BDS Mumbai

Business Development Specialist Restorative GP iTero India
The Business Development Specialist Restorative GP iTero India owns the Lab and
indirect distribution channel development execution and sales performance that drive
reach to prospective General Dentists. This includes identifying onboarding and
supporting a network of labs dental distributors resellers and solution providers to
drive adoption of iTero digital solutions. He or she will be the focal contact point their
respective territory in India for driving iTero penetration among GPs through lab and
distribution channel.

The Commercial Channel Manager should be able to demonstrate the following
competencies:
• Integrity honesty and ethical approach
• Customer Focused
• Team Focused
• Prioritization manage multiple projects at once
• Results Orientated
• High level of Business and Commercial Acumen
• Innovative
• Adaptive
• High level of Professional Selling Skills
• Personal Leadership
• Personal Development

SPECIFIC RESPONSIBILITIES:
• 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 key channel and
dental laboratory accounts finds ways to leverage current footprint in targeted
account for higher level access to decision makers; makes tough pragmatic
decisions when necessary.
• Builds Enterprise Level Strategic Customer Relationships - Identifies strategic
business opportunities within channel and dental laboratory organizations;
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 strong digital partner with iTero and
applicable products; 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 Channels and Dental Laboratory Programs
- Translates business strategies into clear objectives and tactics; collaborates
and influences cross-functional sales marketing sales ops effectively; creates
realistic plans taking into account 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 - Partners with Directors
of Sales and Marketing to develop contracts promotional initiatives implement
those contracts promotional initiatives and develops timely responses to all bid
opportunities; provides corporate selling consultation and coaching to field sales
managers and territory managers when appropriate; acts as liaison between key
customer contacts and other functions within Align including iTero Sales
Marketing Product Management Legal 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. Monitor lab and channel partner performance by
conducting QBR / MBR funnel management and forecasting. Identify areas for
improvement and implement strategies to drive increased sales and customer
satisfaction.
• Effectively communicates cross functionally to ensure leadership the sales team
and key operational teams are adequately informed of account related initiatives.
• Other Duties may be assigned
EXPERIENCE AND QUALIFICATIONS
To perform this job successfully an individual must be able to perform each essential
duty satisfactorily. The requirements listed above are representative of the knowledge
skill and/or ability required.
The following competencies are required for the job:
• BS/BA required preferably in healthcare technology or business-related field.
• A minimum of 5 to 7 years of experience in channel management marketing
sales and sales training with medical Device Industry Life Science or Consumer
Goods industry
• Strong knowledge of C-level contacts at channel and dental laboratory accounts
preferred
• Strong strategic planning and project management skills at the national and
regional level
o Strong business acumen and analytical skills
o Knowledge of Dental Lab products required with knowledge of Dental
Restoration preferred
o Able to work independently and make accurate educated decisions
o Ability to adapt and strong willingness to change
• Analytical mindset: wherever possible you prefer to resolve questions through
data and measurement
• Comfort managing matrix organized teams and experience with international
global enterprises
• Demonstrate a strong track record of building and managing lab and channel
partner networks and delivering results is a plus
• Exhibits strong leadership characteristics; ability to influence others and operate
with a high sense of urgency
• Excellent proven interpersonal verbal and written communications skills
• Advanced presentation and negotiation skills. Maintaining a professional
appearance and providing a positive company image to the public
• Good IT skills including all Microsoft packages and proficiency in using modern
multi-media tools
• Candidates must have the ability and willingness to travel including overnight
and some weekends 50% - 60% of the time