Gina G. Marlowe

• Lead development and execution of Align Laboratory Channel Strategy in North America
• Managed budget implementations, employee reviews, training, schedules, and contract negotiations.
• Managed a diverse team of professionals, fostering a positive work environment and high employee satisfaction.
• Developed and implemented strategies to increase sales and profitability.
• Cultivated strong relationships with clients, vendors, and partners to ensure long-term success and loyalty.
• Monitored financial performance, set budgets and controlled expenses to provide financial stability and long-term organizational growth.
• Managed budget development, forecasting, and financial reporting processes to track progress towards organizational objectives accurately.
• Drove year-over-year business growth while leading operations, strategic vision, and long-range planning.
• Formulated policies and procedures to streamline operations.
• Developed and executed strategic plans for business growth and expansion, resulting in increased market share.
• Participate in global business development activities around the lab portfolio offering (e.g
• Implemented operational strategies and effectively built customer and employee loyalty.

Annualized Performance:

• 2023 AOP +$16M to budget and delivered $26M Revenue (Team Members: 14)
• 2024 AOP +$24M to budget and scheduled to deliver $55M Revenue (Team Members: 16)
• Strategically developed and launched caLABrate education program that brought in $34M in 24 months

• Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
• Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
• Lead the development and execution of the Align Laboratory Channel Strategy in North America.
• Developed strategies and plans that leveraged an Align Portfolio through the dental laboratory channel.
• Responsible for developing both Exocad and iTero products and services as part of the strategy and implementation plans.
• Responsible for influencing the relevance of Align Technology in the dental laboratory industry by taking an active role with industry associations.
• Work in partnership cross functionally with Invisalign, Exocad and iTero functional and regional teams in the development and execution of the Align laboratory channel strategy.

Annualized Performance:

• 2022 AOP +$4m to budget and delivered $5M Revenue (Team Members: 7)

• Enhanced team performance by providing regular coaching, training, and performance feedback to 10 sales members.
• Increased customer satisfaction with timely resolution of escalated issues and proactive communication on product updates.
• Collaborated with executive leadership to establish long-term objectives, drive growth initiatives, and align regional efforts with corporate goals.
• Promoted a culture of continuous improvement through ongoing process reviews, employee engagement initiatives, and open channels of communication.
• Provide training in product knowledge, dental terminology, digital pathways, selling skills, and territory management
• Mentored and developed high-potential employees for leadership roles through individualized career development plans and opportunities for growth.
• Evaluation and coaching of Sales Representatives – thru observation during co-travel, frequent feedback and analysis of data
• Additional responsibilities: implementing partnerships with Labs, 3rd party partners and cross functional workstreams.

Annualized Performance:

• 110% in both CCA and iTero QOQ and YOY ('19-'21)
• #1 Team for iTero and #2 Team for Invisalign ('19-'21)

• To meet and exceed Straumann’s sales objectives for all Straumann products over a given territory by developing profitable relationships with select specialists, general dentists, universities, VA Hospitals, Labs and 3rd party partners.
• Boosted sales team performance by developing comprehensive field training programs.
• Increased overall sales revenue with targeted training sessions focused on high-performing products.
• Improved sales techniques by conducting regular role-play exercises and offering constructive feedback.
• Established a feedback loop between trainers and trainees, promoting continuous improvement of training materials and methodologies.
• Supported the execution of all marketing launch plans and new product sales objectives including Implants, Biologics, Trios Scanner, CoDiagnostics Planning Software and Mills/Printers

Annualized Performance:

• Finished 106% to plan for all products in expansion territory that was 64% to plan 1st year
• Changed 40% SOW in the Dental School to 90% SOW within two years
• Finished 106% to plan for all products 2015 and 2016
• Finished 116% to plan for all products in 2017
• Finished 118% to plan for all products in 2018
• Started 15 Spear Study Clubs in two years
• Won Achievers Award all 5 years

• Maintained professional, organized, and safe environment for employees and patrons.
• Maximized performance by monitoring daily activities and mentoring team members.
• Developed a strong company culture focused on employee engagement, collaboration, and continuous learning opportunities.
• Enhanced customer satisfaction by resolving disputes promptly, maintaining open lines of communication, and ensuring high-quality service delivery.
• Achieved departmental goals by developing and executing strategic plans and performance metrics.
• Built high-performing teams through effective recruitment, onboarding, and talent development initiatives.
• Managed budgets effectively, ensuring optimal financial performance while investing in necessary resources for business growth.

• Responsible for motivating, following up, and managing all sales representatives while meeting and exceeding my own quota requirements
• Responsible for the management of reporting to include: Data management, maintenance of the team’s responsibilities for timely info, dissemination of proper records regarding sales, as well as tracking progress of sales team and generating additional sales
• Perform co-travels with Southeast Region representatives in order to assist with setting goals and expectations, review progress and effectiveness, assist with closing business and following up with a coaching report
• Perform interviews for open territories within the Southeast Region
• Southeast Region moved from #10 Rank to #5 Rank
• Southeast Region moved from #10 Rank in Discus Sales to the #1 Rank
• Finished 137% to Revenue quota while managing the Southeast Region

• Selling the Sonicare power toothbrush and oral hygiene / whitening products to dental professionals to dispense to patients
• Fully understanding the science and clinical significance behind the Sonicare power toothbrush and oral hygiene/whitening products in order to educate dental professionals
• Led contract negotiations, securing favorable terms that maximized profitability while mitigating risk.
• Spearheaded initiatives to streamline internal communication channels within the sales team, improving overall productivity.
• Increased sales revenue by developing and implementing strategic sales plans and maintaining key client relationships.
• Mentored junior sales staff, sharing best practices for lead generation, prospecting, and closing techniques.

Annualized Performance:

• Won Rep of the Quarter 8 times from 2008-2011
• Ranked #1 in Region for KPI’s 2008-2011
• 2009 Promoted to Senior Sales Rep
• 2010 Promoted to Executive Sales Rep
• 2010 Ranked #6 in the Nation for Year End Revenue
• 2011 Ranked #5 in the Nation for Year End Revenue
• 2X President’s Circle Award Winner

• Developed strong relationships with key clients, resulting in increased revenue and long-term loyalty.
• Contributed to the creation of proposals that showcased a deep understanding of prospective clients'' needs balanced against the company''s capabilities.
• Mentored junior account managers on best practices for maintaining effective client relationships, fostering a culture of continuous improvement within the team.
• Led team efforts in achieving sales targets consistently by developing winning strategies for each account segment.

Annualized Performance:

• Met and exceeded all sales goals by 20%

• Worked with medical teams on smooth implementation and operation of new products.
• Demonstrated proper equipment use by showing clients product setup and operation using advanced knowledge of medical and surgical processes.
• Facilitated upselling by cultivating productive relationships with clients, doctors' office staff and clinical center personnel.
• Implemented diverse marketing and promotional strategies to enhance brand performance in target markets.
• Organized and conducted product demonstrations at industry conferences and events, showcasing the benefits of the company''s offerings.
• Boosted sales revenue by strategically targeting key accounts and building strong relationships with medical professionals.
• Played a pivotal role in launching new products into the market, successfully capturing the interest of target demographics and driving early adoption.