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. 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 www.lf.co 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.