Lead ANZ iTero sales to drive revenue, profitability, and market share via direct and indirect channels. Build and coach a high-performing sales organization, manage distributors, forecast sales, plan budgets, identify new revenue opportunities, and maintain strategic customer and cross-functional relationships. Ensure regional execution of commercial strategy, performance tracking, and compliance while traveling frequently across Australia and New Zealand.
Role summary
This position is ideal for an experienced sales leader to join the iTero regional commercial team as the Associate Director, iTero Sales, ANZ leading the company’s efforts to achieve revenue, profitability, and market share growth across Australia and New Zealand.
Partnering with regional stakeholders, cross-functional teams, customers, partners, and distributors, you’ll create and execute direct and indirect sales strategies, identify new business opportunities, and build strong customer and channel relationships to support sustainable growth. This role is critical in aligning country and regional commercial priorities with execution, developing a high-performing sales organization, and expanding iTero’s market presence across ANZ.
Role expectations
In this role, you will…
· Create and implement effective direct and indirect sales strategies to achieve iTero sales objectives and broader company growth goals.
· Lead the ANZ iTero sales organization with a clear commercial vision, active coaching, and consistent performance management.
· Drive revenue, profitability and market share growth by aligning country-level priorities with team execution.
· Identify, develop and execute new ideas, concepts, and commercial opportunities that generate meaningful new revenue streams.
· Expand the business across ANZ by identifying, contacting, and developing potential customers, partners, and distribution channels.
· Use analytics to strengthen sales forecasting, improve strategy formulation, and support informed decision-making.
· Lead business planning processes, including sales management, budget control, forecasting, and performance tracking.
· Prepare monthly, quarterly, and annual sales forecasts, ensuring clear visibility of opportunities, risks, and progress against targets.
· Recruit, onboard, train, develop, and retain high-performing sales talent across the market.
· Build the competencies, processes, and operating rhythms required to create an effective and efficient sales organization.
· Maintain deep knowledge of market and industry trends, competitor activity, customer strategies, and regulatory considerations, proactively adapting strategies and tactics as needed.
· Develop and maintain key strategic customer relationships to support long-term business growth.
· Establish strong working relationships with internal partners, including Marketing, Finance, Customer Service, regional leadership and key stakeholders, to address business priorities and opportunities.
· Identify and resolve customer issues and concerns when required, ensuring a high standard of customer experience.
· Identify distribution coverage gaps and establish appropriate distribution channels to support market expansion.
· Participate as part of the ANZ Leadership Team, contributing to broader business planning, collaboration, and execution.
· Ensure objectives are effectively fulfilled and sales goals are met.
· Comply with all safety policies, practices, and procedures.
· Participate in proactive team efforts to achieve departmental and company goals.
· Perform other duties as assigned.
What we're looking for
What we're looking for
· Education: Bachelor’s degree in Business, Marketing, Science, or related field.
· Experience: Minimum 10 years’ experience in medical device/capital equipment sales, including leading and managing a direct sales team. Experience in direct sales and indirect sales channels are necessary for this role.
· Sales leadership: Proven experience building, leading, coaching, and retaining a high-performance sales team.
· Distributor management: Demonstrated success recruiting, developing, and managing distributors and channel partners.
· Commercial execution: Strong track record of achieving sales plans, developing tactical sales strategies, and executing against quotas, account objectives, and business goals.
· Market knowledge: Solid understanding of the dental industry, including relevant market dynamics, regulatory requirements, and industry issues.
· Business acumen: Ability to understand and analyze financial information, manage budgets, and use commercial insights to guide decision-making.
· Strategic thinking: Demonstrated ability to formulate sales strategy and successfully execute structured sales methodologies.
· Relationship building: Ability to build positive, trusted relationships with internal stakeholders, customers, partners, and external networks.
· Communication: Exceptional written and verbal communication skills in English, with strong active listening, presentation, influencing, and negotiation skills.
· Customer and employee engagement: Proven record of maintaining high levels of client and employee satisfaction, with a strong affinity for business development and organization-wide culture.
· Planning and organization: Highly organized, with strong time management skills and the ability to use sales database tracking programs to proactively manage the business.
· Problem solving: Strong analytical, problem-solving, influencing, and negotiation capability.
· Leadership values: Demonstrates high integrity, accountability, resilience, and a strong commitment to building a performance-driven sales culture.
· Travel: Ability to travel at least 50% of the time.
Complementary skills
· Strong capability in sales forecasting, pipeline management, business planning, and budget control.
· Experience using sales databases, CRM systems, and analytics tools to manage performance and drive commercial discipline.
· Strong understanding of direct and indirect sales models across multi-country or regional markets.
· Ability to operate effectively in a matrixed environment with multiple regional and global stakeholders.
· Strong coaching, talent development, and team capability-building skills.
· Commercial agility with the ability to identify new growth opportunities, respond to market shifts, and adapt strategy accordingly.
· Strong cross-functional collaboration skills across Marketing, Finance, Customer Service and iTero Operations.
About
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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