Business Development Manager, Labs

Department: Sales

Employment Type: Full Time

Location: EMEA-United Kingdom-Field based

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.

• 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, Organise 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,…