changing lives.
You will work with the Assistant Director Enterprise Accounts, Corporate Account Manager, Enterprise Accounts Specialist and Digital Workflow Managers to develop strategies, identify opportunities for growth, and accelerate revenue and higher case volume within targeted practices. You will build and leverage influential relationships with doctors and staff by providing them with tailored insights to enable and inspire them to modernise and grow their business with optimisation of Align digital technologies.
This role is based in Sydney or surrounds, Australia. The position reports to the Associate Director, Enterprise Accounts, ANZ.
Account planning and management
- Understand the business environment for large accounts, their workflows and structures.
- Keep abreast of industry trends and understand the macro environment and how this impacts on practices.
- Play an essential part in achieving the company’s business objectives, by directly (and indirectly) driving sales growth across both GP and Ortho channels.
- Ability to complete discovery session and engage practice around ongoing joint growth plans focusing on coming 12 months
- Lead the implementation of key accounts growth plans by working with the Enterprise Team and critical stakeholders to meet deadlines, track progress and drive results.
- Have a strong understanding of business concepts and the ability to communicate with practice owners and managers with regard to revenue generation and maximising profitability in their practice.
- Generate long-term relationships with our key partners.
- Be able to confidently present to C-Suite team members in larger group practices, including the Chief Operating Offer, Chief Financial Officer and/or business founder.
- Have a strong working relationship with Sales, Finance, Marketing and Clinical Support and Education departments.
- Build excellence in iTero roll out and implementation plans.
- Design and input into effective processes to enhance our finance, operations and business metrics to provide solid business support.
- Engaging external key organisations at all levels to align on strategic goals.
- Be willing to work on and/or lead several internal projects at any one time.
- Data analysis on each account to track performance and presentation of goal tracking via reporting to key accounts on a monthly basis.
- Planning and presenting reports on account progress, goals, and quarterly initiatives to share with the Leadership team.
- Oversee key account agreements, including renewal process and end-to-end management of contracts via Ariba (or applicable internal system).
Stakeholder collaboration
- Participate in regular meetings with the Enterprise team, including weekly team meetings, monthly planning calls and quarterly reviews.
- Conduct mid-month reviews and prepare performance information which will be distributed to the wider organisation (including but not limited to the leadership team).
- Co-travel with Enterprise Accounts team members.
- Collaboration with iTero team and education team to support action plan development for key accounts.
- Capture of call notes in SFDC, detailing activities completed with doctors/team members to allow transparency across stakeholders.
Infield execution
- Working with sales leadership team and sales enablement to ensure the development of appropriate sales training based on current business requirements.
- Executing Bespoke Agreements with key accounts.
- Ability to troubleshoot and objection handle across a broad range of topics, including pricing, profitability, workflow, lead generation
- Maintain dynamic approach to building key account pipeline.
- Work with Digital Workflow Adoption Managers to drive digital penetration across the group.
- Work closely with the sales team to effectively manage these accounts and increase growth and ‘Share of Chair.’
- Actively work cross functionally to leverage internal expertise on an ongoing basis.
- Conduct pre & post promotion evaluation to increase ROI.
- Analyse and prepare sales information for key accounts.
In this role, you’ll need …
- Tertiary qualifications in business, marketing, or healthcare related fields an advantage
- 5 + years technical sales experience in the orthodontic industry preferred
- Strong business acumen and industry knowledge
- Ability to demonstrate experience developing and successfully implementing strategy with customers and delivering growth sales plans
- Proven results of delivering client solutions and meeting sales goals
- Demonstrated success managing key accounts on a national level
- Familiarity with Salesforce CRM
- Advanced presentation skills + knowledge of Microsoft PowerPoint & Excel
- DISC certification is an advantage
- Excellent verbal and written communication skills
- Ability to digest complex information and build clear, implementable action plans
- Ability to engage stakeholders at all levels of an organisation
- Ability to work effectively and proactively within a team environment as well as on your own when required
- Willing to travel interstate as required to support the territory
