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.