Align Technology is a leader in the orthodontic and digital scanning market, seeking a Business Development Manager to drive sales and market share growth. The role involves building strategic relationships with key decision-makers in mid-market dental service organizations and implementing effective sales strategies to achieve organizational goals.
Responsibilities:
- Meets or exceeds organizational key performance indicators, sales targets, and quotas for assigned accounts
- Monitors account performance and redirects efforts when goals are not being met; champions change efforts to increase sales effectiveness
- Negotiates with Mid-Market DSO’s & Multi-Practice Groups, at highest levels needed; finds ways to leverage current footprint in targeted accounts for higher level access to decision makers; makes tough, pragmatic decisions when necessary
- Excels at building effective relationships internally and externally within the highest levels (Directors and above) of key functional areas in customer organizations; identifies strategic business opportunities within Mid-Market DSO’s & Multi-Practice Groups
- Creates strategic dialogue with high level decision makers/ influencers within targeted accounts to position Align as a complete solution for the Orthodontic treatment care, Restorative workflows, and Digital Intraoral Scanner needs
- Translates business strategies into clear objectives and tactics; collaborates and manages cross-functional sales/ marketing/ pricing teams effectively
- Creates realistic plans (sales forecast, budgets, contingency plans etc.) taking into account strategic pricing, budget constraints, and operating income/expenses
- Works closely with external customers and internal partners including the Director of Special Markets to develop and implement business agreement proposals
- Acts as liaison between key customer contacts and other functions in the organization including Marketing, Customer Service, Logistics and Commercial groups to develop appropriate product support, and pricing
- Establishes and implements effective and efficient procedures for communication across cross-functional teams and getting work done
- Influences and shapes the decisions of upper management; provides compelling rationale for ideas toward win/win solutions
- Plans, adapts and implements innovative sales plans, proposals, and strategies for assigned accounts consistent with the company’s sales policies and sales service capacities
Requirements:
- College graduate (BA/BS) preferred
- 8+ Years Professional B2B sales experience
- Dental, Orthodontic and/or Medical Device sales experience strongly preferred
- Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.com
- Ideally knowledge of current ortho and dental market products and industry technologies, competitors, and place in the market- or ability to quickly learn
- Ability to build and nurture business relationships with internal and external customers at executive levels by consultative methods, ideally with strong knowledge of C-level contacts at DSOs
- Strong business acumen and analytical skills
- Strong strategic planning, organizational, prioritization and project management/problem solving skills demonstrating strong attention to detail
- Pro-active; high-performance and results orientation demonstrating self-motivation and dedication
- Able to work independently and make accurate, educated decisions with integrity
- Ability to adapt and willingness to change
- Ability to lead and collaborate with cross-functional selling teams in complex and lengthy sales processes
- All roles in the province of Quebec must have excellent French, as well as strong English written and verbal communication skills with the ability to listen, articulate and advocate
- Ability to attend national tradeshows, sales meetings and conferences as needed
- Possesses and maintain a valid driver's license and a good drivers record
- Ability and willingness to travel about 40-60% of time in assigned Canadian geographic region with occasional evening and weekend meetings
- Legally entitled to work in Canada and travel to the US
- Comply with all safety and compliance policies, practices, and procedures
- Participate in proactive team efforts to achieve departmental and company goals