National Sales Manager

Job Description

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Sales Target

Achieve sales target, profitability goals and MBO in the assigned country 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 distributor team(s) and performing committed 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 target segment doctors (GPs & Orthos) in driving utilization rates for nationwide.
• 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 salesforce.com, Insight App to track and manage AT’s database of clients and assure the team the right use to systems
• 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
• Conduct high level of product feature and benefit to key customers, organizations.

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
• Assure the teams to obtain necessary resources and tools or create tools needs.

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 fulfilment 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 REQUIRED:

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

• Strong interpersonal skills
• Strong analytical and business planning skills
• Strategic thinking skills
• Agile and flexible on tasks assigned.
• 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

EDUCATION and/or EXPERIENCE

• A degree in sales, marketing or a related science discipline would be an advantage.
• At least 12 years’ sales experience with preferable 5 years in a managerial capacity
• Medical, orthodontic, and/or dental sales and/or marketing experience preferred
• Computer knowledge is required