Regional Sales Manager, North & East, GP

Key Responsibilities

• Providing an annual sales plan in addition to quarterly updates, revisions and modifications for the plan
• Establishing annual and monthly sales objectives in coordination with the sales plan
• Analyzing sales performance, setting sales targets for team and performing sales forecast
• Designing and implementing sales strategies to grow different customer segments
• Allocating sales personnel to geographical and customer segments to drive uptakes and market access
• Work with qualified contracts to drive more cases
• Engage newly certified as well as inactive doctors in driving utilization rates in assigned territory.
• Establishing a strong relationship with KOL/KDM; existing and new customers

• Manage and implement sales processes and applying internally developed sales framework to improve efficiency and effectiveness by:-
• Implementing Align Technology’s sales methodology and framework GoClear
• Use of salesforce.com to track and manage AT’s database of clients
• Manage and consistently review sales processes for the improvement of sales personnel’s sales and activity performance

• Maintain a high level of product knowledge and competence in Dental and/or Orthodontic medical equipment by:-
• Attending and participating in trade conventions, seminars and exhibitions
• Pro-actively keeping up and ahead of marketing and sales literature

• Manage and develop Sales team by:-
• Supervising sales representatives to develop customer account plans and monitor their performance
• Providing ongoing training to sales team to better their selling skills
• Coach and mentor team members as well as groom potential talents
• Establish quantitative and qualitative KPIs to measure staff performance and drive improvements

• To oversee administrative, budgetary and financial functions by:-
• Managing budget assigned to sales team and be accountable to justify ROI
• Adhering to all company policies, procedures and business ethics requirements and ensuring that they are communicated to and implemented within the team

• Participate in the development of marketing plans and activities by:-
• Assisting to develop marketing campaigns to drive sales
• Monitoring competitor activities to capture market shares as well as driving access
• Maintain current knowledge of competitive business strategies and product pipeline and incorporating them into sales plan and strategies

• Ensure the effective fulfillment of assigned objectives and deadlines
• Drive and perform other duties as assigned
• Comply with all policies, practices and procedures
• Proactively participate in team efforts to achieve departmental and company goals.
• Embrace Align Technology’s ATEAM Values
• Provide support to audit processes and quality management system as required.

Skills, Knowledge & Expertise

• A degree in sales, marketing or a related science discipline would be an advantage.
• At least 10 years’ sales experience with preferable 3 years in a managerial capacity
• Medical, orthodontic, and/or dental sales and/or marketing experience preferred
• Computer knowledge is required

• Strong interpersonal skills
• Strong analytical and business planning skills
• High integrity
• Evident leadership qualities
• Track record of coaching/developing Sales Representatives
• Capacity to execute marketing plans, manage budgets and expenses
• Excellent written and verbal communication skills for diverse customer audiences
• Strong capabilities to interface effectively with all customer types
• Ability to function effectively in a high performance team