Business Development Manager, Mid-Markets - Western

Business Development Manager, Mid-Markets - Western Canada

Department: Sales

Employment Type: Full Time

Location: Canada-British Columbia-Field based

Compensation: $130,000 / year

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.

• 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,

• 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.

• 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.

• 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.

• 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

• Plans, adapts and implements innovative sales plans, proposals, and strategies for assigned accounts consistent with the company’s sales policies and sales service capacities.

• 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

• 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…