Crystal Howard Email and Phone Number

Commercial leader managing, directing, and coaching a team of 9 direct reports (1 Sales Director, 7 Regional Managers and 1 iTero RM), 54 indirect reports and 8 cross functional dotted line reports in a Matrix organizational approach reporting into the US VP and GM. • Responsible for exceeding AOP growth targets within the Northwest Market with both Invisalign and iTero (capital equipment) • PnL management responsibility for the Northwest commercial team• Manages sales and performance through existing distribution channels, while maintaining customer relationships in both private and DSO settings• Liaison between field activity and cross functional business support partners across the US business• Member of the US leadership team• Founding Member of the Align Women in Commercial group working with Senior HR leaders to drive a new company initiative to create a community of support for future female leaders at Align

Solution driven commercial area leader managing and coaching a team of 7 direct reports (6 Regional Managers and 1 Sr. Area Operations Manager) and 54 indirect reports plus 8 cross functional dotted line reports in a matrix organizational approach. In charge of managing all aspects of the business including exceeding AOP targets, revenue results for capital equipment, revenue budget management and people management. • Successfully led the build out of a brand new sales Area including the hiring of (5)new regional managers, (1) Sr. Operations Manager, (1) Area field trainer, (5) Area support roles and (14) new Territory Manager roles for expansion sales territories • Responsible for managing both top line and bottom line revenue within the market; reporting directly to the VP & GM of the US Business unit with weekly, monthly and quarterly updates• Business currently at + 114% to plan YTD in revenue, +43% growth YTD

Responsible for developing and maintaining the Special Markets Mid Markets channel sales strategy within the North American Region. Establishing strategic vision to meet sales objectives and strengthen customer relationships, reputation, and impact of Align Technology in the Orthodontic and Dental Community.- Managed and led the expansion of the Mid Markets sales team of 9 BDS’s across the Western US; including training, coaching and performance management of the individuals on the team to hit and/or exceed sales targets.- In charge of managing relationships with identified Mid Markets partners to maximize Invisalign and iTero potential, plus growing business by adding in new partners- Added 45 partners and drove +54% rev growth to channel in 2019 & 2020- + 134% to plan with INV and 120% to plan with iTero in 2020

Key partner/liaison for the Americas organization focusing on strategic sales, marketing and company priorities. Designated sales representative and key opinion leader on cross-functional teams in order provide voice of sales and the Americas in cross-functional and global projects. - Leading special projects and programs that require cross-functional engagement with key teams across the organization, and with external stakeholders - Developing, coordinating and implementing programs and plans designed to increase existing business and capture new opportunities- Monitoring programs/projects from initiation through delivery and interfacing with internal customers or other department members. Organizes project activities and interdepartmental meetings; ensures communication facilitates completion of the program/project on schedule and within budget constraints- Leading projects that span the Americas- Working in conjunction with senior management to pursue and achieve tactical or strategic objectives pertaining to the long-term strategic vision assisting in the execution of work necessary to meet short-term objectives as well.- Identifies and develops proposed action strategies in support of Aligns efforts to advance company interests relative to identified trends, emerging issues and the competitive landscape- Leading cross-functional teams in creating and executing tactical plans that support Aligns business strategies

Responsible for maximizing Align’s market position, product penetration and profitability in the Golden Gate Market, through strong team leadership, business strategy and execution. Currently manage a $25MM book of business with 7 direct reports, reporting into the Area Sales Director.- 2018 #1 Region in country at 104% to revenue target, 103% in total target and 108% in GP target- 2018 18% growth in region YOY across all channels- 2017 finished with 18% overall CCA growth, 24% Teen CCA growth and 25% GP growth- Ranked #1 Region in the Nation for TM conversion with new Conversion team at 27% vs. Nation at 25%- 2017 Q2 RM of the Quarter (100% to plan for 1H, 28% GP growth 18% Ortho Growth) - Selected to present on main stage at America's Kick Off 2018 sales meeting- Founding Member of the Align Women’s Leadership group- 2017 additional highlights: 58 iTeros sold, 259 accounts through Invisalign Pro

Led sales team that called on +4000 accounts across Northern California. Recruited, developed, and managed 9 team members tasked with maintaining robust annual sales of $60 million.- 2016 #1 team in Country out of 25 for first 6 months- 22% growth in fist half delivering 1MM rev in new products- 2016: 5 Rep in PCLUB, 2 Reps promoted to executive territory manager- 2015- 100% to plan, 19.1% growth & #1 team in new product launch Q4 2015- 2014- 100% to plan, 2 reps promoted to internal field positions- 2013 #2/ 25 Team of the Year- Responsible for leading a team of 9 Sales reps. to deliver sales vs. quota to company set goals- Recruiting, training and coaching new talent to the district and region- Managing relationships with employees, top customers, distributors and GPO partners

Responsible for running the North Bay territory and achieving target and revenue goals distributed by the organization. In charge of successfully executing company plan of action and messaging to both retail and private accounts within the geography.- 2013 Presidents Club #13/250 sales reps- 2013 Bronze Encore Award Winner- Vision Expo Attendance- 2013 Gold Encore Award Winner- Kaiser Relationships and Growth- 2013 Western Region New Hire Lead - 2012 Management Development Candidate - 2012 District MVP- 2012 Western Region Retail Lead - 2012 Fast Start Contest Winner- 2011 Distrct Fleet Safety Coordinator-Successfully obtained Sales vs. Quota goals for 4+ years - Currently at 105% sales to quota- Colaborated on cross-regional projects on GPO groups- #1 Rep. in sales for Kaiser in Western Region

Responsibilities included aggressive pursuit and acquisition of new business development as well as maintenance of existing business in a highly saturated hospitality and healthcare market. - 2007 10% YOY growth in Rev. ranked #27/140 at 103% to plan- 2008 14% YOY growth in Rev. ranked #14/140 at 106% to plan- Responsible for cross-functional collaboration to act as quarterback with all other Cintas business units (facility services, first aid/safety & document shredding) to grow overall Cintas business within my large customers.- Multiple leadership and sales awards including ACHIEVERS CLUB 2007,2008, 2009 and CAPTIANS CLUB 2008, 2009

Responsibilities included running all day to day operations of 10 Supercuts’ salons in Northern California to grow revenue year over year in region. -Responsible for 10+ corporate Supercuts locations, managing 50+ employees-Responsible for recruiting, hiring and serperations at the store level-Responsible for motivating staff to achieve store level goals, to meet area needs-Responsible for successfully executing marketing strategy at the store level -Ranked within top 10 of 100 territories for 2 years in a row-Responsible for quarterly PNL statement review