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iTero Specialized Account Manager
This role is designed for a commercially driven sales professional who combines strong new-business generation capabilities with the ability to analyze market opportunities, prioritize investments, and develop territory strategies that drive sustainable growth. You will independently identify opportunities, build customer relationships and manage complex sales opportunities from initial engagement through closing.
Working across both the orthodontic and GP markets, you will leverage iTero and digital dentistry solutions to expand Align's presence, develop high-value customer relationships and contribute to broader commercial objectives. You will collaborate closely with Territory Managers and cross-functional partners to optimize customer acquisition and long-term customer success.
Role expectations
- Own and drive new iTero customer acquisition across the Netherlands, delivering against scanner sales, revenue and territory growth objectives.
- Develop and execute territory acquisition plans to maximize market penetration and whitespace opportunity conversion.
- Analyze market potential, customer segmentation and competitive activity to identify strategic growth opportunities.
- Identify and prioritize high-potential opportunities across the orthodontic and GP markets.
- Build, manage and continuously optimize a robust prospecting pipeline with clear priorities, action plans and forecasting accuracy.
- Own the sales cycle from prospect identification and outreach through discovery, demonstration, negotiation and close.
- Manage complex sales opportunities and guide customers through business and technology adoption decisions.
- Re-engage selected lapsed and inactive customers through targeted business development plans.
- Create opportunities through proactive prospecting, networking, referrals and market intelligence rather than relying solely on inbound leads.
- Deliver compelling iTero demonstrations and clearly articulate the clinical, operational and commercial value of digital dentistry solutions.
- Understand each customer's business, assess opportunities for growth and develop tailored value propositions.
- Negotiate confidently and effectively to establish sustainable commercial partnerships.
- Maintain strong CRM, pipeline and forecasting discipline to support accurate business planning.
- Continuously evaluate territory performance and implement corrective actions to achieve business objectives.
- Partner closely with Territory Managers, Clinical and Marketing teams to align customer acquisition efforts and maximize commercial impact.
- Share customer insights and market intelligence to support territory and business planning activities.
- Take ownership of results, proactively remove barriers and adapt strategies to maintain commercial momentum.
What we're looking for
- You enjoy identifying market opportunities, building relationships with new customers and developing strategic plans that convert opportunities into business results. You are commercially curious, highly organized and comfortable managing multiple sales opportunities with varying levels of complexity.
- 4-6 years of successful B2B sales, business development or account acquisition experience.
- Proven track record of winning new customers and consistently achieving or exceeding sales targets.
- Experience managing complex sales cycles and multiple stakeholder decision-making processes.
- Experience in dental, medical device, healthcare, technology or capital equipment industries is preferred.
- Strong commercial acumen and demonstrated ability to identify, assess and prioritize business opportunities.
- Strong territory planning, business planning and pipeline management capabilities.
- Ability to exercise sound judgment and make independent commercial decisions within assigned territory.
- Excellent communication, influencing, presentation and negotiation skills.
- Confidence engaging customers across multiple channels and organizational levels.
- Strong analytical skills with the ability to translate market data and insights into action plans.
- Entrepreneurial, self-directed approach with a high degree of accountability and ownership.
- Ability to quickly learn technology solutions and communicate their business value effectively.
- Strong customer focus combined with a strategic commercial mindset.
- Collaborative approach and ability to work effectively across cross-functional teams.
- Fluent in Dutch and English.
- Willingness to travel extensively throughout the Netherlands.
- Degree-level education preferred and/or equivalent relevant commercial experience.
