Note: The job is a remote job and is open to candidates in USA. Align Technology is a company focused on transforming orthodontic care and digital dentistry through innovative solutions. The Business Development Manager will drive sales and market share growth among large dental service organizations by developing strategic relationships, implementing sales strategies, managing national accounts, and collaborating with cross-functional teams.
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
- 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
- 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
- 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
- Dental and/or Medical Device sales experience
- Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.com
- The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job
- Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions
- 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
- Work Environment: The noise level and temperature in the work environment is usually moderate
- College graduate (BA/BS) preferred
- Prefer 2+ Years National Account sales experience
- 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
Benefits
- Fully remote workplace arrangement
- Medical insurance with a Health Savings Account option for some plan offerings for employees and eligible dependents
- Dental insurance for employees and eligible dependents
- Vision insurance 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 for 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 for 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 employees, spouses/domestic partners, and children 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
- Traditional, Roth, and after-tax 401k options
- 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, carrying over to a maximum cap of 30 days
- Annual paid vacation time accrual increases based on tenure
- Prorated vacation accrual for exempt and non-exempt employees who work 32 hours or more per week, based on regularly scheduled work hours and tenure
- Sick time accrued at one hour for every thirty hours 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 if employed for at least 12 consecutive months
- Up to 4 weeks of paid Parental Leave if employed for 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 jury duty and perform any work
- Legal, critical illness, voluntary accident, long-term care, auto, home, and pet insurance available for purchase
- Health and well-being programs
- Employee-exclusive discounts on Invisalign products
- Learning opportunities through online learning resources and support for individual development plans
- Inclusive, global workplace that fosters collaboration, recognition, and belonging
Company Overview
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