Business Development Manager- Northwest

Align Technology; United States; On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Medical coverage

Dental coverage

Vision coverage

Employee benefits

Job summary

Align Technology is seeking a Business Development Manager in the United States to drive incremental sales and market share growth within large Dental Service Organizations by creating strategic dialogue with high-level decision makers and influencers. The role focuses on positioning Align as a comprehensive orthodontic and digital impression solution.

The BDM will develop, communicate, and implement sales plans, with travel up to 50–60% to support national accounts across multiple regions.

Qualifications

• 5+ years in professional B2B sales, preferably in healthcare or medical devices.
• Proven ability to manage national accounts and DSOs.

Responsibilities

• Drives incremental sales and market share within large national/multi-regional DSOs.
• Develops and communicates sales plans; travels up to 50–60% as needed.
• Liaises with marketing, product and customer service to deliver solutions.

Skills

B2B sales

Strategic relationship building

Negotiation

Forecasting & planning

Executive communication

Education

BA/BS degree

Tools

Salesforce.com

Microsoft Office

Job description

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-Oregon-Field based
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. 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.

Role expectations

• 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 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 customer loyalty and multiple relationships within the highest levels (Directors and above) of key functional areas in customer organizations; identifies strategic business opportunities within DSO’s; 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 the 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 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, 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 Director of Special Markets to develop contract proposals and contracts, implement those contracts, and develop 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 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 method.
• Ability to manage several key University accounts and develop strong relationships with key personnel.
• 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 DSOs
• 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

What We're Looking For

• 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.
• 5+ Years 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
• 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 lift and/or move light to moderate weight. Specific vision abilities required by the job include close vision and the ability to adjust focus.
• Work Environment: The noise level and temperature in the work environment is usually moderate.

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.

Benefits

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: