iTero Territory Sales Manager
iTero客户经理
Job Summary 职位概述
The iTero Territory sales manager will be responsible for the market entry and sales of Align’s iTero® Intraoral scanners in China. The individual will manage the business in order to achieve Operational Plan in line with company and country strategic objectives through detailed account and territory planning that includes but is not limited to; targeting plan, establishing account relationships with customers and potential customers, supporting the educational pathway, forecasting, product demos and all sales related activities.
iTero客户经理将负责爱齐iTero® 口内扫描仪进入中国市场，并进行销售。您将通过详细的客户和区域规划来管理业务，以实现符合公司和国家战略目标的运营计划，包括但不限于：制定目标计划，与客户和潜在客户建立客户关系，支持教育活动，预测，产品演示和所有与销售相关的活动。
This individual will have a proven track record of consistent on target performance in the medical device/healthcare industry, be passionate about sales and have a high level of business acumen. He/she will build strong ethical business relationships with customers to ensure usage of our products and gain greater market share by focusing on high value activity and selling.
您需在医疗器械/保健行业拥有良好的业绩记录，对销售充满热情，并具有高度的商业敏锐性。您将与客户建立稳固且符合商业道德要求的业务关系，确保客户使用我们的产品，并通过专注于高价值的活动和销售获得更大的市场份额。
Job Description职位描述
ESSENTIAL DUTIES AND RESPONSIBILITIES, in the area of:
在以下领域的基本职责和责任：
Customer Management 客户管理
61 Achieve Operational Plan;
达成运营计划；
61 Manage accounts in assigned territory via TAPS (Territory Activity Planning for Sales) on a quarterly basis, with specific action plans depending on customer type;
每季度通过 TAPS（销售区域活动计划）管理指定地区的客户，并根据客户类型制定具体的行动计划；
61 Identify and resolve customer issues and concerns;
发现并解决客户的问题和疑虑；
61 Develop relationship with existing and potential customers.
发展现有和潜在客户的关系。
Business Development 业务发展
61 Definition and implementation of a strong growth orientated business strategy for the assigned territory;
为指定区域制定并实施以增长为导向的业务战略；
61 Identify core segments with highest profitability opportunity;
识别具有***盈利机会的核心市场；
61 Market the iTero products as a clear differentiator from the competition;
营销 iTero 产品，使其在竞争中脱颖而出；
61 Ongoing analysis of market and competition, and adjust strategies to win market share;
持续分析市场和竞争情况，调整战略以提升市场份额；
61 Develop an innovative business strategy to position iTero as market- and innovation-leader;
制定创新业务战略，使 iTero 成为市场和创新领导者；
61 Provide creative and innovative solutions to support customers in obtaining iTero Scanners;
提供创新解决方案，帮助客户获得 iTero 口扫仪；
61 Taking a wide organizational view of selling and managing accounts, with sufficient knowledge of competitors and their products.
在销售和客户管理方面具有宽阔的组织视野，对竞争对手及其产品有充分的了解。
Support and Training 支持和培训
61 Maintain a personal level of product knowledge and competence in Dental and/or Orthodontia medical equipment;
保持个人在牙科和/或正畸医疗设备方面的产品知识和能力水平；
61 Maintain a personal level of wider industry and business knowledge;
保持个人在更广泛行业和商业知识水平；
61 Active participation in Align China Sales and Clinical Trainings;
积极参加爱齐中国的销售和临床培训；
61 Supporting the implementation of Align’s Customer Education Pathway;
支持爱齐客户教育的实施；
61 Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals;
准备各种进度报告，包括活动、成交、跟进和完成目标的情况；
61 Set-up training programs.
制定培训计划。
Deliverables and Key Performance Indicators 交付成果和关键绩效指标
61 Ensures the effective fulfillment of objectives and deadlines assigned;
确保在既定期限内高效完成目标；
61 Adherence to agreed KPIs, including but not limited to Call Rate and Business Planning;
遵守既定的关键绩效指标，包括但不限于拜访率和业务计划；
61 Participate in proactive team efforts to achieve departmental and company goals;
积极参与团队工作，以实现部门和公司目标；
61 Interact and communicate on a regular basis with all relevant headquarter functions;
定期与总部所有相关职能部门进行交互和沟通；
61 Perform other duties as assigned;
履行被分配的其他职责；
61 Comply with all policies, practices and procedures.
遵守所有政策、惯例和流程。
Requirements 要求
61 Project oriented / project driven background and a hands-on, roll up the sleeves attitude;
具有项目导向/项目驱动的背景，并具有亲力亲为的态度和能力；
61 Able to maintain a strong customer focus in the context of the business strategy;
能够在业务战略的背景下坚持以客户为中心；
61 Effective problem solving and mediation skills;
有效解决问题和调解的能力；
61 Natural ability to spot business opportunities and to persuade and influence others;
具有发现商机、说服和影响他人的能力；
61 Used to work independently with a high level of time management skills;
具备独立工作和较高的时间管理能力；
61 Excellent, proven interpersonal, verbal and written communications skills;
优秀的人际交往、口头和书面沟通能力；
61 Advanced presentation and negotiation skills. Maintaining a professional appearance and providing a positive company image to the public;
良好的演讲和谈判技能。保持专业形象，向公众展示公司的正面形象；
61 Fluency in Mandarin, Can Command Good English;
普通话流利，英语良好；
61 Integrity, honesty and ethical approach;
正直、诚实、道德；
61 High level of Professional Selling Skills;
高水平的专业销售技能；
61 Team Focused;
注重团队合作；
61 Results Orientated;
以结果为导向；
61 High level of Business and Commercial Acumen;
高度的业务和商业敏锐度；
61 Innovative;
创新能力；
61 Adaptive;
适应性强；
61 Personal Leadership.
个人领导能。
Education [Degree or equivalent experience] 学历 [学位或同等经验］
61 College level above is necessary;
大专以上学历；
61 Minimum of 5 years’ sales or business development experience in medical/ healthcare/life science field, sales experience in dental related area is preferred.
在医疗/保健/生命科学领域至少有 5 年的销售或业务开发经验，有牙科相关领域销售经验者优先。