Channel Manager Distributor Market

8 months ago

Jakarta, Indonesia 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**

In this role, the Channel Manager is responsible for developing sales strategies and driving executional excellence of distributor and direct / indirect sales teams. He/she will be accountable for the achievement of Invisalign revenue targets, cases volumes and increasing the installation base of iTero intraoral scanners. The successful individual will be responsible for building, managing and coaching a team of Practice Development Managers to achieve the operational plan in line with company and country strategic objectives. He/she will need to work closely with distributors, dental practice owners, dentist, academia and association stakeholders to establish Align Technology as the preferred partner and brand of preference. The Channel Manager will need to demonstrate strong leadership, strategic thinking with a focus on execution and collaboration capabilities to drive success in their region and through the team. This role will report directly to the Commercial Director.

**In this role, you will**
- Developing annual sales plans and objectives, communicating the specific deliverables, and overseeing the execution by direct or distributor teams.
- Establishing sales targets for team/distributor(s), providing accurate sales forecast, and analyzing sales performance to ensure delivery of financial commitments.
- Evaluating market opportunity, customer segmentation, territory assignment and ensuring sales call/coverage through achievement of Insight App adoption metrics.
- Coach direct/distributor(s) teams to develop specific customer plans that expand our provider base and increase utilization rates of existing providers.
- Building strong relationship with Distributors, DSOs, Key Accounts, KOLs, schools, associations, and industry partners.
- Ensuring sales effectiveness through competency assessment, product training, coaching and developing team’s selling skills to deliver service and value to the customers/doctors they serve.
- Work closing with marketing teams to plan and develop patient recruitment activities that support practice growth and with clinical teams to support professional development of Invisalign providers.
- Support internal process and operations especially pertaining to quality management systems and internal/external audits as required.
- Maintain a level of expertise in dental, orthodontic and Align product knowledge by keeping abreast with market trends, developments and industry events while closely monitoring competitor activities.
- Conduct regular performance reviews with direct/indirect reports, identifying improvement opportunities and co-creating career/personal development goals.
- Develop high potentials and build a talent pipeline to enable succession planning and business continuity.
- Provide guidance and support to direct/distributor(s) teams to navigate internal protocols, utilize Align systems/platforms (SFDC, BI, Patient Central) and strengthen collaboration with internal stakeholders.
- Establishing good relationship with internal stakeholders and fostering collaboration among peers to lead cycle planning initiative and engage in productive meetings/dialogue to achieve desired outcomes.
- Championing customer centricity whiles maintaining high ethical standards within the team and always ensuring all company policies, procedures, business ethics and compliance requirements are adhered to.

**In this role, you’ll need **

**_
SKILLS REQUIRED:_**

The requirements listed below are representative of the knowledge, skill, and/or ability required.
- Proven track record of managing distributor and direct/indirect teams to deliver results.
- Exceptional interpersonal skills and able to interface effectively with all customer types.
- Ability to function effectively as an individual performer as well as being a team player.
- Demonstrates leadership qualities and a high sense of integrity.
- Track record of coaching/developing high performance teams
- Strong sense of responsibility, accountability and urgency
- Strategic thinker, strong analytical and business planning skills but with an emphasis on execution
- Takes a structured and highly organized approach to sales planning process.
- Agile, flexible, able to multitask and meet tight timelines
- Excellent written and verbal communication skills for diverse customer audiences

**_
EDUCATION and/or EXPERIENCE_**
- A degree in sales, marketing or a related science discipline w

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