Business Development Manager, Labs

Align Technology; Birmingham; On-site; GBP 90,000 - 120,000; Full time

Job summary

Align Technology, Inc. in the United Kingdom is seeking a field-based Business Development Manager, Labs, to drive incremental sales growth across national dental laboratories and distribution partners for Align products.

You will develop sales strategies with senior executives, coach local lab teams, and coordinate with EMEA leadership to achieve quotas, launches, and scalable processes. This role requires travel and strong communication across cross-functional teams.

Qualifications

• College graduate (BA/BS) or equivalent.
• 6-10 years professional B2B sales experience.
• National Account Management sales experience preferred.
• Dental and/or Medical Device sales experience preferred.
• Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.com.

Responsibilities

• Develop and implement the lab sales and education strategy with the EMEA management team.
• Coach and mentor local lab teams to maximise morale and commercial effectiveness.
• Drive sales results by meeting targets and quotas for assigned accounts.
• Build strategic customer relationships at high-level decision maker/ influencers in national labs.
• Plan and manage national laboratory programs with cross-functional teams.
• Collaborate with Align Sales, Marketing, Lab Managers and cross-functional groups to support contracts and promotions.

Skills

C-level contacts

Strategic planning

Project management

Sales leadership

Bid management

Analytical skills

Education

BA/BS degree

Tools

Salesforce.com

Microsoft Office

Job description

Business Development Manager, Labs

Department: Sales

Employment Type: Full Time

Location: EMEA-United Kingdom-Field based

Description

The Business Development Manager, 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 for all Align products and solutions ‘to and through’ dental laboratories, supporting the EMEA strategy development and for coaching and mentoring the lab team. 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 field based and can be located anywhere within the assigned territory.

Key Responsibilities

• Work closely with the EMEA management team to develop and implement the lab sales and education strategy.
• Support the senior EMEA leadership through local lab team coaching and mentoring maximizing local team morale and commercial effectiveness.
• Drive Sales Results - Meet or exceed 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; find ways to leverage current footprint in targeted account for higher level access to decision makers; make tough, pragmatic decisions when necessary.
• Build Enterprise Level Strategic Customer Relationships – Responsible for building customer loyalty and multiple relationships within the highest levels of key functional areas in customer organizations; identify strategic business opportunities within national laboratory organizations; establish effective relationships with key customers, both externally and internally; create strategic dialogue with high level decision makers/ influencers within targeted account to position Align as a strong digital partner with Align applicable products and solutions; a high priority on both customer and Company interests when making decisions; lead by example and respond quickly and competently to customer issues; continually search for ways to improve competitive advantage.
• Plan, Organize and Administer National Laboratory Programs - Translate business strategies into clear objectives and tactics; collaborate and influence cross-functional sales/ marketing/ pricing teams effectively; create realistic plans taking into account strategic pricing, budget constraints, and operating income/expenses; plan, prepare and follow up on sales forecasts, budgets; anticipate problems and develop contingency plans; establish and implement effective and efficient procedures for communication across cross-functional teams.
• Demonstrate leadership and collaborate with others – Partner with Align Sales and Marketing leadership, Lab Managers and Lab Sales Channel to develop contracts, promotional initiatives, implement those contracts, promotional initiatives and develop timely responses to all national bid opportunities; provide corporate selling consultation and coaching to field sales managers and territory managers on national accounts when appropriate; act as liaison between key customer contacts and other functions within Align including iTero, Invisalign and exocad sales, Special Markets, Marketing, Product Management, Legal, Customer Service, Logistics and Commercial groups in order to develop appropriate product support, and pricing; influence and shape the decisions of upper management; provide compelling rationale for ideas; work toward win/win solutions whenever possible
• Implement Sales Strategy – Implement 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; adapt sales strategy as markets change; identify creative opportunities to maintain the organization’s competitive edge.
• Effectively communicate cross functionally to ensure leadership, the sales team and key operational teams, are adequately informed of account related initiatives.
• Other Duties may be assigned

Skills, Knowledge & Expertise

• 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
• 6-10 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