iTero Territory Sales Manager

Position Summary

The Sales Manager – iTero is a field-based sales role responsible for driving scanner sales and adoption within a defined territory. This individual will sell the iTero range of digital intraoral scanners to both orthodontic and general dental practices. The role requires a consultative, clinical-selling approach, strong territory management, and a proven track record in premium medical or dental product sales.

Key Responsibilities

1. Sales & Business Development

• Manage all sales activities for iTero scanners in the assigned region.
• Meet and exceed monthly, quarterly, and annual sales targets and KPIs.
• Drive scanner adoption and utilization across Invisalign-certified doctors and general dental practitioners (GPs).
• Engage and develop channel partners and distributors to expand reach.
• Identify and capitalize on upselling and cross-selling opportunities.

2. Customer Engagement & Education

• Utilize a consultative sales approach to educate clinicians on the digital workflow for orthodontic and restorative cases.
• Demonstrate value propositions of the iTero product line through in-clinic visits, product demos, and digital workflow consultations.
• Serve as a trusted advisor by understanding customer goals and aligning scanner solutions.

3. Territory Management & Reporting

• Treat the territory as your own business – plan, execute and analyze.
• Maintain a detailed account and activity plan for key customers and prospects.
• Provide weekly and monthly reports, including sales forecasts and market intelligence.
• Track competitor activity and communicate market trends with internal teams.

4. Cross-Functional Collaboration

• Work closely with Marketing, Clinical, and Customer Success teams to ensure alignment in sales and customer onboarding.
• Partner with lab and distribution networks to support penetration into new markets.
• Co-travel and mentor junior team members or new hires when required.

Required Qualifications & Experience

Education

• Bachelor's degree required (preferably in Business, Marketing, Dental, or Life Sciences).
• A degree in Dental Sciences, Dental Technology, or Allied Health is a strong advantage.

Experience

• 6–8 years of experience in consultative or solution-based sales, preferably in:
• Dental/Medical Devices
• Orthodontics
• Premium healthcare/pharma sales
• Experience selling high-value or premium products and working with distributors or labs is preferred.
• Prior experience with intraoral scanners, dental equipment, or working with dentists is a significant advantage.

Technical & Soft Skills

• Strong commercial acumen and ability to sell based on value propositions.
• Excellent communication and interpersonal skills, capable of engaging all customer levels.
• Solid analytical skills for territory and business planning.
• High integrity, self-motivation, and ability to work independently.
• Fluency in English and strong computer literacy (MS Office, CRM tools).

Preferred Experience

• Experience working in a global MNC, especially in medical technology or dental space.
• Candidates with dental background (therapist, hygienist, or former dentist) are strongly encouraged to apply.
• Experience in channel or distributor management.
• Familiarity with digital workflow, CAD/CAM dentistry, or imaging systems is a plus.