Manage and grow Invisalign, Vivera and iTero business with assigned key accounts in Japan. Develop and execute account and sales plans, drive forecasting and financial targets, own customer relationships and education pathways, coordinate cross-functional teams, deliver regular reporting and business reviews, and capture customer feedback to ensure account growth and operational execution.
The Key Account Manager (KAM) is responsible for managing the overall Invisalign, Vivera and iTero business with assigned Key Accounts in Japan. The KAM formulates and executes long-term account strategies aligned with the company’s strategic objectives and delivers annual operational plans and targets. The role owns detailed key account plans (e.g., sales targets, financial objectives, stakeholder relationships, education pathways, process improvements, and forecasting) and serves as the lead point of contact for all key account matters—anticipating customer needs and orchestrating internal collaboration to ensure customer success and business growth.
Role expectations
- Sales Targets, Financial Performance & Planning
- Own the development and execution of comprehensive business plans for assigned key accounts covering sales, revenue, goals and activities across Invisalign, Vivera and iTero.
- Formulate and implement sales strategies to achieve profitable growth and strategic objectives.
- Drive forecasting and translate strategic plans into operational priorities.
- Follow up on orders and ensure timely collection of accounts receivable.
- Ensure the order-to-payment cycle is executed in line with company policies.
- Customer Strategy & Relationship Management
- Own the overall relationship with key accounts and their management teams.
- Create customized education and knowledge pathways to enable adoption and long-term value creation.
- Maintain competitive intelligence and apply insights to account strategies.
- Analyse account data to support decision-making and opportunity prioritization.
- Identify and nurture new accounts for future growth.
- Cross-Functional Leadership & Execution
- Drive cross-functional collaboration with Sales, Marketing, Clinical, Finance and Customer Support.
- Serve as the single point of contact for customer-related issues.
- Ensure processes are in place to deliver on commitments and enable end-to-end execution.
- Reporting, Governance & Quality Feedback
- Deliver regular quarterly business reviews with cross-functional updates.
- Provide recurring reporting (weekly/monthly as required) including performance trends and action plans.
- Capture and manage customer feedback and quality-related records in line with internal processes.
What we're looking for
Qualifications & Experience
- 7–10 years of sales experience; experience with large or nationwide accounts preferred.
- Ability to engage senior stakeholders and manage complex accounts.
- Strong financial and analytical skills.
- Experience in medical devices or healthcare industry; dental industry knowledge preferred.
- Excellent communication, negotiation and time management skills.
- Willingness to travel domestically (approx. 50%).
Education
- Bachelor’s degree preferred; MBA a plus.
Key Competencies
- Strategic account planning and execution
- Commercial and financial acumen
- Cross-functional leadership
- Customer-centric problem solving
- Data-driven decision making
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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