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.

iTero Territory Sales Manager