Description
Le Gestionnaire du développement des affaires (« BDM ») est responsable de stimuler la croissance des ventes et la part de marché, tant pour Invisalign que pour iTero, par des efforts de vente directe auprès des grands et moyens DSOs ainsi que des groupes de cliniques multi-régionaux. Il crée un dialogue stratégique avec les décideurs et influenceurs clés des comptes ciblés, et positionne Align comme une solution complète et innovante répondant aux besoins en orthodontie, en flux de travail restaurateurs et en numérisation intraorale grâce à la plateforme numérique Align.
Role expectations
Le BDM sera également responsable de développer, communiquer et mettre en œuvre des plans et des stratégies de vente conçus pour atteindre des objectifs précis, tant à l’interne qu’avec les clients. Plus précisément :
Génère des résultats de vente
o Atteint ou dépasse les indicateurs clés de performance, les objectifs de vente et les quotas pour les comptes assignés.
o Surveille la performance des comptes et réoriente les efforts lorsque les objectifs ne sont pas atteints ; dirige les efforts de changement afin d’accroître l’efficacité des ventes.
o Négocie avec les DSOs de taille intermédiaire et les groupes multi-cliniques au niveau le plus élevé nécessaire ; trouve des façons de tirer parti de l’empreinte actuelle dans les comptes ciblés pour obtenir un meilleur accès aux décideurs ; prend des décisions difficiles et pragmatiques lorsque nécessaire.
Développe des relations stratégiques de haut niveau avec les clients
o Excelle dans l’établissement de relations efficaces, tant à l’interne qu’à l’externe, auprès des plus hauts niveaux (directeurs et plus) des principales fonctions au sein des organisations clientes ; identifie des opportunités d’affaires stratégiques au sein des DSOs intermédiaires et des groupes multi-pratiques.
o Crée un dialogue stratégique avec les décideurs et influenceurs de haut niveau afin de positionner Align comme une solution complète pour les besoins en traitement orthodontique, en flux de travail restaurateurs et en numérisation intraorale.
Planifie, organise et gère les efforts de vente auprès des DSOs intermédiaires
o Traduit les stratégies d’affaires en objectifs et tactiques clairs ; collabore et gère efficacement les équipes transversales de vente, de marketing et de tarification.
o Crée des plans réalistes (prévisions de ventes, budgets, plans de contingence, etc.) en tenant compte de la tarification stratégique, des contraintes budgétaires et des revenus/dépenses d’exploitation.
Démontre du leadership et collabore avec les autres
o Travaille étroitement avec les clients externes et les partenaires internes, y compris le Directeur des marchés spéciaux, pour développer et mettre en œuvre des propositions d’ententes commerciales.
o Agit comme liaison entre les contacts clés des clients et les autres fonctions de l’organisation, incluant le marketing, le service à la clientèle, la logistique et les équipes commerciales afin de développer le soutien adéquat aux produits et aux prix.
o Établit et met en œuvre des procédures efficaces pour assurer une communication optimale entre les équipes transversales et faire avancer les travaux.
o Influence et oriente les décisions de la haute direction ; fournit une justification convaincante pour des solutions gagnant-gagnant.
Met en œuvre la stratégie de vente
o Planifie, adapte et implémente des plans de vente innovants, des propositions et des stratégies pour les comptes assignés, conformément aux politiques et capacités de vente de l’entreprise.
What we're looking for
FORMATION ET/OU EXPÉRIENCE
Diplôme universitaire (BA/BSc) préféré.
- Plus de 8 années d’expérience professionnelle en vente B2B.
- Expérience en vente dentaire, orthodontique et/ou de dispositifs médicaux fortement préférée.
- Maîtrise de Microsoft Word, Excel, PowerPoint, Outlook et Salesforce.com.
AUTRES COMPÉTENCES ET EXIGENCES
- Connaissance des produits et technologies actuels du marché orthodontique et dentaire, concurrence et positionnement — ou capacité à apprendre rapidement.
- Capacité à développer et entretenir des relations d’affaires avec les clients internes et externes au niveau exécutif, idéalement avec une connaissance approfondie des contacts de niveau C dans les DSOs.
- Solide sens des affaires et compétences analytiques.
- Solides compétences en planification stratégique, organisation, priorisation, gestion de projets et résolution de problèmes, avec une grande attention aux détails.
- Proactif, orienté vers la performance et les résultats, démontrant motivation et dévouement.
