Business Development Manager - National Labs, US iTero
The Business Development Manager, National 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. 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 fully remote and can be located anywhere in the U.S.
Role expectations
- Drives Sales Results - Meets or exceeds 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; finds ways to leverage current footprint in targeted account for higher level access to decision makers; makes tough, pragmatic decisions when necessary.
- Builds Enterprise Level Strategic Customer Relationships – Responsible for building customer loyalty and multiple relationships within the highest levels of key functional areas in customer organizations; identifies strategic business opportunities within national laboratory organizations; establishes effective relationships with key customers, both externally and internally; Creates strategic dialogue with high level decision makers/ influencers within targeted account to position Align as a strong digital partner with iTero and applicable products; 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 National Laboratory Programs - Translates business strategies into clear objectives and tactics; collaborates and influences 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.
- Demonstrates Leadership/Collaborates With Others - Partners with Directors of Sales and Marketing – Labs, Manager and Lab Sales Channel to develop contracts, promotional initiatives, implement those contracts, promotional initiatives and develops 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 within Align including iTero Sales, Special Markets, Marketing, Product Management, Legal, 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 a