Lab Business Development Manager, Restorative GP, iTero China iTero中国区修复全科加工所业务拓展经理 The Lab Business Development Manager, Restorative GP, iTero China owns the Lab channel development, execution and sales performance that drive reach to prospective General Dentists. This includes identifying, onboarding, and supporting a network of labs, dental distributors, resellers, and solution providers to drive adoption of iTero digital solutions. He or she will be the focal contact point in China for driving iTero penetration among GPs through lab channel. iTero中国区修复全科加工所业务拓展经理负责通过加工所渠道拓展，推进和销售结果呈现来触达更多潜在的全科客户。这些包括识别，吸纳和支持由加工所，牙科代理商，转售商和解决方案提供商组成的网络来推动iTero的数字化解决方案进程。他（她）会成为中国通过加工所渠道提升iTero在全科客户渗透率的主要对接人。 The Lab Business Development Manager should be able to demonstrate the following competencies: iTero中国区修复全科加工所业务拓展经理需要具备以下技能： 61 Integrity, honesty and ethical approach 正直，诚实，有道德标准 61 Customer Focused 以客户为导向 61 Team Focused 以团队为导向 61 Prioritization, manage multiple projects at once 有优先级意识和能力，能同时处理多个项目 61 Results Orientated 以结果为导向 61 High level of Business and Commercial Acumen 很强的商业和生意敏锐度 61 Innovative 有创新精神 61 Adaptive 适应性强 61 High level of Professional Selling Skills 很强的专业销售技能 61 Personal Leadership 有个人领导力 61 Personal Development 注重个人发展 SPECIFIC RESPONSIBILITIES: 具体职责 61 Drives Sales Results - Meets or exceeds organizational key performance indicators, sales targets and quotas for assigned accounts; monitor account performance and redirect efforts when goals are not being met; champion change efforts to increase sales effectiveness; negotiate with key dental laboratory accounts, finds ways to leverage current footprint in targeted accounts for higher level access to decision makers; makes tough, pragmatic decisions when necessary. 61 达成销售结果 – 达到或超过公司的关键业绩指标，销售指标，被分配客户的销售额；关注客户业绩并能在目标不能达成时及时调整方向；通过引领改变提升销售有效性；与重点的牙科加工所客户沟通谈判，找到能触达客户端更高决策人的方式从而放大现有的渗透和触达；需要时，能做困难而务实的决策。 61 Identifies and Builds High Level Strategic Customer Relationships - Identifies strategic business opportunities within dental laboratory organizations; establishes effective relationships with key customers, both externally and internally; Creates strategic dialogue with high level decision makers/ influencers within targeted accounts to position Align as a strong digital partner with iTero and applicable products; a high priority on both customer and company interests when making decisions; leads by example and responds quickly and competently to customer issues; continually searches for ways to improve competitive advantages. 识别和建立高级别的战略客户关系 – 在牙科加工所组织内识别战略合作机会；与内外部的关键客户建立有效的关系；与目标客户的高级别决策者/影响者创建战略对话从而使爱齐的iTero和对应产品成为强有力的数字化合作伙伴；决策时能优先考虑客户和公司的利益；能以身作则，并快速响应客户的问题；不断寻求提升竞争力优势的方法。 61 Plans, Organizes and Administers Dental Laboratory Programs - Translates business strategies into clear objectives and tactics; collaborates and influences cross-functional sales, marketing, sales ops effectively; creates realistic plans by taking into account pricing, budget constraints, and operating income/expenses; plans, prepares and follows up on sales forecasts, budgets; anticipates problems and develops contingency plans; establishes and implements effective and efficient procedures for communication across cross-functional teams. 61 计划，组织和管理牙科加工所项目 – 把商业策略转化成清晰的目标和战术；影响以及与跨部门，如销售，市场，销售运营等跨部门有效合作；制定现实的计划，并把客户价格，预算限制，运营收入和支出纳入考虑范围；计划，准备并跟进销售预估和预算；能预见潜在问题并有应对方案；在跨部门团队里建立和推行有效和高效的沟通流程。 