Business Development Manager - National Labs, US iTero

Business Development Manager - National Labs, US iTero Department: Sales Employment Type: Full Time Location: US-North Carolina-Field based Description The Business Development Manager, National Labs is responsible for driving incremental sales and market share growth through direct and indirect selling efforts within an assigned group of national dental laboratories and laboratory distribution partners. The candidate will accomplish this by creating strategic initiatives with C-Suite level decision makers/influencers within targeted accounts and through implementing initiatives with local lab locations in partnership with their Lab Business Development Specialist counterparts. The BDM will be responsible for achieving sales quota and assigned strategic objectives. The BDM will also be responsible to develop, communicate and implement sales strategies and executable plans designed to accomplish specific sales goals both internally and externally. This individual will support the launch of new products, assist in the creation of standardized processes, relevant contracts and scalable operational workflows. Qualified candidates will need to show a successful commercial record of accomplishment in managing large accounts, managing complex projects and be an effective communicator. This role is fully remote and can be located anywhere in the U.S. Role expectations Drives Sales Results - Meets or exceeds organizational key performance indicators, sales targets and quotas for assigned account; monitor account performance and redirect efforts when goals are not being met; champion change efforts to increase sales effectiveness; negotiate with key laboratory accounts, at highest levels needed; finds ways to leverage current footprint in targeted account for higher level access to decision makers; makes tough, pragmatic decisions when necessary. Builds Enterprise Level Strategic Customer Relationships – Responsible for building customer loyalty and multiple relationships within the highest levels of key functional areas in customer organizations; identifies strategic business opportunities within national laboratory organizations; establishes effective relationships with key customers, both externally and internally; Creates strategic dialogue with high level decision makers/ influencers within targeted account to position Align as a strong digital partner with iTero and applicable products; 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 National Laboratory Programs - Translates business strategies into clear objectives and tactics; collaborates and influences 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. Demonstrates Leadership/Collaborates With Others - Partners with Directors of Sales and Marketing – Labs, Manager and Lab Sales Channel to develop contracts, promotional initiatives, implement those contracts, promotional initiatives and develops 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 within Align including iTero Sales, Special Markets, Marketing, Product Management, Legal, 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. Effectively communicates cross functionally to ensure leadership, the sales team and key operational teams are adequately informed of account related initiatives. Other Duties may be assigned What we're looking for To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Candidates must have the ability and willingness to travel, including overnight and some weekends, 50% - 60% of the time Strong knowledge of C-level contacts at national laboratory accounts preferred Strong strategic planning and project management skills at the national and regional level Strong business acumen and analytical skills Knowledge of Dental Lab products required with knowledge of ortho preferred Exceptional organizational, prioritization and project management skills Able to work independently and make accurate, educated decisions Ability to adapt and strong willingness to change Exhibits strong leadership characteristics; ability to influence others and operate with a high sense of urgency Knowledge of current and new industry trends, technologies, competitors and place in the market 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. EDUCATION and/or EXPERIENCE College graduate (BA/BS) or equivalent program required 5+ Years Professional B2B sales experience required National Account Management sales experience preferred Dental and/or Medical Device sales experience preferred Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.com 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-designed 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 state or local 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 Align Technology, Inc.