Business Development Manager, Dental Labs

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. 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. 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 provides coverage to select accounts across Canada.

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 Implements National Laboratory Programs: Translates business strategies into clear objectives, tactics and sales plans for assigned accounts, consistent with the company’s sales policies and service capabilities. Applies a deep understanding of the market and adapts strategies as conditions change; collaborates with and influences cross-functional Sales, Marketing and Pricing teams. Develops realistic plans that account for strategic pricing, budget constraints, and operating income and expenses; prepares, monitors and follows up on sales forecasts and budgets; anticipates challenges and develops contingency plans. Identifies creative opportunities to maintain the organization’s competitive edge; and establishes effective, efficient procedures for cross-functional communication.
• Demonstrates Leadership/Collaborates With Others: Partners with internal partners in Sales, Marketing and US Lab counterparts to develop & implement contracts. Promotional initiatives and develop timely responses to 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. Effectively communicates cross functionally to ensure leadership, the sales team and key operational teams are adequately informed of account related initiatives.

What we're looking for

• Bachelor’s degree or equivalent experience preferred.
• 8+ years of professional B2B sales experience, with national or complex account-management experience preferred.
• Dental laboratory experience is preferred, however experience in dental, orthodontic or medical-device sales will also be considered.
• Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.
• Strong business acumen and analytical, strategic-planning, organizational, project-management, and problem-solving skills, with excellent attention to detail.
• Proven ability to build consultative relationships with executive-level internal and external stakeholders, ideally including C-level contacts within laboratory accounts.
• Self-motivated and results-oriented, with the ability to work independently, exercise sound judgment and operate with integrity in a changing environment.
• Ability to lead, influence, and collaborate with cross-functional teams throughout complex and lengthy sales processes.
• Bilingual proficiency in French and English is required to support laboratory accounts in Quebec.
• Ability and willingness to travel approximately 40%-60% across Canada, including attendance at national trade shows, sales meetings, conferences, and occasional evening or weekend meetings.
• Must possess a valid driver’s license and satisfactory driving record; be legally entitled to work in Canada and travel to the United States; and comply with all applicable safety, compliance, and company policies.