Business Development Manager - Northwest

Align Technology is a leader in orthodontic and digital impression solutions, and they are seeking a Business Development Manager to drive sales and market share growth within Dental Service Organizations. The role involves building strategic relationships, implementing sales strategies, and collaborating with cross-functional teams to meet sales goals.

Responsibilities:

• Drives Sales Results - 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 DSO’s, 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
• Builds High-Level Strategic Customer Relationships – Excels at building customer loyalty and multiple relationships within the highest levels (Directors and above) of key functional areas in customer organizations; identifies strategic business opportunities within DSO’s; establishes effective relationships with key customer representatives and employees externally and internally; Creates strategic dialogue with high level decision makers/ influencers within targeted accounts to position Align as a complete solution for the Orthodontic care and Digital Impression needs; puts a high priority on both customer and Company interests when making decisions; leads by example and responds quickly and competently to customer issues; continually searches for ways to improve competitive advantage
• Plans, Organizes and Administers DSO Selling Efforts - Translates business strategies into clear objectives and tactics; collaborates and manages cross-functional sales/ marketing/ pricing teams effectively; creates realistic plans taking into account strategic pricing, budget constraints, and operating income/expenses; plans, prepares and follows up on sales forecasts, budgets; anticipates problems and develops contingency plans; establishes and implements effective and efficient procedures for communication across cross-functional teams and getting work done
• Demonstrates Leadership/Collaborates With Others - Works closely with Director of Special Markets to develop contract proposals and contracts, implement those contracts, and develop timely responses to all national bid opportunities; provides corporate selling consultation and coaching to field sales managers and territory managers on national accounts when appropriate; acts as liaison between key customer contacts and other functions in the organization including Marketing, Customer Service, Logistics and Commercial groups in order to develop appropriate product support, and pricing; influences and shapes the decisions of upper management; provides compelling rationale for ideas; works toward win/win solutions whenever possible
• Implements Sales Strategy – Implements sales plans and strategies for assigned accounts consistent with the company’s sales policies and sales service capacities through a deep understanding of the market; adapts sales strategy as markets change; identifies creative opportunities to maintain the organization’s competitive edge
• Ability to build and nurture business relationships with internal and external customers at executive levels by consultative method
• Ability to manage several key University accounts and develop strong relationships with key personnel
• Ability to adapt and willingness to change
• Ability to lead and collaborate with cross-functional selling teams in complex and lengthy sales processes
• Strong knowledge of C-level contacts at DSOs
• Strong strategic planning and project management skills at the regional and national level
• Excellent written and verbal communication skills with the ability to listen, articulate, and advocate
• Strong business acumen and analytical skills
• Knowledge of Ortho and Dental products preferred
• Knowledge of current and new industry trends, technologies, competitors, and place in the market
• Pro-active; high-performance and results orientation
• Ability to attend national tradeshows, sales meetings and conferences as needed
• Occasional weekend travel and meetings
• Ability to consistently work, manage and function with integrity
• Comply with all safety policies, practices and procedures. Report all unsafe activities to supervisor and/or Human Resources
• Participate in proactive team efforts to achieve departmental and company goals
• Other duties may be assigned

Requirements:

• 5+ Years Professional B2B sales experience
• Prefer 2+ Years National Account sales experience
• Dental and/or Medical Device sales experience
• Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.com
• Exceptional organizational, prioritization, and project management skills
• Self-motivated, dedicated
• Ability to handle numerous projects and partners simultaneously
• Able to work independently and make accurate, educated decisions
• Proactive problem-solving skills with strong attention to detail
• Excellent written and communication skills
• Ability to build and nurture business relationships with internal and external customers at executive levels by consultative method
• Ability to manage several key University accounts and develop strong relationships with key personnel
• Ability to adapt and willingness to change
• Ability to lead and collaborate with cross-functional selling teams in complex and lengthy sales processes
• Strong knowledge of C-level contacts at DSOs
• Strong strategic planning and project management skills at the regional and national level
• Strong business acumen and analytical skills
• Pro-active; high-performance and results orientation
• Ability to attend national tradeshows, sales meetings and conferences as needed
• Ability to consistently work, manage and function with integrity
• Comply with all safety policies, practices and procedures. Report all unsafe activities to supervisor and/or Human Resources
• Participate in proactive team efforts to achieve departmental and company goals
• Knowledge of Ortho and Dental products preferred
• College graduate (BA/BS) preferred