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.
Ready to join us?   About this opportunity   As 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 that will drive sales within large accounts (DSO – Dental Service Organization – and Bespoke 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 a team of Corporate Account Managers (CAM) and Key Partnership Managers (KPM).
This role will be based in Sydney reporting to the VP & Managing Director ANZ.
In this role, you will…   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 suggestions for the company's strategies to grow this segment of accounts; Work closely with APAC DSO to align on strategic direction and execution Stakeholder Management and Partnership Establish a strong relationship with existing and new customers for DSO; maintain KOLs by establish good cooperation relationship, develop strategic program to drive adoption and growth.
Ensure a common strategic direction between DSO and Align Technology; Establish strong relationship with key stakeholders in Bespoke accounts and ensure implementation of agreed strategy and objectives Effectively communicate the strategy, promotion plans etc.
with different stakeholders from customer side; Create and attend the regular management meetings with DSO/Bespoke customers to understand the customer needs, have clear alignment after each meeting and conduct corresponding action plans if needed;   Project Management and Event Management Act as project manager to design, communicate and implement topics like clinical education, pricing strategy and promotion policies etc.
that will help us achieve the expected results; Design, communicate and implement events based on customer needs to drive growth and adoption Collaborate with cross function teams on implementation of growth strategy Closely working with sales, marketing, clinical, customer support and other functions to implement program and strategy 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.
Be responsible for Enterprise Accounts operating plan Achievement of quarterly and annual Operational Plan; Manage AR, implement and support in making the company operation strategy; achieving AR target People Management and Development Develop teamwork and provide regular updates to team members to be able to create strong partnership with Enterprise accounts Ensure team members have skill sets required to win and deliver business objectives; clinical and product knowledge, account management, relationship management and etc.
Provide regular coaching including in field coaching to team members to continuous develop team members Manage performance of team and ensure team members deliver business results as required Other Responsibilities.
Provide all appropriate DSO reporting to management team, including feedbacks from customers; Acquire and maintain detailed knowledge of the company's products; Keep abreast of what competitors are doing and share to sales and management team; Involve in budget making, analysis and control the expense within budget.
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 dependent on geography and business requirements, up to 50% of the working week.
10+ years of commercial experience building strong networks with key accounts, ideally within healthcare industry Minimum of 3 years’ experience managing salaried direct reports.
Work experience in a medical device business a plus.
Project management experience with cross-functional teams in a matrix environment highly desired 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 P&L To be able to project manage and handle multiple projects at a time BS/BA required, preferably in healthcare, technology or business-related field.
MBA strongly preferred 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 Align       Align 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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Please review our  Applicant Privacy Policies   for additional information.
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 Statement It 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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