National Account Manager, Special Markets in Toronto

The National Account Manager (NAM) will be responsible for driving incremental sales and market share growth through direct and indirect selling efforts within an assigned Dental Service Organization. The candidate will accomplish this by creating strategic initiatives with C‑Suite level decision makers/influencers within targeted accounts and through implementing the Align Digital Platform as a complete and innovative solution for Orthodontic and Digital Impression needs. The NAM will be responsible for achieving sales quota and assigned strategic objectives. The NAM will also be responsible for developing, communicating, and implementing sales strategies and executable plans designed to accomplish specific sales goals both internally and externally. This individual will assist in the creation of standardized processes and scalable operational workflows.

Drive 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 DSO’s at the 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.
• Remains agile to adjust sales approach and tailors to key stakeholders.

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.
• Identifies strategic business opportunities within DSO.
• Establishes effective relationships with key customers, both externally and internally.
• Creates strategic dialogue with high-level decision makers/influencers within targeted accounts.
• Puts 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.

Plan, Organize and Administer DSO Selling Efforts

• Translates business strategies into clear objectives and tactics.
• Collaborates and influences cross-functional sales/marketing/finance teams effectively.
• Creates realistic plans taking into account strategic pricing, budget constraints, and operating income/expenses.
• Plans, prepares, and follows up on sales forecasts and budgets.
• Anticipates problems and develops contingency plans.
• Establishes and implements effective and efficient procedures for communication across cross-functional teams.

Demonstrate Leadership/Collaborates With Others

• Partners with the General Manager of Special Markets to develop mutually beneficial contracts.
• Implements contracts 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.
• Influences and shapes the decisions of upper management.
• Works toward win/win solutions whenever possible.
• Ability to collaborate amongst internal and external cross-functional teams.
• Directly influences others; leads with organizational values as guiding principles.

Implement Sales Strategy

• Implements sales plans and strategies for assigned accounts consistent with Align’s strategic direction and sales policies.
• Adapts sales direction through a consistent and deep understanding of the market.
• Changes sales strategy as markets change.
• Identifies creative opportunities to maintain Align’s competitive edge within assigned national accounts.

What We're Looking For

• Ability and willingness to travel, including overnight and some weekends up to 50% of the time.
• Strong knowledge of C‑level contacts at assigned DSO preferred.
• Strong strategic planning and project management skills at the national and regional level.
• Strong business acumen and analytical skills; ability to make data-based decisions.
• Knowledge of Ortho and Dental products preferred.
• Exceptional organizational, prioritization, and project management skills.
• Able to work independently and make timely, accurate, and educated decisions.
• Ability to adapt and strong willingness to be a change agent.
• Exhibits strong leadership characteristics; ability to influence others and operate with a high sense of urgency.
• Knowledge of current DSO industry trends, technologies, competitors, and place in the market.
• Ability to consistently work, manage, and function with integrity.
• Participates in proactive team efforts to achieve departmental and company goals.
• Ability to lead a group of functional support team members in developing and executing a shared business vision.
• Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.com.
• Solid written and verbal English communication skills; French/English bilingualism an asset.
• Legally entitled to work in Canada and travel up to 40% of the time within Canada and on occasion to the US.

EDUCATION and/or EXPERIENCE

• College graduate (BA/BS) or equivalent program required.
• 10+ Years Professional B2B sales experience required.
• 2+ Years National Account Management sales experience preferred.
• Dental and/or Medical Device sales experience preferred.