-based approach to customer engagement. Together with your team, you will help practices identify opportunities, assess operational and clinical needs, and develop customized holistic business plans aligned to each customer’s desired future state.
You will lead your team to move beyond transactional selling by bringing a deep understanding of the customer’s business through workflow assessments, utilization analysis, growth planning, innovation adoption, and cross-functional collaboration.
Your team will support customers in integrating the Align Digital Platform, an end-to-end ecosystem of technologies, workflows, services, and education designed to help practices improve efficiency, patient engagement, and long-term growth. Working closely with Regional Managers, Clinical, Marketing, Finance, and Operations, you will help ensure customers experience Align as a strategic partner focused on outcomes, innovation, and long-term success.
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Développer et exécuter des stratégies axées sur la croissance des partenariats stratégiques, l’adoption des traitements et la performance d’iTero dans la région
- Encadrer et développer les gestionnaires de comptes stratégiques grâce à des accompagnements terrain, des revues d’affaires, la planification stratégique des comptes, une rétroaction continue sur la performance et l’analyse de données
- Promouvoir un modèle de partenariat d’affaires consultatif axé sur la compréhension des objectifs des clients, de leurs flux de travail, des risques et des opportunités de croissance
- Veiller à ce que les gestionnaires de comptes stratégiques réalisent des audits d’affaires holistiques et élaborent des plans d’affaires personnalisés soutenant l’état futur souhaité de chaque client
- Soutenir l’expansion et l’adoption des solutions Invisalign, iTero, Exocad et des futures innovations d’Align auprès des comptes stratégiques
- Collaborer étroitement avec les gestionnaires de territoire et les directeurs régionaux afin d’offrir une expérience client « One Align »
- Coordonner les ressources interfonctionnelles, incluant les équipes cliniques, marketing, finances, opérations et succès client, afin de soutenir les priorités et l’exécution chez les clients
- Assurer l’excellence opérationnelle grâce à une gestion rigoureuse du pipeline, des prévisions, de la planification des comptes et de l’atteinte des indicateurs clés de performance (KPI)
- Favoriser une culture de haute performance fondée sur la collaboration, la responsabilisation, l’authenticité et l’orientation client
- Diriger la collaboration et le partenariat entre les équipes de vente de la région afin de maximiser l’expérience client et la promotion continue des solutions Align
Role expectations
- Lead, motivate, and inspire a team of approximately 5–8 Key Account Managers focused on strategic partnership growth, treatment adoption, and iTero performance across the region
- Coach and develop KAMs through co-travel, business reviews, strategic account planning, and ongoing performance feedback, and the analysis of data
- Drive a consultative business partnership model focused on understanding customer goals, workflows, risks, and growth opportunities
- Ensure KAMs conduct holistic business audits and develop customized business plans to support each customer’s desired future state
- Support the expansion and adoption of Invisalign, iTero, Exocad, and future Align innovations across strategic accounts
- Partner closely with Territory Managers and Regional Managers to deliver an One Align customer experience
- Coordinate cross-functional resources including Clinical, Marketing, Finance, Operations, and Customer Success to support customer priorities and execution
- Drive operational excellence through strong funnel management, forecasting discipline, account planning, and KPI accountability
- Build a high-performance culture grounded in collaboration, accountability, authenticity, and customer-centricity
- Direct the partnership and collaboration of sellers within the region to maximize customer experience and ongoing promotion of Align solutions
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Baccalauréat et/ou expérience équivalente requis
- Minimum de 10 années d’expérience en leadership des ventes B2B, gestion de comptes stratégiques ou expérience commerciale, de préférence
- Expérience préalable en gestion d’équipes de vente consultative dans les secteurs des dispositifs médicaux, de la santé, du dentaire ou des technologies, de préférence
- Succès démontré dans le coaching et le développement d’équipes commerciales performantes
- Excellentes aptitudes analytiques, de planification d’affaires et de réflexion stratégique
- Capacité à établir des relations avec des clients de niveau exécutif et à gérer des partenariats complexes
- Expérience de travail dans des environnements interfonctionnels et matriciels
- Maîtrise des applications Microsoft Office, des systèmes CRM et de Salesforce, un atout
- Excellentes aptitudes en communication orale et écrite en anglais; capacité à présenter efficacement à des auditoires variés requise. Le bilinguisme français/anglais est requis pour les postes basés au Québec
- Détenir et maintenir un permis de conduire valide ainsi qu’un bon dossier de conduite afin de répondre aux exigences de déplacements fréquents dans la région, incluant des nuitées occasionnelles
- Être légalement autorisé(e) à travailler au Canada et être en mesure de voyager occasionnellement aux États-Unis
What we're looking for
- Bachelor’s degree and/or equivalent experience required
- Minimum 10 years of B2B sales leadership, strategic account management, or commercial experience preferred
- Previous experience leading consultative sales teams within medical device, healthcare, dental, or technology industries preferred
- Demonstrated success coaching and developing high-performing commercial teams
- Strong analytical, business planning, and strategic thinking skills
- Ability to build executive-level customer relationships and lead complex partnerships
- Experience working within cross-functional and matrix organizations
- Proficiency with Microsoft Office applications, CRM systems, and Salesforce preferred
- Strong English written and verbal communication skills; effective presenter across diverse audiences required. Bilingual French/English required for Quebec-based roles
- Possess and maintain a valid driver’s license and a good driving record to meet the requirement to travel extensively within the region including overnight travel
- Legally authorized to work in Canada and able to travel occasionally to the United States
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.
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:
- 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!
Want to discover more about exocad and Cubicure? Click on their names for additional information.
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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.
