Description
Join a team that is changing millions of lives.
Transforming smiles. Transforming lives. Transforming an industry.
Department: Sales
Location: APAC-Australia-Remote
Description
Join a team that is changing millions of lives.
Transforming smiles. Transforming lives. Transforming an industry.
At Align Technology, we believe a great smile can transform a person's life, so we create technology that gives people the confidence to take on whatever's next. We revolutionized the orthodontic industry with the introduction of the Invisalign system, and we have never lost sight of that spirit of innovation. Our teams are constantly pushing the boundaries of what's possible.
About This Opportunity
As an integral member of the Enterprise Accounts team, you will be responsible for managing the key Invisalign providers in close collaboration with the Practice Development Managers across both GP and Ortho channels. These providers are an integral part of the overall business and a critical element of our strategic initiatives.
You will work with the Director Enterprise Accounts and a cross-functional team of marketing, clinical and account administration colleagues 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. As a representative of Align Technology, you are instrumental in communicating with customers, internal teams and leaders.
This role is based in the Greater Melbourne area, Australia. The position reports to the Director, Enterprise Accounts, ANZ.
Role expectations
In this role, you will...
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.
* 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
* Generate long-term relationships with our key partners.
* 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 reports to key accounts on a monthly basis.
* Planning and presenting reports on account progress, goals, and quarterly initiatives to share with the Leadership team
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 PDMs and other 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.
* Maintain dynamic approach to building key account pipeline.
* Work with Associate 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.
* Analyze and prepare sales information for key accounts.
What We're Looking For In this role, you will have...
* 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
About Align Invisalign clear aligners, iTero Intraoral scanners, and OrthoCAD digital services that help dental professionals achieve the clinical results they expect and deliver effective, cutting-edge dental options to their patients. Applicant Privacy Policy Review our Applicant Privacy Policyfor additional information. Equal Opportunity Statement Align Technology is an equal opportunity employer. We are committed to providing equal employment opportunities in all our practices, without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, disability, sexual orientation, gender identity or expression, or any other legally protected category. Applicants must be legally authorized to work in the country for which they are applying, and employment eligibility will be verified as a condition of hire. #J-18808-Ljbffr