changing lives.
As
Associate Director, Enterprise Accountsyou will work in very close collaboration with the Sales and Marketing organisations and be responsible for the development and delivery of commercial strategies and initiatives that will drive sales within large accounts (DSO – Dental Service Organization – and Bespoke contract accounts). You will do this through Practice Development, Key Account Management, and Services initiatives.
This role will be based in Sydney reporting to the VP & Managing Director of ANZ.
Develop and implement strategy to drive growth
- Development of sales implementation plans, targets, and strategies of DSO business and the removal of obstacles to success
- Actively create new business models, identify opportunities, develop strategies, and provide informed recommendations for the company's strategies to grow this segment of accounts
- Work closely with APAC Regional DSO team to align on strategic direction and execution
Stakeholder Management and Partnership
- Establish strong relationships with existing and new DSO customers and accounts; maintain KOLs by establishing good relationships, develop end-to-end strategic program to drive adoption and growth; clear strategic direction and alignment between DSOs and Align Technology
- Establish strong relationships with key stakeholders in Bespoke accounts and ensure implementation of agreed strategy and objectives to drive business growth;
- Effectively communicate overall strategy, promotion plans, etc. with internal and external stakeholders
- Create and attend the regular management meetings with DSO/Bespoke customers to understand the customer needs, with clear alignment on next steps and action plans as needed.
Project Management and Event Management
- Effectively manage multi-faceted projects including design, communication and implementation of topics such as clinical education, training, pricing strategy and promotion policies etc. that will help us overdeliver results
- Design, communicate and implement impactful events based on customer needs to drive growth and adoption
Collaborate with cross-function teams to implement growth strategies and initiatives
- Work closely with internal stakeholders including sales, marketing, clinical, customer support and other functions to implement programs and strategies to grow DSO and Bespoke accounts
- Provide support to sales team regarding growth strategy, customer communications, event organizations etc. to ensure agreed strategy and actions with DSOs are implemented effectively at branch level
Responsible for Enterprise Accounts operating plan
- Achievement of quarterly and annual Operational Plan;
- Manage AR, implement and support development of overall business operation strategy; achieve AR target
People Management and Development
- Develop strong culture of teamwork and accountability, and provide regular updates to team members to create strong partnerships with Enterprise accounts
- Ensure team members have knowledge and skill sets required to win and deliver business objectives, including clinical and product knowledge, account management, relationship management, business planning, etc.
- Provide regular coaching—including in-field coaching—to team members for continuous improvement and development
- Manage performance of team and ensure team members deliver business results as required
Other Responsibilities:
- Provide all appropriate DSO and Bespoke account reporting to management team, including customer feedback and obvervations
- Acquire and maintain detailed knowledge of the company's products
- Keep abreast of what competitors are doing and share findings with sales and management team;
- Budget creation, management, analysis, and control of spend to ensure operations are within budget constraints.
- Adhere to all company policies, procedures and business ethics codes.
- Travel according to business needs
- Perform other duties as assigned.
In this role, you’ll need …
The Associate Director, Enterprise Accounts normally works within regular business hours although should expect some evening and weekend work plus considerable travel and overnight stays (up to 60% of the working week) dependent on geography and business requirements.
- 10+ years of commercial experience building strong networks with key accounts, ideally within healthcare industry
- Minimum of 3 years’ experience managing salaried direct reports.
- BS/BA required, preferably in healthcare, technology or business-related field.
- MBA strongly preferred
- Work experience in a medical device business a plus.
- Project management experience with cross-functional teams in a matrix environment highly desired
- High attention to detail and impeccable organisational skills
- Ability to build relationships and negotiate with CEOs / Heads of large group dental accounts
- Strong vision and purpose management to inspire and motivate.
- Analytical skills and thrive in a detail-oriented environment
- Excellent communicator, with focus on being concise, clear, with high impact focus
- Experience managing a P&L
- Ability to effectively manage multiple projects and workstreams at the same time
- Willing to travel and Australian drivers licence.
