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National Account Manager, Special Markets
3 weeks ago
**Description**:
At Align Technology, we believe a great smile can transform a person’s life, so we create technology that gives people the confidence to take on whatever’s next. We revolutionized the orthodontic industry with the introduction of the Invisalign system, and we have never lost sight of that spirit of innovation. Our diverse and collaborative teams are constantly pushing the boundaries of what’s possible.
**Role Expectations**:
**What we're looking for**:
**Drive 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 DSO’s, 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
- Remains agile to adjust sales approach and tailors to key stakeholder
**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 account to position Align as a complete solution for the Orthodontic care and Digital Scanning 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
**Plan, Organize and Administer DSO Selling Efforts**
- Translate 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, 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**
- Partner with the General Manager of Special Markets to develop mutually beneficial contracts, implement 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 including Marketing,
- Business Consulting, Legal, Customer Service, Logistics, Virtual Implementation and Commercial groups in order to develop appropriate strategic direction and office level support; influences and shapes the decisions of upper management; provide compelling rationale for ideas;
- works toward win/win solutions whenever possible. Ability to collaborate amongst internal and external cross-functional teams; directly influence others; lead with organizational values as guiding principle.
**Implement Sales Strategy**
- Implement sales plans and strategies for assigned accounts consistent with the Align’s strategic direction and Align’s sales policies.
- Adapt sales direction through a consistent and deep understanding of the market; change sales strategy as markets change; identifies creative opportunities to maintain Align’s competitive edge within assigned national account.
**SKILLS and COMPETENCIES**
- 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
- Participate 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
- Solid written, and verbal English communication skills with 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 equival