61 61 Demonstrates Leadership/Collaborates With Others - Partners with Directors of Sales and Marketing to develop contracts, promotional initiatives, implement those contracts, promotional initiatives and develops timely responses to all bid opportunities; provides corporate selling consultation and coaching to field sales managers and territory managers when appropriate; acts as liaison between key customer contacts and other functions within Align including iTero Sales, Marketing, Training, Product Management, Legal, Finance, Customer Service, Logistics and Commercial groups in order to develop appropriate product support, and pricing; influences and shapes the decisions of upper management; provides compelling rationale for ideas; works toward win/win solutions whenever possible 61 展示领导力和团队协作精神 – 与销售总监和市场部一起创建并推行合同与促销计划，并及时响应所有的招标机会；适当时，给销售经理和一线销售同事提供售卖咨询和辅导；担当关键客户与其他部门沟通的链接者，如与销售，市场，培训，产品管理，法务财务，客服，物流和商业团队，从而提供合适的产品支持和定价；影响上层管理者的决策；能诠释想法的背后逻辑；时刻带着双赢的解决方案进行工作 61 61 Implements Sales Strategy – Implements sales plans and strategies for assigned accounts consistent with the company’s sales policies and sales service capacities through a deep understanding of the market; adapts sales strategy as markets change; identifies creative opportunities to maintain the organization’s competitive edge. Monitor lab partner performance by conducting QBR / MBR, funnel management and forecasting. Identify areas for improvement, and implement strategies to drive increased sales and customer satisfaction. 61 推进销售策略 – 通过对市场的深入了解，执行与公司的销售政策和销售服务能力一致的销售计划和策略；随着市场变化调整销售策略；识别创新的机会来维持组织的竞争力。通过进行月度和季度生意回顾，销售漏斗管理和预估来关注加工所伙伴的业绩进度。识别可以改进的空间，执行可以推动销售和客户满意度的策略。 61 61 Effectively communicates cross functionally to ensure leadership, the sales team and key operational teams are adequately informed of account related initiatives. 61 通过有效的跨部门沟通来确保领导力，同时确保销售和关键运营团队能及时被通知与客户相关的举措。 61 Other Duties may be assigned 可能的其他工作职责 EXPERIENCE AND QUALIFICATIONS 经验和资质 To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. 为了成功履行这个岗位职责，候选人必须圆满完成各项基础职责。 上面列出的要求是对候选人需要具备的知识，技能和能力的呈现。 The following competencies are required for the job: 还需要以下技能 61 A minimum of 5 years of direct experience in lab business, speak the lab language and understand the lab business; 至少五年直接在加工所工作的经验，了解加工所相关业务和术语； 61 A Minimum of 5 years of B2B sales and business development experience; track record of performance, achievement, and excellence in growing businesses; 61 至少五年的销售以及业务拓展经验；在不断增长的生意里有过既往优异的业绩和成就 61 Industry experience selling medical device, capital equipment, dental, or other relevant B2B experience; 61 销售医疗器械，资本设备，牙科或其他相关B2B行业经验 61 Candidate must possess Restorative Dental, Clinical, and Laboratory knowledge; 61 必须具备牙科修复，临床和加工所知识 61 Bachelor’s degree, preferably in healthcare, technology, or business-related field; 61 学士学位，在医疗保健，技术或商业相关领域*** 61 Strong knowledge of C-level contacts at dental laboratory accounts preferred; 61 对牙科加工所客户的管理层链接有深入的洞见 61 Strong strategic planning and project management skills at the national and regional level 61 很强的全国/区域性策略规划和项目管理技能 o Strong business acumen and analytical skills 很强的商业敏锐度和分析技能 o Knowledge of Dental Lab products with knowledge of Dental Restoration required 必须了解加工所产品和牙科修复的知识 o Able to work independently and make accurate, educated decisions 能独立工作并做准确而有效的决定 o Ability to adapt and strong willingness to change 适应性强并有意愿接纳改变 61 Analytical mindset: wherever possible, you prefer to resolve questions through data and measurement; 有分析思维：需要时，通过数据和分析解决问题 61 Comfort managing matrix organized teams and experience with international global enterprises; 有能与全球性国际企业的各部门有效共事的经验 61 Demonstrate a strong track record of building and managing lab partner networks and delivering results is a must; 既往有成功的建立和管理加工所合作伙伴网络的案例，并达成了结果 61 Exhibits strong leadership characteristics; ability to influence others and operate with a high sense of urgency; 展现很强的领导力和个人魅力；能影响他人，并在紧迫感下有效工作； 61 Excellent, proven interpersonal, verbal and written communications skills; 优异的人际交往能力以及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; 高级的演讲陈述和谈判技能。能保持专业形象，并向大众展示公司的积极形象。 61 Good IT skills, including all Microsoft packages and proficiency in using modern multi-media tools; 较强的IT技能，包括微软系统以及用现代多媒体工具的熟练度 61 Candidates must have the ability and willingness to travel, including overnight and some weekends, 50% - 60% of the time 候选人必须有条件和意愿能出差，包括平时晚上时间以及个别周末时间，50%-60%的时间
