Regional Sales Manager, New Zealand
Align Technology
- New Zealand
- Permanent
- Full-time
- Provide leadership in one-on-one, region, and group settings
- Lead, manage and guide a team of Practice Development Managers across NZ
- Provide all appropriate reporting to the Sales Director, including feedback from customers and PDMs
- Hiring of all PDMs within the region to develop a high-performance team in consultation with the Sales Enablement Manager, Sales Director and Align HR.
- Conduct regular 1:1s with direct reports to drive motivation, delivery of results and professional development
- Evaluation and coaching of PDMs – through observation during co-travel, frequent feedback and the analysis of data
- Evaluate levels of customer, product 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
- Develop strong relationships with key customers and corporate accounts
- 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 in NZ.
- Ensure that the PDMs manage 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.
- 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
- 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
- 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
- Experience within Medical device or Healthcare sales is essential
- Minimum of 5-8 years’ experience essential, including prior experience managing a sales team
- Education to degree level and/or equivalent experience.
- Experience working in the dental or orthodontic industry an advantage
- Proven and sustained track record of on-target/above achievement as both a sales person and sales manager
- Excellent oral and written communication skills
- 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.
- Experience in budget management preferred
- 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