Business Development Manager- Northwest

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-Washington-Field based

Compensation: $140,000 / year

• 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…