Business Development Manager - Northwest
Align Technology, Inc., Washington, DC, United States
Business Development manager - NorthWest US
Department: Sales
Employment Type: Full Time
Location: US-Washington-Field based
Description
The Business Development Manager (“BDM”) for customers is responsible for driving incremental sales and market share growth, both Invisalign and iTero, through direct selling efforts within large to mid-Market DSOs & mid-size multi-regional Multi Group Practices by creating strategic dialogue with high level decision makers/influencers within targeted accounts and positioning Align as a complete, innovative solution for their Orthodontic and Digital Intraoral Scanning needs through the Align Digital Platform.
Role expectations
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 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.
Builds High-Level Strategic Customer Relationships
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.
Plans, Organizes and Administers Mid-Market DSO Selling Efforts
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,
Demonstrates Leadership/Collaborates with Others
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
Implements Sales Strategy
Plans, adapts and implements innovative sales plans, proposals, and strategies for assigned accounts consistent with the company’s sales policies and sales service capacities
What we're looking for
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
Other Competencies and Requirements
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
Pay Transparency
If provided, base salary or wage rate ranges are the range in which Align reasonably expects to set a candidate’s pay for the posted position. Actual placement depends on the individual skills and experience level of a candidate plus the total compensation and equity across team members. For other locations outside of the primary location, the base salary range will be adjusted geographically.
For Field Sales roles, the salary listed is the base pay only and does not include the applicable incentive compensation plan. A cost of living adjustment may be added to base pay for higher cost areas in the U.S.
Our internship hourly rates are a standard pay determined based on the position and your location, year in school, degree, and experience.
General Description of All Benefits
We are pleased to provide a general description of the benefits Align offers to full‑time employees in this position.
Family Benefits. Align offers employees and their eligible dependents medical (with a Health Savings Account option for some plan offerings), dental, and vision in accordance with those plans. Align also offers to employees:
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
Employee benefits. Align offers its employees:
Short‑term and long‑term disability insurance in accordance with those plans.
Basic Life Insurance and Accidental Death and Dismemberment. Voluntary Supplemental Life Insurance for Employee, Spouse/Domestic Partner, and Child(ren) are available for purchase in accordance with those plans.
Flexible Spending Accounts– Employees may be eligible to participate in a health care account (including a limited health FSA if enrolled in a HDHP), dependent care account, and a pre‑tax commuter benefit plan.
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 – 25% year one and 100% at year two. Align offers traditional, Roth, and after‑tax options.
Employee Stock Purchase Program (Employees must work 20 hours or more and be employed on purchase date to be eligible).
Paid vacation of up to 17 days during the first full year of employment (currently accrued at the rate of 5.24 hours each pay‑period), which carries over to a maximum cap of 30 days. Annual paid vacation time accrual increases based on tenure. Both exempt and non‑exempt employees who work 32 hours or more per week receive prorated vacation accrual based on their regularly scheduled work hours and tenure.
Sick time is accrued throughout the year at the rate of one hour for every thirty worked. Employees can carry over unused sick leave each year, up to a maximum balance of 80 hours.
11 Company‑designated paid holidays throughout the year.
If employed for at least 12 consecutive months, Align will grant up to 6 weeks of paid Parental Leave. If employed for less than 12 consecutive months, Align will grant up to 4 weeks of paid Parental Leave. All parental leave must be completed within one year of the birth or placement of the child. Parental leave is in addition to any state and/or local parental leave benefits. Three days of paid bereavement leave. In some cases, due to travel the amount of paid leave may be extended to 5 paid days off. To the extent applicable state or local law offers more generous benefits, Align complies with any such law.
Non‑exempt employees will receive full pay for up to 10 days of jury duty. Exempt employees will receive their full salary during any week they serve and perform any work. Other insurance such as legal, critical illness, voluntary accident, long‑term care, auto, home and pet insurance are available for purchase.
To the extent applicable state or local law offers more generous benefits, Align complies with any such law.
