Regional Sales Manager

The Regional Sales Manager for the Nordics owns Angel Aligner’s commercial performance across Norway, Sweden, Denmark, and Finland. The entire region is operated as a fully direct market — there are no distributors and no intermediaries between Angel Aligner and the customer. The role carries a split mandate. Norway, Sweden, and Denmark are start-up markets with no established presence, no inherited accounts, and no existing pipeline — they must be built from the first doctor. Finland is an established, functioning market with an active customer base that requires further development: growing case volume within existing accounts, reactivating dormant doctors, and expanding into untapped segments of the market. Norway is the launch priority, with Sweden and Denmark developed on a timeline agreed with the Regional Director, and Finland managed continuously throughout. This is a hands‑on, self‑directed role. The candidate builds their own target list, opens their own doors, and brings structure to markets that currently have little of it. The same person who agrees commercial terms with a clinic will also be present for their first cases. Key Responsibilities Build Angel Aligner’s commercial presence from zero — starting with Norway, then extending into Sweden and Denmark Develop and own the market entry plan for each country: target customer segments, prioritised account list, pricing execution, launch sequencing, and realistic ramp‑up milestones Build a clear picture of each market — competitive landscape, competitor pricing and positioning, customer profile, clinical preferences, purchasing behaviour — and share it proactively with the Regional Director Identify and develop key opinion leaders, local clinical speakers, and reference clinics who can accelerate adoption in each market Finland — Established Market Development Take ownership of the existing Finnish customer base and drive a step change in performance — this is a development mandate, not a maintenance one Increase case volume within existing accounts through clinical confidence‑building with clinical team, indication expansion, and consistent in‑practice presence Reactivate lapsed and low‑volume doctors, and identify the reasons behind attrition where it has occurred Continue new customer acquisition in Finland alongside base development — both new business and recurring volume are measured Work with the local clinical speaker to plan and deliver a structured workshop and study club programme, and develop additional local speakers over time Direct Customer Acquisition Own the full sales cycle: prospecting, first contact, clinical demonstration, commercial negotiation, close, and onboarding Build and maintain a qualified pipeline of orthodontists and dental clinics across the territory, with disciplined CRM hygiene Deliver product presentations and clinical demonstrations that stand up to scrutiny in a market with high clinical expectations and established competitor presence Negotiate and agree commercial terms within the pricing framework set by the Regional Director — no side agreements, no undocumented commitments Convert new accounts into active, recurring customers; new business acquisition and recurring case volume are both measured Customer Onboarding and Development Onboard every new customer properly: platform training with implementation specialists, case submission workflow, treatment planning process, and support routes Work closely with the clinical team to ensure new doctors are supported through their first cases — early case experience determines whether an account grows or stalls Maintain regular contact with the active customer base; identify accounts at risk of going quiet and act before volume drops Resolve customer issues promptly and escalated where necessary, keeping the Regional Director informed on significant matters Sales Planning and Execution Track performance against plan weekly; identify gaps early and adjust approach without waiting for a quarterly review Plan and execute an in‑market activity calendar — clinic visits, workshops, study clubs, congresses, and local events — in coordination with the marketing and clinical teams Provide input into budgeting, forecasting, and headcount planning as the market scales Reporting and Communication Submit accurate and timely weekly and monthly reports covering pipeline, new accounts, case volume, customer activity, and market developments Provide a structured written debrief following every significant customer meeting or market trip within 48 hours Proactively communicate opportunities, risks, competitor activity, and customer issues to the Regional Director without being prompted Operate with full transparency: the Regional Director should never learn about a significant development in the territory from a third party Ensure every commitment made to a customer is logged and followed through What Good Looks Like in This Role You built the pipeline yourself — nobody handed you a list The established market grows on your watch; it does not simply hold steady You bring information to your manager; you do not wait to be asked Your reports arrive on time, complete, and require minimal revision You own a problem until it is resolved — you do not report that something cannot be done without having exhausted the options You are the first to know what is happening in your market and the first to flag it internally Your customers feel supported and your manager feels informed You treat every clinic visit as a representation of Angel Aligner — prepared, professional, and present Qualifications Bachelor’s degree in Business, Marketing, Life Sciences, or a related field Minimum 5 years of experience in direct B2B sales, with a strong preference for dental, orthodontic, or medical devices Demonstrated track record of new business acquisition — opening accounts from cold — combined with evidence of growing an existing customer base Experience launching a product, brand, or territory from an early or greenfield stage is a significant advantage Established network among orthodontists or dental professionals in the Nordic markets is a strong advantage Fluency in English is essential and Norwegian or Swedish an advantage Willingness and ability to travel extensively across the territory — expected 60–70% travel, weighted toward Norway in the first phase, with regular presence in Finland Valid driver’s license and passport Skills and Competencies Hunter mentality — energised by opening new accounts and comfortable with rejection and long sales cycles Account development discipline — able to grow an existing base systematically rather than defaulting to whichever market feels easiest that week Commercial acumen — able to read a market, build a business case, and make sound commercial judgments independently Self‑directed — able to structure and drive activity without close supervision or an existing playbook Clinical credibility — able to hold a technical conversation with orthodontists and earn their confidence Accountability — takes ownership of outcomes, not just activity Structured thinking — produces clear, well‑organised outputs that require minimal revision Resilience and adaptability — operates effectively in an ambiguous, fast‑moving, early‑stage environment Proficiency in CRM systems and Microsoft Office Suite Strong presentation and facilitation skills Preferred Location: Norway, Sweden, Denmark, Finland #J-18808-Ljbffr Angel Aligner