Department:
Sales
Location:
APAC-India
Description
The Business Development Manager, Restorative GP, iTero India owns the Lab and indirect distribution channel development, execution and sales performance that drive reach to prospective General Dentists. This includes identifying, onboarding, and supporting a network of labs, dental distributors, resellers, and solution providers to drive adoption of iTero digital solutions. He or she will be the focal contact point their respective territory in India for driving iTero penetration among GPs through lab and distribution channel.The Commercial Channel Manager should be able to demonstrate the following competencies:
- Integrity, honesty and ethical approach
- Customer Focused
- Team Focused
- Prioritization, manage multiple projects at once
- Results Orientated
- High level of Business and Commercial Acumen
- Innovative
- Adaptive
- High level of Professional Selling Skills
- Personal Leadership
- Personal Development
Role expectations
Specific Responsibilities
- Drives Sales Results - Meets or exceeds organizational key performance indicators, sales targets and quotas for assigned account; monitor account performance and redirect efforts when goals are not being met; champion change efforts to increase sales effectiveness; negotiate with key channel and dental laboratory accounts, finds ways to leverage current footprint in targeted account for higher level access to decision makers; makes tough, pragmatic decisions when necessary.
- Builds Enterprise Level Strategic Customer Relationships - Identifies strategic business opportunities within channel and dental laboratory organizations; establishes effective relationships with key customers, both externally and internally; Creates strategic dialogue with high level decision makers/ influencers within targeted account to position Align as a strong digital partner with iTero and applicable products; a high priority on both customer and Company interests when making decisions; leads by example and responds quickly and competently to customer issues; continually searches for ways to improve competitive advantage.
- Plans, Organizes and Administers Channels and Dental Laboratory Programs - Translates business strategies into clear objectives and tactics; collaborates and influences cross-functional sales, marketing, sales ops effectively; creates realistic plans taking into account pricing, budget constraints, and operating income/expenses; plans, prepares and follows up on sales forecasts, budgets; anticipates problems and develops contingency plans; establishes and implements effective and efficient procedures for communication across cross-functional teams.
- Demonstrates Leadership/Collaborates With Others - Partners with Directors of Sales and Marketing to develop contracts, promotional initiatives, implement those contracts, promotional initiatives and develops timely responses to all bid opportunities; provides corporate selling consultation and coaching to field sales managers and territory managers when appropriate; acts as liaison between key customer contacts and other functions within Align including iTero Sales, Marketing, Product Management, Legal, Customer Service, Logistics and Commercial groups in order to develop appropriate product support, and pricing; influences and shapes the decisions of upper management; provides compelling rationale for ideas; works toward win/win solutions whenever possible
- Implements Sales Strategy – Implements sales plans and strategies for assigned accounts consistent with the company’s sales policies and sales service capacities through a deep understanding of the market; adapts sales strategy as markets change; identifies creative opportunities to maintain the organization’s competitive edge. Monitor lab and channel partner performance by conducting QBR / MBR, funnel management and forecasting. Identify areas for improvement, and implement strategies to drive increased sales and customer satisfaction.
- Effectively communicates cross functionally to ensure leadership, the sales team and key operational teams are adequately informed of account related initiatives.
- Other Duties may be assigned
What We're Looking For
EXPERIENCE AND QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required.
The Following Competencies Are Required For The Job
- BS/BA required, preferably in healthcare, technology, or business-related field.
- A minimum of 5 years of experience in channel management, marketing, sales and sales training with medical Device Industry, Life Science or Consumer Goods industry
- Strong knowledge of C-level contacts at channel and dental laboratory accounts preferred
- Strong strategic planning and project management skills at the national and regional level
- Strong business acumen and analytical skills
- Knowledge of Dental Lab products required with knowledge of Dental Restoration preferred
- Able to work independently and make accurate, educated decisions
- Ability to adapt and strong willingness to change
- Analytical mindset: wherever possible, you prefer to resolve questions through data and measurement
- Comfort managing matrix organized teams and experience with international global enterprises
- Demonstrate a strong track record of building and managing lab and channel partner networks and delivering results is a plus
- Exhibits strong leadership characteristics; ability to influence others and operate with a high sense of urgency
- 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 IT skills, including all Microsoft packages and proficiency in using modern multi-media tools
- Candidates must have the ability and willingness to travel, including overnight and some weekends, 50% - 60% of the time
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Equal Opportunity Statement
Align Technology is an equal opportunity employer. We are committed to providing equal employment opportunities in all our practices, without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, disability, sexual orientation, gender identity or expression, or any other legally protected category. Applicants must be legally authorized to work in the country for which they are applying, and employment eligibility will be verified as a condition of hire.
