iTero Territory Sales Manager

Align Technology, Inc.; Kuala Lumpur; On-site; MYR 180,000 - 300,000; Full time

Job summary

Align Technology, Inc. is seeking an iTero Territory Sales Manager in APAC-Malaysia. You will drive sales of iTero intraoral scanners, manage distributors and accounts, and execute a territory plan aligned with country objectives.

The role requires extensive sales experience in medical devices, strong communication, and the ability to build ethical customer relationships to grow market share. Reporting to the regional leadership and collaborating with Align SEA & APAC teams will be essential.

Qualifications

• Minimum 8+ years' experience in sales and business development.
• Proven distributor and indirect team management experience.
• Excellent interpersonal, verbal and written communication skills.
• Strong presentation and negotiation abilities.

Responsibilities

• Achieve and overachieve the annual operating plan with direct and indirect channels.
• Develop and manage relationships with distributors and customers.
• Plan, forecast and drive sales activities in the assigned territory.
• Support and train sales teams on value proposition and product demos.
• Collaborate with headquarter functions to align on strategy and reporting.

Skills

Sales leadership

Territory management

Negotiation

English proficiency

Education

Bachelor's degree

Job description

iTero Territory Sales Manager

Department: Sales

Employment Type: Full Time

Location: APAC-Malaysia

Reporting To: Timothy Ngo

Description

Join 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

The iTero Territory Sales Manager will be responsible for sales of Align’s iTero® Intraoral scanners in Malaysia. The individual will manage the business in order to achieve Operational Plan in line with company and country strategic objectives through detailed account and territory planning that includes but is not limited to; targeting plan, managing current and future distributors, establishing account relationships with customers and potential customers, supporting the educational pathway, forecasting, product demos and all sales related activities.

This individual will have a proven track record of consistent on target performance in the medical device/healthcare industry, be passionate about sales and have a high level of business acumen. He/she will build strong ethical business relationships with customers to ensure usage of our products and gain greater market share by focusing on high value activity and selling.

Role expectations

In this role, you will…

ESSENTIAL DUTIES AND RESPONSIBILITIES, in the areas of:

Achievement and Overachievement of Annual Operating Plan

• Identify opportunities within Direct & Indirect Channels, and drive action plans with both channel teams, leading to the achievement of assigned targets
• In view of market dynamics, effectively plan, and execute aligned business plan in a structured & measurable way
• Support sales teams in demonstrating value proposition of iTero & Align to increase speed and rate of sales conversion
• Identify and resolve customer issues and concerns
• Develop relationships with existing and potential distributors
• Develop relationships with existing and potential customers (end users).

Business & Market Development

• Definition and implementation of a strong growth orientated business strategy for the assigned territory
• Identify core segments with highest sales & profitability opportunity
• Market the iTero products as a clear differentiator from the competition
• Ongoing analysis of market and competition, and adjust strategies to win market share
• Develop an innovative business strategy to position iTero as market- and innovation-leader
• Provide creative and innovative solutions to support customers in obtaining iTero Scanners
• Taking a wide organizational view of selling and managing accounts, with sufficient knowledge of competitors and their products

Support and Training

• Maintain a personal level of product knowledge and competence in Dental (Orthodontic / Restorative / Diagnostics) medical equipment.
• Maintain a personal level of wider industry and business knowledge
• Active participation in Align SEA & APAC Sales and Clinical Trainings
• Supporting the implementation of Align’s Customer Education Pathway
• Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals
• Set-up training programs

Deliverables and Key Performance Indicators

• Ensures the effective fulfillment of objectives and deadlines assigned.
• Adherence to agreed KPIs, including but not limited to Call Rate and Business Planning
• Participate in proactive team efforts to achieve departmental and company goals.
• Interact and communicate on a regular basis with all relevant headquarter functions.
• Perform other duties as assigned.
• Comply with all policies, practices and procedures.

What we're looking for

In this role, you’ll need …

EXPERIENCE/SKILLS REQUIRED and EDUCATION

• Minimum 8+ years' experience in sales and business development
• Proven distributor and indirect team management experience
• Proven success at operating within global and diverse companies. Experience in medical devices industry is preferred. Exceptional applicants from consumer/healthcare and electronics industry will be considered.
• Project oriented / project driven background and a hands-on, roll up the sleeves attitude
• Able to maintain a strong customer focus in the context of the business strategy
• Effective problem solving and mediation skills
• Natural ability to spot business opportunities and to persuade and influence others
• Used to work independently with a high level of time management skills
• Excellent, proven interpersonal, verbal and written communications skills.
• Advanced presentation and negotiation skills. Maintaining a professional appearance and providing a positive company image to the public.
• Good working level in English
• Education to degree level with BS or BA preferred (depending on geography) and/or equivalent experience.
• Integrity, honesty and ethical approach
• Team Focused
• Results Orientated
• High level of Business and Commercial Acumen
• Innovative
• Adaptive
• High level of Professional Selling Skills
• Personal and Team Leadership
• Personal and Team Development
• Provide support to audit processes and quality management system as required