changing lives.
Managing a large sales area for Align Technologythe
The State Manager will need to demonstrate strong leadership and collaboration capabilities to drive success in their geographical segments, lines of business and through the team. They will also need to effectively time manage to ensure that all administration requirements in line with this role are met accordingly, whilst providing the necessary coaching and support.
Team Management & Leadership
- Lead, manage and guide a team of Practice Development Managers across both GP and Ortho channels
- Leveraging the APAC Sales Competency framework to coach and build a team that is actively engaged with the vision and effective in achieving it
- Deliver feedback and coach team members through regular 1:1s and GROW check-ins, for continuous improvement, delivery of results and to achieve career development goals
- Build and develop a sales team that are able to deliver in a highly competitive landscape
- Recruits and hires effectively to build a high-performing team
- Strategically evaluating talent within the team and develop plans for succession management and retention
- Demonstrates the required sense of urgency, acting with consideration of time and making decisions that keeps processes moving forward at the appropriate pace
- Evaluation and coaching of PDMs through co-travel observations, frequent feedback and the analysis of data
- Evaluate levels of customer, product, clinical and systems knowledge via in-field assessment
- Ensure accountability of all sales KPIs & delivery of key strategic initiatives
- Role model ACA values to embed positive behaviour and alignment to organizational culture
Sales Management – GP & Ortho
- Develop and execute comprehensive business plans through the broader sales strategy, tailored to the defined geographic location for both GP (general practitioner dentists) and Orthodontic channels for both Invisalign.
- Develop strong relationships with key customers within both the GP and Ortho channels with the ability to differentiate the needs of customer segment
- Strong collaboration and team execution to deliver iTero objectives and targets
- Embed “the ways of working” in ANZ leading for close collaboration across functions delivering exceptional results
- Spend considerable time in field with customers to understand their business & challenges and proactive communication to drive business partnership
- Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary teams and stakeholders within the business
- Delivery of sales effectiveness by ensuring that the PDMs are proactively planning and managing accounts in their assigned territory via Insight and SFDC on a daily basis
- Ensure PDMs identify strategic targets with specific action plans depending on customer type, goals for the customer and objectives of the business in ANZ
- Identify and resolve customer issues and concerns when required in a timely manner
- Adherence with company policies and SOPs to ensure compliance including but not limited to promotional activity, credit procedures, interactions with healthcare professionals’ guidelines and travel & expense policies.
- Effectively able to manage a state-based P&L along with providing monthly business P&L reviews.
- Collaborate with marketing to position products effectively, optimizing for regional demand.
- Monitor and address customer feedback, working closely with the leadership team to enhance product offerings based on consumer insights.
Deliverables and Key Performance Indicators
- Ensures the effective fulfillment of objectives and deadlines assigned on an individual and team basis
- Ensure effective business planning and accountable ways of working where deadlines are achieved
- Active implementation of Align product innovations and programs both internally with team and externally with customers
- Provide all appropriate reporting to the Sales Director, including feedback from customers and PDMs
- Adherence to agreed team KPIs
- Report back to Sales Director with all assigned reports in a timely and accurate manner
- Participate in proactive team efforts to achieve departmental and company goals
- Perform other duties as assigned
- Comply with all policies, practices and procedures
Support and Training
- Maintain a personal level of product knowledge and competence in dental / orthodontics including a thorough understanding of Align Digital Platform
- Maintain a high personal level of wider industry and business knowledge
- Active participation in Align ANZ Sales and Clinical Training
- Supporting the implementation of Align’s Customer Education Pathway
- Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals/KPIs
In this role, you’ll need …
The State Manager normally works within regular business hours although should expect some evening and weekend work plus considerable travel and overnight stays dependent on geography and business requirements, up to 50% of the working week.
EDUCATION and/or EXPERIENCE
- Experience within medical device or healthcare sales is essential, with experience within the dental or orthodontic industry advantageous.
- Significant leadership and people management experience to drive team engagement and performance
- Strong sales management experience is required with successful demonstration of leading a team of sales professionals to achieve KPIs
- Education to degree level and/or equivalent experience.
- Proven and sustained track record of on-target/above achievement as both a sales person and sales manager
- High level of business acumen including financial acumen and data analytics to drive decision-making
- Strong budget management experience
- Strong business planning capability including product launch, area sales planning and forecasting requirements
- Natural ability to spot business opportunities and to persuade and influence others
- Advanced presentation and negotiation skills. Maintaining a professional appearance and providing a positive company image to the public.
- Excellent oral and written communication skills
- Ability to work independently and as part of a team with a high level of time management skills
- Pride in excelling and self-directed individual
- Digital savviness, working proficiently across MS Office suite and CRM tools.
- Full, clean driving license
