Major tasks and responsibilities of position
- Able to understand different markets’ strategic goals, needs, tailor-make strategies and trainings to train sales teams, coach the coach (coach sales managers and coaching their sales teams) to enhance operational efficiencies with a focus on Selling, Clinical and Soft Skills.
- Identify sales teams’ needs, work with key stakeholders and influence them to review market’s sales competencies, training effectiveness and gaps to increase new business competencies.
- Assess relevant training needs for all individuals in the sales organization, in consultation with Sales Leadership and HR and deliver training courses to meet training needs.
- Work with Sales and Marketing functions to develop guidelines and execution plan for customer segmentation and targeting.
- Support the execution of marketing programs and continuous review and monitor the progress of sales teams as required for ensuring best-in-class sales force.
- Maximize sales force efficiency & effectiveness by monitoring call averages and customer coverages & process like on the job coaching and coaching forms.
- Plan training budgets, forecast costs as required by organizational planning and budgeting systems.
- Ensure contents/message delivered effectively and PDMs confident and proficient in product/clinical/process knowledge via training, role plays, assessments and own this competency result.
- Regularly communicate with Sales Leadership and VP & Managing Director ANZ regarding gaps, opportunity, and action plans.
- Measure performance on knowledge proficiency and develop an execution action plan to improve proficiency and product/clinical/process competency.
- Develop and implement sales effectiveness initiatives to improve the effectiveness of the sales force and support achievement of financial and strategic revenue targets.
- Standardization of knowledge competency – minimize competency gap in product, clinical, process and lead the sales training for PDM on a regular basis in line with business growth
- Objection Handling – educate the PDM how to handle a variety of objections and value selling by developing the consistent “Talk Track”
- Facilitate the assessment and monitoring of product, clinical, process knowledge, program knowledge (ie. NDO, GrPr – how each specific program/course will benefit drs – topic level/insights)
Internal partners
- Work with key stakeholders and cross-functional teams to execute trainings successfully
- Director Sales, State Managers, Practice Development Managers
- Marketing team
- Clinical Team
- APAC Trainers
- Human Resources
External partners
- Training Vendors
- Key Opinion Leaders
In this role, you’ll need …
- Possess a Bachelor’s degree qualified or equivalent work experience
- At least 7 years of Training experience in Healthcare / Medical Devices companies
- At least 3-5 years of sales experience is also preferred.
- Good computer skills to use Word, Excel, PowerPoint and Salesforce.com
- Strong collaboration with a local team and strong team player
- Excellent communication skills with the ability to confidently present on Align Technology Digital Platform
- Customer focused and results oriented with high level of integrity
- Travel is a requirement of this position across the ANZ business. A drivers license is also an essential requirement
- Ability to thrive in ambiguity, multi-task and engage in challenging conversations at multiple levels of the business
Competencies
- Business Acumen (Dental & med device markets)
- Excellent Presentation Skills to engage participants
- Content Development to accommodate role plays & real case scenarios
- Identify opportunities increasing sales competencies
- Follow up and monitor results
- Coaching and Facilitation skills
- Strong communication skill
