Regional Head of Sales (B2C)

Monroe Consulting Group, an Executive Recruitment firm, is partnering with an organisation in the Healthcare industry to hire a Regional Head of Sales. This opportunity is based in Kuala Lumpur, Malaysia.

Position Overview

Lead the regional sales function to drive revenue growth and achieve clear aligner sales targets across multiple locations.
Play a critical role in strengthening sales performance, optimising conversion outcomes, and scaling business growth within the region.

Key Responsibilities

Revenue & Sales Strategy

• Own the regional revenue/case-volume target for clear aligner sales (B2C).
• Design and execute the regional go-to-market and sales strategy in line with company goals.
• Track and improve the full funnel: lead to consultation to treatment sign-up to case conversion.

Team Leadership

• Recruit, train, and manage the regional sales team, including clinic-based roles and field sales staff, ensuring adequate coverage and productivity across the region.
• Set individual and clinic-level targets; drive daily/weekly performance reviews.
• Build a strong coaching cadence: sales pitch, objection handling, consultation-to-close skills.
• Manage Area Sales Managers/Executives where applicable, creating a scalable regional structure.
• Partner with clinic doctors/owners to improve patient conversion and resolve on-ground friction points.
• Monitor adherence to sales process, CRM hygiene, and consultation SOPs across the team.

Performance & Reporting

• Track KPIs: leads assigned, walk-ins, consultation-to-sale conversion, average case value, sales workforce productivity, clinic-wise revenue.
• Provide weekly/monthly performance reports and forecasts to leadership.
• Conduct root-cause analysis on underperforming sales personnel and drive corrective action.

Cross-functional Collaboration

• Work closely with Marketing on lead quality, regional campaigns, and clinic-level demand generation.
• Coordinate with Clinical/Ops teams to ensure smooth patient onboarding post-sale.
• Liaise with HR/Talent on hiring plans and recruitment strategies.

Key Requirements

Qualifications & Experience

• Minimum 8 years of total sales experience, with at least 2 years leading or coordinating a sales team.
• Experience in retail, insurance, healthcare, dental, aesthetics, wellness, or consumer direct sales preferred.
• Understanding of consultation-led / high-consideration purchase sales is an advantage.
• Proven ability to drive a lead-to-consultation-to-close funnel and achieve revenue/case targets.
• Comfortable managing a geographically dispersed team across multiple clinics/outlets.
• Willingness to travel regularly within the assigned region.

Technical / Functional Expertise

• Experience developing and executing regional go-to-market and sales strategies.
• Strong understanding of sales funnel management, including lead generation, consultation conversion, treatment sign-up, and case conversion.
• Working knowledge of CRM tools.
• Competency in sales reporting, analytics, forecasting, KPI tracking, and performance management.
• Experience managing sales operations across multiple clinics, outlets, or territories.

Soft Skills & Leadership Competencies

• Strong leadership and team management capabilities.
• Effective coaching and mentoring skills, including sales pitch development, objection handling, and consultation-to-close techniques.
• Excellent communication and stakeholder management skills.
• Ability to collaborate effectively with clinic partners, healthcare professionals, and internal stakeholders.
• Strong analytical and problem-solving skills with the ability to identify performance gaps and implement corrective actions.
• Ability to thrive in a fast-paced, results-driven environment.