National Account Manager, Special Markets

National Account Manager, Special Markets (Contract)

Department: Sales

Employment Type: Fixed Term - Full Time

Location: Canada-British Columbia-Field based

Compensation: $150,000 / year

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 account 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 to develop, 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.

• 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.

• 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.

• 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.

• 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 plans and strategies for assigned accounts consistent with the Align’s strategic direction and Align’s sales policies.…