AddressJoin a team that is changing millions of lives.
Transforming smiles, changing lives.
At Align Technology, we believe a great smile can transform a person’s life, so we create technology that gives people the confidence to take on whatever’s next. We revolutionized the orthodontic industry with the introduction of the Invisalign system, and we have never lost sight of that spirit of innovation. Our diverse and collaborative teams are constantly pushing the boundaries of what’s possible.
Ready to join us?
About this opportunity
Managing a large sales area for Align Technology with territories across QLD and WA, the individual will be responsible for managing the Align business within their defined geography, with the primary objective being to achieve lead and motivate a team of Practice Development Managers to achieve the operational plan in line with company and country strategic objectives. The Regional Sales Manager will need to demonstrate strong leadership and collaboration capabilities to drive success in their region and through the team. Ongoing development of team members via one-to-one coaching, one-to-one business reviews and professional development.
The Regional Sales Manager should look upon their sales area as ‘their business’ and be willing to take responsibility for its planning, development and results achievement.
In this role, you will…
Team Management & Leadership
- Provide leadership in one-on-one, region, and group settings
- Management, direction, and motivation of up to 7 Practice Development Managers across a wide regional split.
- 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 and delivery of results
- 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
Customer Management
- 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.
- Spend considerable time in field with customers to understand their business & challenges and proactive communication to drive business partnership
Business Development
- Ensure management of incumbent territory base and customers
- Ensure PDMs engage certified doctors and develop potential for new cases
- Ensure PDMs engage non-certified doctors and establish their potential as an Invisalign provider
- Ensure PDM engage current submitters to develop Invisalign business
- Balance the short term operational needs with the long term organizational needs of the business
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
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
- 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
In this role, you’ll need …
To perform this job successfully, the individual must have mastered the skill set of a Sales Specialist/Territory Manager/Practice Development Manager and in addition, have demonstrated the skill set required of an Area Sales Manager or show the potential to demonstrate the required skills.
The Regional Sales 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
- Minimum of 5-8 years’ experience essential with at least 2-3 of those year managing a sales team
- Education to degree level with BS or BA preferred (depending on geography) 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
- 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.
- Product launch, area sales planning and forecasting required
- Experience in budget management preferred
- Used 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
- Living within their sales area
- Can-do attitude is a must
Sound like a good fit?
Great! Click the "Apply" link to let us know you are interested. Not the right fit? Don’t worry, Align is quickly growing so we are creating more opportunities to expand our Align family. Please consider joining our Talent Network to receive notifications about future jobs or sharing this opportunity with others in your network.
About Align
Align Technology is a publicly traded medical device company that is transforming smiles and changing lives. Our global team of talented employees develop innovative technology, tools and treatment options to help dental professionals worldwide achieve the clinical results they expect. Our digital ecosystem combines the power of technology to create beautiful smiles through the integration of AI and machine learning, digital imaging and visualization, biomechanics and material science to develop the Invisalign system, the most advanced clear aligner system in the world; iTero Intraoral Scanners and OrthoCAD digital services. Did you know? Align is the world’s largest manufacturer of custom 3D-printed materials.
By joining Align, you will be part of a global, fast-growing company in one of the most dynamic industries. Great people, innovative technologies, and meaningful work – these are just some of the things employees say make Align Technology a great place to work.
Global Diversity Statement:
At Align, we believe in the power of a smile, and we know that every smile is as unique as our employees. As we grow, we will continue building a workforce of diverse cultural backgrounds and life experiences and fostering a culture of open-mindedness and compassion for all our employees. We live our company values by promoting healthy people and healthy communities. All with the intent of changing millions of lives, one unique smile at a time.
Equal Opportunity Statement
It is our policy to provide equal employment opportunity in all of our employment practices without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, individuals with disabilities, sexual orientation or gender identity or expression or any other legally protected category. Applicants for positions with Align must be legally authorized to work in the country which they are applying for and verification of employment eligibility will be required as a condition of hire.
