Business Development Manager, Mid-Markets - Western Canada

Align Technology, Inc.; Canada; On-site; CAD 110,000 - 170,000; Full time

Job summary

Align Technology, Inc. in Canada seeks a Business Development Manager for Western Canada to drive incremental sales and market share in Invisalign and iTero. The role focuses on mid-market DSOs and multi-practice groups with strategic, high-level engagement.

You'll build plans, lead cross-functional strategies, and develop executive relationships across the region, traveling 40-60% as needed and aligning with our field sales team.

Qualifications

• College graduate (BA/BS) preferred.
• 8+ years professional B2B sales experience.
• Dental, orthodontic and/or medical device sales experience strongly preferred.
• Proficiency in Word, Excel, PowerPoint, Outlook, and Salesforce.com.

Responsibilities

• Meets or exceeds sales targets for assigned accounts.
• Builds high-level relationships with C-level decision makers.
• Plans, organizes and administers Mid-Market selling efforts with cross-functional teams.
• Demonstrates leadership and collaborates with internal partners to develop proposals.
• Implements sales strategies for designated accounts.

Skills

B2B sales

Executive relationship building

Market analysis

Sales strategy

Education

BA/BS degree

Tools

Salesforce

Microsoft Word

Microsoft Excel

PowerPoint

Outlook

Job description

Business Development Manager, Mid-Markets - Western Canada

Department: Sales

Employment Type: Full Time

Location: Canada-Alberta-Field based

Description

At Align Technology, we create technology that gives people the confidence to take on whatever’s next. From transforming smiles with Invisalign® to advancing digital dentistry with the iTero® system, our mission is to drive superior clinical outcomes and exceptional patient experiences.

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

• The BDM will also be responsible to develop, communicate and implement sales plans and strategies designed to accomplish specific sales goals internally and externally. Specifically,

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.
This posting is for an existing vacancy within our organization. Canadian work experience is not required for this position. We welcome applicants from all backgrounds.
We use automated tools (including artificial intelligence “AI”) in our hiring process. This may include AI-based screening or assessment of applications. All final hiring decisions will be made by humans.