Area Sales Manager - Maryland/DC area

About LightForce
LightForce is leading the digital transformation of orthodontics and redefining the standard of care for patients. Our fully digital, 3D-printed orthodontic platform increases practice efficiency, improves clinical consistency, and enables more predictable treatment outcomes.

LightForce is leading the digital transformation of orthodontics and redefining the standard of care for patients. Our fully digital, 3D-printed orthodontic platform increases practice efficiency, improves clinical consistency, and enables more predictable treatment outcomes. Unlike traditional stock brackets, LightForce delivers fully customized, patient-specific brackets paired with AI-driven treatment planning-optimizing outcomes at scale. With recent advancements unlocking the next phase of digital orthodontics, LightForce continues to push the boundaries of what's possible in personalized care. Learn more at

Description
As an Area Sales Manager your mission is to apply comprehensive knowledge of the LightForce system and promote it to accounts to facilitate trial and full integration. You will sell directly to professional orthodontic business owners, transforming an analog process into an innovative digital solution that makes orthodontic treatment planning, application, and straightening teeth easier, faster, and more accessible – while helping practitioners grow their business.

Essential Duties and Responsibilities

Use a consultative sales approach to demonstrate how LightForce's solutions will transform an analog business into a innovative digital workflow

Achieve quarterly and annual sales targets

Plan and execute an area territory plan based on your understanding of the potential of customers

Manage a defined geography of accounts to promote the LightForce system to new and existing customers with the goal of full LightForce integration

Utilize analytics to help drive customer's decision making

Foster positive relationships with orthodontic practice team members (Treatment Coordinators, Office Managers, Assistants) within targeted practices. Build relationships within, utilizing a consultative and collaborative approach with the common goal of inspiring each team member to modernize and grow their business utilizing the LightForce system.

Deliver Clinical Training and presentations both virtually and in person to a variety of customer types as well as internal audiences, to maximize implementation, utilization and integration of LightForce technology and refining office processes.

Collaborate with LightForce Integration Specialists, and lead and manage the new customer onboarding strategy, and deliver full integration with both doctors and staff of orthodontic practices.

Demonstrate leadership by displaying strategic thinking, having a global and company mindset, focusing on results, acting customer centric, and continuously developing skill sets.

Stay active and engaged with important orthodontic related organizations to stay abreast of trends and changes in orthodontics that impact our business and customers.

Utilize data/analytics to help customer's drive decision making

Orchestrate additional internal company resources to optimize the customer experience and provide ongoing promotion of LightForce solutions.

Effective and independently manage booking of travel within company guidelines; ensuring to adhere to personal expenses and expense reporting requirements in a timely manner

Be creative, self-disciplined and capable of identifying and completing critical tasks independently with a high sense of urgency

Education and Experience

Bachelor's degree and/or equivalent experience required

Minimum of 3+ years outside business-to-business (B2B) sales experience.

Industry experience selling a medical device, capital equipment, dental, orthodontic, or other relevant B2B experience

Required Qualifications

Comfortable having clinical conversations with orthodontists

Ability to facilitate business discussions with orthodontic practice owners (Cash flow analysis, ROI, P&L, etc.)

Proven track record of achieving sales goals

Valid Driver's license and ability to travel across Maryland/DC area

Preferred Qualifications

Orthodontic sales experience

Physical Demands

Requires the ability to use hands, and reach with hands and arms

Requires the ability to see, listen, and speak

Work Environment

Work is generally performed in an open office, sedentary position.

Perks and Benefits (US Employees Only)

Unlimited PTO for exempt employees

10 paid holidays per year

Generous premium coverage for medical, dental, and vision plans

Group plan voluntary life insurance

Fringe benefits

401k retirement plan

Paid parental leave

Allowances for those in commercial sales positions

Workplace perks such as food/coffee

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

LightForce Orthodontics is an Equal Opportunity/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, gender, age, national origin, disability, Protected Veteran status, sexual orientation, or any other characteristic protected by federal, state, or local law.

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