Regional Sales Manager Qld/wa

2 weeks ago

Sydney, New South Wales, Australia AlignTech Full time

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


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 oneonone, 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 highperformance 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 cotravel, frequent feedback and the analysis of data
  • Evaluate levels of customer, product and systems knowledge via infield 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 noncertified 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, followup, 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 wor

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