Текст заказа
The Associate National Accounts Manager is 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 within the regional level decision makers/influencers within targeted account and through implementing the Align Digital Platform as a complete and innovative solution for Orthodontic and Digital Impression needs. The Associate NAM will be responsible for achieving sales quota and assigned strategic objectives, while working closely with the Sr. National Account Manager and Program Manager The Associate NAM will also be responsible in working with the Sr. National Account Manager to communicate and implement 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. Qualified candidates will need to show a successful commercial record of accomplishment in managing large national accounts and multi-layered projects. Remote role for candidates in the Southwest region of the US.
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 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.
Builds Regional Level Strategic Customer Relationships – Responsible for building customer loyalty and multiple relationships within the regional levels, Regional Director Operations and Invisalign Regional Doctor Mentors, of 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 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 influences 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.
Demonstrates Leadership/Collaborates With Others - 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, Legal, Customer Service, Logistics and Commercial groups in order to develop appropriate product support, and pricing in conjunction with Sr. National Account Manager; 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.
Other Duties may be assigned
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.
Candidates must have the ability and willingness to travel, including overnight and some weekends, 50% - 60% of the time
Strong knowledge of C-level contacts at DSOs preferred
Strong strategic planning and project management skills at the national and regional level
Strong business acumen and analytical skills
Knowledge of Ortho and Dental products preferred
Exceptional organizational, prioritization and project management skills
Able to work independently and make accurate, educated decisions
Ability to adapt and strong willingness to change
Exhibits strong leadership characteristics; ability to influence others and operate with a high sense of urgency
Knowledge of current and new 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.
EDUCATION and/or EXPERIENCE
College graduate (BA/BS) or equivalent program required
Minimum of 4 Years Professional B2B sales experience required
2+ Years National Account Management sales experience preferred
Dental and/or Medical Device sales experience preferred
Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.com
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.
General Description of All Benefits
We 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 employment
Back-up Child/Elder Care and access to a caregiving concierge
Family Forming Benefits – Available to Employees, and their spouse or domestic partner, covered under one of Align’s health plans
Breast Milk Delivery and Lactation Support Services
Employee Assistance Program
Hinge Health Virtual Physical Therapy – Available to all employees and eligible dependents (age 18+) enrolled in an Align medical Plan
Employee 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 year