Regional Sales Head - Medical Devices - West

Sales Target:

Achieve sales targets, profitability goals, and MBOs in the assigned territory by:

• Providing an annual sales plan in addition to quarterly updates, revisions, and modifications to the plan.
• Establishing annual and monthly sales objectives in coordination with the sales plan.
• Analyzing sales performance, setting sales targets for the team, and performing sales forecasts.
• Designing and implementing sales strategies to grow different customer segments.
• Allocating sales personnel to geographical and customer segments to drive uptakes and market access.
• Work with qualified contracts to drive more cases.
• Engage newly certified as well as inactive orthodontists in driving utilization rates in assigned territory.
• Establishing a strong relationship with KOL/KDM, existing and new customers.

Sales Processes:

Manage and implement sales processes and apply internally developed sales framework to improve efficiency and effectiveness by:

• Use of Salesforce.com to track and manage AT's database of clients.
• Manage and consistently review sales processes for the improvement of sales personnel's sales and activity performance.

Product knowledge:

• Attending and participating in trade conventions, seminars and exhibitions.
• Proactively keeping up and ahead of marketing and sales literature.

People development:

Manage and develop the sales team by:

• Supervising sales representatives to develop customer account plans and monitor their performance.
• Providing ongoing training to sales team to better their selling skills.
• Coach and mentor team members as well as groom potential talents.
• Establish quantitative and qualitative KPIs to measure staff performance and drive improvements.

Operations:

To oversee administrative, budgetary and financial functions by:

• Managing budget assigned to sales team and be accountable to justify ROI.
• Adhering to all company policies, procedures and business ethics requirements and ensuring that they are communicated to and implemented within the team.

Marketing:

Participate in the development of marketing plans and activities by:

• Assisting to develop marketing campaigns to drive sales.
• Monitoring competitor activities to capture market share as well as driving access.
• Maintain current knowledge of competitive business strategies and product pipeline and incorporate them into sales plans and strategies.

Additional responsibilities:

• Ensure the effective fulfillment of assigned objectives and deadlines.
• Drive and perform other duties as assigned.
• Comply with all policies, practices, and procedures.
• Proactively participate in team efforts to achieve departmental and company goals.
• Provide support to audit processes and the quality management system as required.