Sales Director APAC, AlliedStar

3 weeks ago

Malaysia Institut Straumann AG Full time

AlliedStar, an intraoral scanner (IOS) manufacturer located in Shanghai, China, has been founded in 2019 by Wang Guijian, an expert in the technology space with over a decade of experience. It is a Chinese company with 90 employees and sells its solutions via Distribution Channels in Europe, US, India and China. With its headquarters and R&D center located in Shanghai, and manufacturing facility in the China Dental Valley, AlliedStar works in conjunction with ecological partners to provide comprehensive digital solutions and services to over 90 countries globally.

Straumann Group acquired AlliedStar in September 2023. The acquisition not only strengthens our presence in China and emerging Asian markets but also completes our intraoral scanner portfolio, in combination with the 3Shape Trios line. In addition, the acquisition allows us to offer customers in China and emerging Asian markets a very competitive intraoral scanner solution and address additional markets and customer segments in the future.

We are thrilled to welcome the AlliedStar team which is sharing the mindset of building entrepreneurial businesses with customer-centricity in mind and we look forward to sharing more details with the teams in the months to come

The role and candidate we are looking for

Primary Position Objectives

Alliedstar is a pioneering player in the dental industry, specializing in innovative intraoral scanner technology. Recently acquired by dental industry leader, Straumann Group, Alliedstar is poised to disrupt the market and challenge established players with its cutting-edge products.

We are seeking a dynamic and experienced Sales Director to lead the APAC market expansion and play a pivotal role in commercializing the Alliedstar portfolio through channel sales partners.

As the Sales Director for APAC partnership channel, you are a senior sales executive responsible for leading and building high-performing team, partially out of Alliedstar HQ in Shanghai and partially local, and leveraging your in-depth knowledge of the dental industry, you will drive the development and execution of commercial strategy for APAC to establish a leading market presence, forge key partnerships with the leading channel partners and KOLs, and capture significant market share in digital dentistry.

You will report directly to Straumann Group SVP & Chief Commercial Officer Alliedstar and be part of the global sales leadership team.

Key responsibilities

  • Develop and execute strategic plans to achieve sales targets and business objectives to expand Alliedstar's customer base brand recognition.
  • Meet and exceed targets for profitable, sustainable sales volume growth and strategic objectives.
  • Establish productive, professional relationships with all key channel partners' stakeholders from owner or c-suite to sales representatives and support teams.
  • Travel extensively to support channel partners, host, or attend sales events, co-travel with channel partners and provide or facilitate the necessary support.
  • Recruit, educate and mentor internal sales team as well as channel partners to achieve targets.
  • Coordinate the involvement of company personnel, including support, service, technical and management resources, to meet partner performance objectives and exceed customer expectations.
  • Analyze and evaluate effectiveness of sales, methods, costs, and results.
  • Understand market-specific landscapes and trends and brings voice of customer to the organization in a structured manner.
  • Manage professionally, constructively and proactively potential channel conflicts by fostering excellent communication internally and externally.
  • Tackle challenges head on with can-do attitude.
  • Drive alignment and engagement across functions. Champion internal understanding and support of opportunities to secure resources, focus and alignment needed to grow the business.
  • From time-to-time support activities, meetings, or events outside the North American market

Your profile

  • Minimum 10 years' professional experience in senior sales roles, business development, or similar functions.
  • Minimum 5 years' experience in strategic and / or leadership roles.
  • Proven track record of creating impact and driving results while managing complexity.
  • Experience in dental and preferably digital dentistry with a track record creating significant and sustainable business growth.
  • Specific experience in digital dentistry and knowledge of channel sales partners across APAC is considered a strong asset.

Your skills

  • Strong track record of successfully managing multiple stakeholders and channels in multichannel environment.
  • Experience in strategic planning, execution, and P&L management.
  • Excellent written and verbal communication/interpersonal, sales and negotiation skills.
  • Ability to motivate indirect teams while managing in a fast-paced environment.
  • Ability to travel intensively and weekly to meet customers, participate in tradeshows, events, and meetings.
  • Ability to effectively drive collaboration with a diverse set of stakeholders including customers and colleagues, across departments and at all hierarchical levels within the organization.
  • Strong situational leadership skills and ability to successfully build, lead and develop team and collaborate with channel partners.
  • Energetic and results-oriented sales leader with enterprising thinking, strong resilience, and positive mindset.
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