#J-18808-Ljbffr
Department: Sales
Employment Type: Full Time
Location: US-Washington-Field based
Description
The Business Development Manager (“BDM”) for customers is responsible for driving incremental sales and market share growth, both Invisalign and iTero, through direct selling efforts within large to mid-Market DSOs & mid-size multi-regional Multi Group Practices by creating strategic dialogue with high level decision makers/influencers within targeted accounts and positioning Align as a complete, innovative solution for their Orthodontic and Digital Intraoral Scanning needs through the Align Digital Platform.
Role expectations
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 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.
Builds High-Level Strategic Customer Relationships
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.
Plans, Organizes and Administers Mid-Market DSO Selling Efforts
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,
Demonstrates Leadership/Collaborates with Others
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
Implements Sales Strategy
Plans, adapts and implements innovative sales plans, proposals, and strategies for assigned accounts consistent with the company’s sales policies and sales service capacities
What we're looking for
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
Other Competencies and Requirements
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
Pay Transparency
If provided, base salary or wage rate ranges are the range in which Align reasonably expects to set a candidate’s pay for the posted position. Actual placement depends on the individual skills and experience level of a candidate plus the total compensation and equity across team members. For other locations outside of the primary location, the base salary range will be adjusted geographically.
For Field Sales roles, the salary listed is the base pay only and does not include the applicable incentive compensation plan. A cost of living adjustment may be added to base pay for higher cost areas in the U.S.
Our internship hourly rates are a standard pay determined based on the position and your location, year in school, degree, and experience.
General Description of All Benefits
We are pleased to provide a general description of the benefits Align offers to full‑time employees in this position.
Family Benefits. Align offers employees and their eligible dependents medical (with a Health Savings Account option for some plan offerings), dental, and vision in accordance with those plans. Align also offers to employees:
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
Employee benefits. Align offers its employees:
Short‑term and long‑term disability insurance in accordance with those plans.
Basic Life Insurance and Accidental Death and Dismemberment. Voluntary Supplemental Life Insurance for Employee, Spouse/Domestic Partner, and Child(ren) are available for purchase in accordance with those plans.
Flexible Spending Accounts– Employees may be eligible to participate in a health care account (including a limited health FSA if enrolled in a HDHP), dependent care account, and a pre‑tax commuter benefit plan.
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 – 25% year one and 100% at year two. Align offers traditional, Roth, and after‑tax options.
Employee Stock Purchase Program (Employees must work 20 hours or more and be employed on purchase date to be eligible).
Paid vacation of up to 17 days during the first full year of employment (currently accrued at the rate of 5.24 hours each pay‑period), which carries over to a maximum cap of 30 days. Annual paid vacation time accrual increases based on tenure. Both exempt and non‑exempt employees who work 32 hours or more per week receive prorated vacation accrual based on their regularly scheduled work hours and tenure.
Sick time is accrued throughout the year at the rate of one hour for every thirty worked. Employees can carry over unused sick leave each year, up to a maximum balance of 80 hours.
11 Company‑designated paid holidays throughout the year.
If employed for at least 12 consecutive months, Align will grant up to 6 weeks of paid Parental Leave. If employed for less than 12 consecutive months, Align will grant up to 4 weeks of paid Parental Leave. All parental leave must be completed within one year of the birth or placement of the child. Parental leave is in addition to any state and/or local parental leave benefits. Three days of paid bereavement leave. In some cases, due to travel the amount of paid leave may be extended to 5 paid days off. To the extent applicable state or local law offers more generous benefits, Align complies with any such law.
Non‑exempt employees will receive full pay for up to 10 days of jury duty. Exempt employees will receive their full salary during any week they serve and perform any work. Other insurance such as legal, critical illness, voluntary accident, long‑term care, auto, home and pet insurance are available for purchase.
To the extent applicable state or local law offers more generous benefits, Align complies with any such law.
#J-18808-Ljbffr