Business Development Specialist, Mid-Market Central

About this opportunity

The Business Development Specialist is responsible for driving incremental sales and market share growth through direct selling efforts within small 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 BDS 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. In this role, you will… 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 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. Builds High-Level Strategic Customer Relationships 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. Plans, Organizes and Administers Mid-Market DSO Selling Efforts 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, Demonstrates Leadership / Collaborates with Others 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 Implements Sales Strategy Plans, adapts and implements innovative sales plans, proposals, and strategies for assigned accounts consistent with the company’s sales policies and sales service capacities In this role, you’ll need … To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and / or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. EDUCATION and / or EXPERIENCE College graduate (BA / BS) preferred. 7+ Years Professional B2B sales experience Dental and / or Medical Device sales experience Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.com OTHER COMPETENCIES and REQUIREMENTS Exceptional organizational, prioritization and project management skills Self-motivated; dedicated Able to work independently and make accurate, educated decisions Ability to consistently work, manage and function with integrity Proactive problem-solving skills with strong attention to detail Excellent English verbal, presentation and written communication skills Ability to build and nurture business relationships with internal and external customers at executive levels by consultative methods 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 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 market and products preferred or proven ability to quickly learn 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 Possesses and maintains a driver’s license and a good drivers record Ability and willingness to travel about 50-60% of time in assigned Canadian geographic region with occasional evening and weekend meetings. Legally entitled to work in Canada and travel to the US Comply with all safety and compliance 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