Straumann is a pioneer and global leader in implant dentistry. In collaboration with leading clinics, research institutes and universities, Straumann researches, develops and manufactures dental implants, instruments, prosthetics and tissue regeneration products for use in tooth replacement and restoration solutions or to prevent tooth loss as well as tooth correction.
The regional head-office is based in Singapore and supports the country organizations in the Asia Pacific region, covering Australia and New Zealand, China, India, Japan, Korea, Malaysia, Singapore, Taiwan, Thailand, and Vietnam. In addition, we are working with distribution partners in South-East Asia and a Joint Venture in Hong Kong.
Main Purpose of the Role
This position reports to the Head of Ortho of Straumann Indochina.
The Area Sales Manager is a leadership role managing a defined region to achieve the overall sales targets within defined timescales and parameters. This will include providing overall direction to the direct reports (Territory Managers), in line with the overall strategies and plans of the Straumann Indochina and wider Global organization mission and values, through engagement, development and coaching.
Key Responsibilities
- Plan, direct, and monitor the activities of a sales team within a specified area to achieve defined sales targets
- Manage and directs the day-to-day sales force activities to achieve sales targets and goals within that area
- Monitor the performance within the area and initiate corrective actions to improve overall results
- Contribute to the development of business from existing customers, expand customer base and ensure customer retention for the arear
- Establish a climate that encourages the development of the sales force within the organisation
- Strengthen and build relationship with existing and new customers who are of strategic importance to the organisation to actively promote Straumann products, services and solutions
- Build relationships with top Level Customers and KOL (Key Opinion Leaders)
- Coach sales representatives on sales techniques, procedures and standards that will help them achieve their sales targets; further support the team in the technical/clinical aspects of the organisation's products and services
- Identify key accounts and ensure that team members establish a high level of relationship with the customers/decision makers
- Maintain regular liaison with local Head Office to ensure corporate sales processes, legislative requirements and ethical standards are met and maintained
- Assist in the design, recommendation and implementation of sales and marketing programs and set short and long-term sales strategies and objectives
- Assist and support the implementation and integration of Quality Programs to insure maximum efficient and effective management of Sales processes and account management
- Analyse market and competition products and provide market intelligence to Senior Management team
- Travel as required within the defined sales area
- Participate in National, Regional and local trade shows, sales meetings, and review meetings
- Attend other meetings as directed by the Head of Ortho
- Develop and deliver accurate monthly / annual forecasts and sales reports for the region as required;
- Provide timely quantitative and qualitative performance reviews for all team members;
- Manage and monitor expenses to maximize return on investment;
- Adhere to Company Quality Assurance System and contribute to its continued development;
- Undertake other duties as required
Skills And Competencies
Education / Professional Experience
- University degree or other relevant qualification
- MBA or equivalent post graduate diploma is desirable
- A minimum experience of 5 years in a healthcare sales role with demonstrable experiences in managing and leading a team
Personal / Competencies
- Strong leadership, presentation, strategic, selling and negotiation skills.
- Strong analytical skills and result-orientation
- Strong developing and implementation skills using previous experience
- Able to cope with work pressure, fast pace, and high expectations
- Excellent communication skills
- Solid knowledge and previous experience in the Dental market is a plus
- Energetic, straight forward and performance driven professional with entrepreneurial spirit and strong execution abilities
- PC skills: MS Office (Word, Excel, PowerPoint, Outlook, Sharepoint)
Leadership Competencies
- Provide strong leadership to team by setting goals and driving the organization toward achieving company's goals and targets
- Demonstrates a sense of urgency - ability to set priorities and goals, and to make decisions under explicit considerations of sustainable and profitable growth
- Ability to energize and motivate others around common goals and to get things done
- Ability to develop organization
- Displaying personal and professional ethics and ability to embrace the organization's cultural values
- Strong interpersonal skills and actively cultivates a network of productive relationships in an international environment
- Proven team leadership, coaching, development and management abilities
- High level of integrity, commitment and ethics
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