- Capacité à travailler de façon autonome et à prendre des décisions exactes et éclairées avec intégrité.
- Capacité d’adaptation et volonté de changer.
- Capacité à diriger et collaborer avec des équipes de vente transversales dans des processus de vente complexes et de longue durée.
- Tous les postes basés au Québec nécessitent une excellente maîtrise du français et une forte compétence en anglais écrit et verbal, incluant la capacité d’écouter, d’articuler et de défendre les idées.
- Capacité à participer à des salons professionnels, réunions de vente et conférences au besoin.
- Posséder et maintenir un permis de conduire valide ainsi qu’un bon dossier de conduite.
- Capacité et volonté de voyager environ 40 à 60 % du temps dans la région canadienne assignée, avec des réunions occasionnelles en soirée et les week-ends.
- Être légalement autorisé à travailler au Canada et à voyager aux États-Unis.
- Respecter toutes les politiques, pratiques et procédures de sécurité et de conformité.
- Participer activement aux efforts d’équipe visant à atteindre les objectifs du département et de l’entreprise.
Business Development Manager, Mid-Market Quebec (Invisalign & iTero)
The Business Development MAnager is responsible for driving incremental sales and market share growth 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. 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, 10% - 20% 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
What we're looking for …
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.
- 8+ Years Professional B2B sales experience
- Dental, Orthodontic 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
- Bilingual English and French 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.
Pay Transparency
If provided, base salary or wage rate ranges are the range in which Align reasonably expects to set a candidate’s pay for the posted position. Actual placement depends on the individual skills and experience level of a candidate plus the total compensation and equity across team members. For other locations outside of the primary location, the base salary range will be adjusted geographically.
For Field Sales roles, the salary listed is the base pay only and does not include the applicable incentive compensation plan. A cost of living adjustment may be added to base pay for higher cost areas in the U.S.
Our internship hourly rates are a standard pay determined based on the position and your location, year in school, degree, and experience.
This posting is for an existing vacancy within our organization. Canadian work experience is not required for this position. We welcome applicants from all backgrounds.
We use automated tools (including artificial intelligence “AI”) in our hiring process. This may include AI-based screening or assessment of applications. All final hiring decisions will be made by humans.
Applicant Privacy Policy:
Review our Applicant Privacy Policy for additional information.
Equal Opportunity Statement:
Align Technology is an equal opportunity employer. We are committed to providing equal employment opportunities in all our practices, without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, disability, sexual orientation, gender identity or expression, or any other legally protected category. Applicants must be legally authorized to work in the country for which they are applying, and employment eligibility will be verified as a condition of hire.
Your growth and well-being:
At Align, every smile matters. We’re committed to helping you thrive by supporting the health, growth, and well-being of our team members through a variety of tools and programs. While specific offerings may vary by location and role, Align employees can typically expect:
- Health and well-being programs to keep you thriving in both body and mind.
- Employee-exclusive discounts on Invisalign products.
- Learning opportunities through online learning resources and support for your individual development plans.
- Inclusive, global workplace that fosters collaboration, recognition and belonging.
Country and/or role specific details will be shared with you by your recruiter during the interview process.
Discover Align:
We are a global community of game-changers and smart team players, united by our belief in the power of a smile. Our dynamic team of exceptional employees is dedicated to transforming the industry and creating extraordinary outcomes every day.
Align’s core values of agility, customer, and accountability are more than words to work by, they are words we live by. The actions we take every day speak to who we are as a company and our focus on being truly impactful. We celebrate our differences, and the many ways we support one another— ultimately creating a more inclusive organization and world as we continue transforming smiles and changing lives.
We foster a culture where thinking differently and seeking new experiences are not just encouraged but celebrated. With the Align Mindset, we empower each other, ensuring every voice is heard and valued in an inclusive environment that inspires creativity and collaboration.
At Align, we believe in the power of a smile, and we know that every smile is as unique as our employees. As we grow, we are committed to building a workforce rich in diverse cultural backgrounds and life experiences, fostering a culture of open-mindedness and compassion. We live our company values by promoting healthy people and healthy communities, all with the intent of changing millions of lives, one unique smile at a time.
As part of our commitment to innovation, Align Technology includes exocad and Cubicure, companies that enhance our offerings and extend our impact to industry transformation.
Eager to learn how we embrace our global differences and nurture employee well-being?
Explore Align's culture here!
Want to discover more about exocad and Cubicure? Click on their names for additional information.
