Note: The job is a remote job and is open to candidates in USA. Align Technology is a global medical technology company focused on transforming orthodontic care and digital dentistry. The Business Development Manager will drive incremental sales and market share growth within large national and multi-regional Dental Service Organizations by building executive-level relationships, positioning Align’s solutions, and implementing strategic sales plans. The role also manages cross-functional sales efforts, contract proposals, national bids, account strategies, and customer relationships across the Northwest region.
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
Skills
- The BDM will also be responsible to develop, communicate and implement sales plans and strategies designed to accomplish specific sales goals internally and externally. Qualified candidates will need to show a successful commercial track record of managing people processes and projects in Special Market sales and have the ability and willingness to travel, including overnight, 50% - 60% of the time
- 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 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
- 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
- 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
- Physical Demands: While performing the duties of this job, employee is occasionally required to stand, walk, sit, and use hands to handle objects and tools; reach with hands and arms, talk, and hear. Employee must occasionally lift and/or move light to moderate weight. Specific vision abilities required by the job include close vision and the ability to adjust focus
- Knowledge of Ortho and Dental products preferred
- College graduate (BA/BS) preferred
Benefits
- Medical coverage with a Health Savings Account option for some plan offerings for employees and eligible dependents
- Dental coverage for employees and eligible dependents
- Vision coverage for employees and eligible dependents
- Discounts on Invisalign and Vivera to employees and their eligible dependents after 90 days of employment
- Back-up Child/Elder Care and access to a caregiving concierge
- Family Forming Benefits available to employees, and their spouse or domestic partner, covered under one of Align’s health plans
- Breast Milk Delivery and Lactation Support Services
- Employee Assistance Program
- Hinge Health Virtual Physical Therapy available to all employees and eligible dependents age 18+ enrolled in an Align medical Plan
- Short-term and long-term disability insurance
- Basic Life Insurance and Accidental Death and Dismemberment
- Voluntary Supplemental Life Insurance for Employee, Spouse/Domestic Partner, and Child(ren) available for purchase
- Flexible Spending Accounts, including health care, limited health FSA if enrolled in a HDHP, dependent care, and pre-tax commuter benefit plans
- 401k plan with a discretionary Company match of 50% up to 6% of eligible earnings up to a maximum match of 3%; employer match vests after two years
- Employee Stock Purchase Program for employees who work 20 hours or more and are employed on the purchase date
- Paid vacation of up to 17 days during the first full year of employment, with accrual increasing based on tenure
- Unused vacation carries over to a maximum cap of 30 days
- Prorated vacation accrual for exempt and non-exempt employees who work 32 hours or more per week
- Paid sick time accrued at one hour for every thirty worked, with unused sick leave carryover up to a maximum balance of 80 hours
- 11 Company-designated paid holidays throughout the year
- Up to 6 weeks of paid Parental Leave for employees employed at least 12 consecutive months
- Up to 4 weeks of paid Parental Leave for employees employed less than 12 consecutive months
- Three days of paid bereavement leave, extendable to 5 paid days off in some cases due to travel
- Full pay for up to 10 days of jury duty for non-exempt employees
- Full salary during any week exempt employees serve and perform any work for jury duty
- Legal, critical illness, voluntary accident, long-term care, auto, home and pet insurance available for purchase
- Health and well-being programs
- Learning opportunities through online learning resources and support for individual development plans
- Inclusive, global workplace that fosters collaboration, recognition and belonging
- Fully remote work arrangement
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