iTero Business Development Manager, NortheastDepartment: SalesEmployment Type: Full TimeLocation: US-Massachusetts-Field basedCompensation: $150,000 / yearDescriptionThe iTero Business Development Manager, Special Markets is responsible for driving incremental sales and market share growth of the iTero digital scanning platform through direct selling efforts within large, national and multi-regional Dental Service Organizations in the Southeast Area. The BDM will engage in strategic dialogue with high-level decision makers/influencers within targeted accounts and position iTero as a complete, innovative solution for their Orthodontic and Restorative digital impression needs.The BDM will also be responsible for developing, communicating and implementing 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 capital equipment sales, leadership engagement in Special Market sales, and have the ability and willingness to travel, including overnight, 50% - 60% of the time.Role expectationsDrives Sales Results - Meet or exceed organizational key performance indicators, sales targets and quotas for assigned accounts by managing iTero capital funnel in order to drive incremental digital integration among Align Special Markets Partners; increase integration and operationalization of the Align Digital Platform.Builds High-Level Strategic Customer Relationships – Excels at building customer loyalty and multiple relationships within the highest levels (Directors and above) of key functional areas in customer organizations; identifies strategic digital integration opportunities within DSO’s; establishes effective relationships with key customer representatives and employees externally and internally; Creates strategic dialogue with high level decision makers/ influencers within targeted accounts to position Align as a complete solution for the Orthodontic care and Digital Impression needs; 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.Plans, Organizes and Administers DSO Selling Efforts - Translates business strategies into clear objectives and tactics; collaborates and manages 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 and getting work done.Demonstrates Leadership/Collaborates With Others - Works closely with Director of Special Markets and iTero Leadership Team to develop contract proposals and contracts, implement those contracts, and develop 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 in the organization including Marketing, 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 accounts consistent with the company’s sales policies and sales service capacities through a deep understanding of the market; adapts sales strategy as markets change; identifies creative opportunities to maintain the organization’s competitive edge.Additional responsibilities:Ability to build and nurture business relationships with internal and external customers at executive levels by consultative methods.Ability to manage Special Markets Partnerships and corresponding capital sales funnel.Ability to adapt and willingness to changeAbility to lead and collaborate with cross-functional selling teams in complex and lengthy sales processesStrong knowledge of C-level contacts at DSOsStrong strategic planning and project management skills at the regional and national levelExcellent written and verbal communication skills with the ability to listen, articulate and advocateStrong business acumen and analytical skillsKnowledge of Orthodontic, Dental, and Lab products & workflows preferredKnowledge of current and new industry trends, technologies, competitors and place in the marketProactive; high-performance and results orientationAbility to attend national trade shows, sales meetings and conferences as neededOccasional weekend travel and meetingsAbility to consistently work, manage and function with integrityComply with all safety 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 assignedWhat we're looking forCollege graduate (BA/BS) preferred5+ Years B2B sales experiencePrefer 2+ years working with national and regional Dental Service Organizations.Medical Device and/or Capital Equipment sales experienceProficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.comExceptional organizational, prioritization and project management skillsSelf-motivated dedicatedAbility to handle numerous projects and partners simultaneouslyAble to work independently and make accurate, educated decisionsProactive problem solving skills with strong attention to detailExcellent written and communication skillsPay TransparencyIf 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.General Description of All BenefitsWe are pleased to provide a general description of the benefits Align offers to full-time employees in this position.Family Benefits. Align offers employees and their eligible dependents medical (with a Health Savings Account option for some plan offerings), dental, and vision in accordance with those plans. Align also offers to employees:Discounts on Invisalign and Vivera to employees and their eligible dependents after 90 days of employmentBack-up Child/Elder Care and access to a caregiving conciergeFamily Forming Benefits – Available to Employees, and their spouse or domestic partner, covered under one of Align’s health plansBreast Milk Delivery and Lactation Support ServicesEmployee Assistance ProgramHinge Health Virtual Physical Therapy – Available to all employees and eligible dependents (age 18+) enrolled in an Align medical PlanEmployee benefits. Align offers its employees:Short-term and long-term disability insurance in accordance with those plans.Basic Life Insurance and Accidental Death and Dismemberment. Voluntary Supplemental Life Insurance for Employee, Spouse/Domestic Partner, and Child(ren) are available for purchase in accordance with those plans.Flexible Spending Accounts– Employees may be eligible to participate in a health care account (including a limited health FSA if enrolled in a HDHP), dependent care account, and a pre-tax commuter benefit plan.401k plan (with a discretionary Company match of 50% up to 6% of eligible earnings up to a maximum match of 3%.). Employer match vests after two years – 25% year one and 100% at year two. Align offers traditional, Roth, and after-tax options.Employee Stock Purchase Program (Employees must work 20 hours or more and be employed on purchase date to be eligible).Paid vacation of up to 17 days during the first full year of employment (currently accrued at the rate of 5.24 hours each pay-period), which carries over to a maximum cap of 30 days. Annual paid vacation time accrual increases based on tenure. Both exempt and non-exempt employees who work 32 hours or more per week receive prorated vacation accrual based on their regularly scheduled work hours and tenure.Sick time is accrued throughout the year at the rate of one hour for every thirty worked. Employees can carry over unused sick leave each year, up to a maximum balance of 80 hours.11 Company-designated paid holidays throughout the year.If employed for at least 12 consecutive months, Align will grant up to 6 weeks of paid Parental Leave. If employed for less than 12 consecutive months, Align will grant up to 4 weeks of paid Parental Leave. All parental leave must be completed within one year of the birth or placement of the child. Parental leave is in addition to any state and/or local parental leave benefits. Three days of paid bereavement leave. In some cases, due to travel the amount of paid leave may be extended to 5 paid days off. To the extent applicable state or local law offers more generous benefits, Align complies with any such law.Non-exempt employees will receive full pay for up to 10 days of jury duty. Exempt employees will receive their full salary during any week they serve and perform any work. Other insurance such as legal, critical illness, voluntary accident, long-term care, auto, home and pet insurance are available for purchase.To the extent applicable state or local law offers more generous benefits, Align complies with any such law.#J-18808-Ljbffr