Regional Sales Manager, North

Department:
Sales

Location:
APAC-India-New Delhi

Description
About this opportunity
The incumbent will have previous sales experience and a proven sales record.

He/ she will manage a sales area for Align Technology and will be responsible for overseeing the sales of the product, establishing account relationships and practice development in the assigned territory, as well as proactively communicating with customers and potential prospects

This role will be based in Delhi.

Role expectations
In this role, you will…
Sales Target
Achieve sales target, profitability goals and MBO in the assigned territory by:-

• 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 (GPs & Orthos) in driving utilization rates in assigned territory.
• Establishing a strong relationship with KOL/KDM; existing and new customers

Sales Processes

• 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 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

Product knowledge

• 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

People development

• 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

Operations

• 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

Marketing

• 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

Additional responsibilities:

• 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.

What We're Looking For
In this role, you'll need …

• 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

The requirements listed below are representative of the knowledge, skill, and/or ability 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

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Equal Opportunity Statement
Align Technology is an equal opportunity employer. We are committed to providing equal employment opportunities in all our practices, without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, disability, sexual orientation, gender identity or expression, or any other legally protected category. Applicants must be legally authorized to work in the country for which they are applying, and employment eligibility will be verified as a condition of hire.