Client Specialist

Emerging Markets Specialist - Mid-Atlantic Department: Sales Employment Type: Full Time Location: US-Washington, DC-Remote Compensation: $120,000 - $130,000 / year Description The Emerging Markets Specialist (EMS) is responsible for driving incremental sales and market share growth through direct selling efforts within Emerging Dental and Ortho Support Organizations (DSO/OSO) 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. The EMS 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 Markets sales and have the ability and willingness to travel, including overnight, 50% - 60% of the time. Role expectations Drives Sales Results - Meets or exceeds organizational key performance indicators, sales targets and quotas for assigned accounts; prospects and manages funnel of DSO/OSO prospects, negotiates contracts at the highest levels needed and monitors account performance; redirects effort when goals are not being met; champions change efforts to increase sales effectiveness; 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 Emerging DSOs/OSOs; 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; 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/OSO 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 and 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 Special Markets leadership to develop business agreement proposals and contracts, implement those agreements, and develop timely responses to opportunities and bids; 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 methods. 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 Emerging DSOs/OSOs. 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. Drives iTero Capital Equipment Sales - Owns the sale of iTero scanner capital equipment within assigned Emerging DSO/OSO accounts, building the business case and ROI justification that supports adoption at the practice and organizational level; manages the full capital sales cycle from initial engagement through contract close and implementation. Prospects New Partners Across Both GTM Tracks - Identifies, qualifies and develops new partnership opportunities through both the Digital First (immediate iTero revenue) and Full Partnership (long-term Invisalign and iTero ecosystem growth) go-to-market models; builds and manages a disciplined pipeline of prospective partners across both tracks. Positions Align as a Strategic Growth Partner - Repositions conversations from transactional equipment sales to strategic, EBITDA-driving growth partnerships; educates prospective and existing partners on how digital standardization and integrated Invisalign/iTero adoption drive practice-level and organization-level value. What we're looking for Ability and willingness to travel required, including overnight, approximately 50% - 60% of the time. 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. College graduate (BA/BS) preferred. 6+ 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 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 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 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