Business Development Manager - South Texas

Overview

Description

The Business Development Manager is responsible for driving incremental sales and market share growth through direct selling efforts within large, national and multi-regional Dental Service Organizations 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 Impression needs.
Department:

Sales
Location:

US-Texas-Field based
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.
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 the 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 – Builds loyalty and multiple relationships within the highest levels (Directors and above) of key functional areas in customer organizations; identifies strategic business opportunities within DSOs; 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 Orthodontic care and Digital Impression needs; prioritizes customer and company interests in decision making; leads by example and responds quickly and competently to customer issues; continually seeks 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; creates plans considering strategic pricing, budgets, and operating income/expenses; plans, prepares and follows up on sales forecasts and budgets; anticipates problems and develops contingency plans; establishes and implements effective procedures for cross-functional communication.
Demonstrates Leadership/Collaborates With Others - Works with Director of Special Markets to develop and respond to national bid opportunities; provides coaching to field sales managers on national accounts; acts as liaison between key customer contacts and Marketing, Customer Service, Logistics and Commercial groups to develop product support and pricing; influences upper management decisions and seeks win/win solutions.
Implements Sales Strategy - Develops and executes sales plans for assigned accounts aligned with company policies; adapts strategy as markets change; identifies opportunities to maintain competitive edge.
Relationship Management - Builds and nurtures relationships with internal and external customers at executive levels using consultative methods.
Account Leadership - Manages several key University accounts and develops strong relationships with key personnel.
Adaptability - Demonstrates willingness to change and to collaborate with cross-functional selling teams in complex sales processes.
Market and Product Knowledge - Maintains strong knowledge of C-level contacts at DSOs, current industry trends, technologies, competitors and market position; strong business acumen and analytical skills; knowledge of Ortho and dental products preferred.
Communication and Travel - Excellent written and verbal communication; able to listen, articulate and advocate; travel to national tradeshows, sales meetings and conferences as needed; occasional weekend travel.
Integrity and Compliance - Ability to work with integrity and comply with safety policies and procedures; participate in proactive team efforts to achieve goals.
Qualifications

Exceptional organizational, prioritization, and project management skills
Self-motivated and dedicated
Ability to handle numerous projects and partners simultaneously
Ability to work independently and make accurate, educated decisions
Proactive problem-solving skills with strong attention to detail
Excellent written and communication skills
College degree (BA/BS) preferred
5+ years of 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
Willingness to travel nationally and attend conferences/tradeshows as required
Benefits

General description of benefits and privacy information as provided by Align. Includes medical, dental and vision coverage, 401(k) with company match, employee stock purchase program, paid vacation and holidays, parental leave, disability insurance, life insurance, flexible spending accounts, and other voluntary benefits. Details may vary by location and role.
Equal Opportunity Statement

Align Technology is an equal opportunity employer. We are committed to providing equal employment opportunities in all practices, without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, disability, sexual orientation, gender identity or expression, or any other legally protected category. Applicants must be legally authorized to work in the country for which they are applying, and employment eligibility will be verified as a condition of hire.

#J-18808-Ljbffr