Associate Director, Enterprise Accounts, Anz

Join a team that is changing millions of lives. Transforming smiles, changing lives.
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 diverse and collaborative teams are constantly pushing the boundaries of what's possible.
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About this opportunityAs Associate Director, Enterprise Accounts, you 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.
The Associate Director, Enterprise Accounts will accomplish this through the leadership, management, extensive support, and development of our team of Corporate Account Managers (CAM) and Key Partnership Managers (KPM). This role will be based in Sydney reporting to the VP & Managing Director of ANZ.
In this role, you will…Develop and implement strategy to drive growthDevelopment 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 PartnershipEstablish 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 ManagementEffectively 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 initiativesWork 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 planAchievement of quarterly and annual Operational Plan.Manage AR, implement and support development of overall business operation strategy; achieve AR target.People Management and DevelopmentDevelop 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 observations.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 …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.Sound like a good fit?Great Click the "Apply" link to let us know you are interested. Not the right fit? Don't worry, Align is quickly growing so we are creating more opportunities to expand our Align family. Please consider joining our Talent Network to receive notifications about future jobs or sharing this opportunity with others in your network.
About AlignAlign Technology is a publicly traded medical device company that is transforming smiles and changing lives. Our global team of talented employees develop innovative technology, tools and treatment options to help dental professionals worldwide achieve the clinical results they expect. Our digital ecosystem combines the power of technology to create beautiful smiles through the integration of AI and machine learning, digital imaging and visualization, biomechanics and material science to develop the Invisalign system, the most advanced clear aligner system in the world; iTero Intraoral Scanners and OrthoCAD digital services. Did you know? Align is the world's largest manufacturer of custom 3D-printed materials.
By joining Align, you will be part of a global, fast-growing company in one of the most dynamic industries. Great people, innovative technologies, and meaningful work – these are just some of the things employees say make Align Technology a great place to work.
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Global Diversity Statement:At Align, we believe in the power of a smile, and we know that every smile is as unique as our employees. As we grow, we will continue building a workforce of diverse cultural backgrounds and life experiences and fostering a culture of open-mindedness and compassion for all our employees. We live our company values by promoting healthy people and healthy communities. All with the intent of changing millions of lives, one unique smile at a time.
Equal Opportunity StatementIt is our policy to provide equal employment opportunity in all of our employment practices without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, individuals with disabilities, sexual orientation or gender identity or expression or any other legally protected category. Applicants for positions with Align must be legally authorized to work in the country which they are applying for and verification of employment eligibility will be required as a condition of hire.
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