Sr. Manager - DSO, EMEA

Department: Sales

Employment Type: Full Time

Location: EMEA-Poland-Field based

Description

Role expectations

• Play an essential part in achieving the company’s business objectives, by directly (and indirectly) driving sales growth, and improving our overall profitability.
• Develop and implement key programs to address specific sales growth strategies and goals, specifically around the areas of Practice Development, Key Account Management and Services. These programs may be designed to appeal to specific customer segments or provide broad-based tools for channel-wide growth. Programs will often involve working cross-functionally to ensure internal buy-in and implementation success. Strong working relationships with Sales, Marketing and Clinical Education departments are particularly critical. Ability to analyze the effectiveness of programs is a must.
• Practice Development Programme : lead the definition and implementation efforts of Align’s Practice Development Programme, designed to effectively support our customers in the management of their practice, both from a marketing and organizational perspective. This also includes defining appropriate support materials and training programmes for the sales team, as well as working in close collaboration with customers
• Key Account Management and Services : lead the definition and implementation plans for effective, market-leading key account management and definition of value-add services for our customers. Intrinsically linked to our Practice Development Programme, this activity relates to the segmentation of our customer base and the definition of truly differentiated value-add services that will ultimately drive customer loyalty and growth.
• IOs : responsible, together with RDITG, Sales and Marketing, and the ILT, for the development and implementation of Align’s IOs strategy, notably (but not limited to) the implementation of the Align/Cadent JDA roadmap.
• Manage key market research programs that deliver actionable insights into our customer relationships. Keep this knowledge current and properly disseminated through the organization.
• This role will be office and field based. Intense interaction with key customers and the sales organization will be imperative, at least in the early stages. As a channel development role, it is expected that the role will directly involve sales calls to chosen customers, and the definition of a strategy to grow those particular customers.
• Receives assignments in the form of objectives and determines how to use resources to meet schedules and goals. Provides guidance to subordinates within the latitude of established company policies. Recommends changes to policies and establishes procedures that affect immediate organization(s).
• Operational liaison to align departments and sales/marketing regarding all strategic relations.
• Actively participate at the development of the European strategic vision and plan.
• Expected to be knowledgeable of market and industry trends, competitors, and leading customer strategies
• Ensures the effective fulfilment of objectives and deadlines assigned to the group.
• Comply with all safety policies, practices and procedures. Report all unsafe activities to supervisor and/or Human Resources.
• Participate in proactive team efforts to achieve departmental and company goals.
• Perform other duties as assigned.

What we're looking for

• Bachelor/master’s degree
• 10+ years commercial experience across the EEMA region.
• Experience in a multi-site, complex and fast-paced commercial environment
• Demonstrable experience of leading projects and managing multiple stakeholders.
• Post-graduate coursework would be a plus.

• Highly motivated and enthusiastic with the ability to motivate others
• Show high levels of commercial awareness demonstrated through consideration of the medium- and long-term strategic implications of decisions and advice given
• A self-starter
• Able to act with autonomy
• Flexible, accommodating and positive approach
• Takes full accountability for own performance and development
• Ability to work under pressure
• Demonstrates competence in a constantly evolving environment
• Willingness to undertake regular travel within the designated geographical area

• Strong problem-solving and excellent interpersonal skills
• Excellent collaboration skills and the ability to influence without authority
• Strong interpersonal skills, demonstrative ability to multi-task and to prioritize, comfortable with ambiguity, comfortable with conflict, results driven, self- starter with high attention to detail and sense of urgency. Must also be highly customer oriented.
• Team orientated
• Results focused
• Confidence to work across all levels of the business
• Practically minded: able to roll sleeves up and get work done!

Additional Information