Key Account Manager, DSO SG+

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?

Key Account Manager is responsible for managing the overall business with DSO’s (Dental Service Organization) Dental Chains in SG +. The person will be responsible for formulating the long-term strategy for DSO’s in line with the company’s strategic objectives and for delivering the annual operational plans & targets.

To achieve the above, the person will be accountable for creating detailed DSO plans that include but are not limited to; Financial targets, building & establishing strong relationships with key stakeholders within the DSO, supporting the educational pathways, process changes, forecasting etc.

Key Responsibilities

• Financial

• Responsible for formulating and implementing sales strategies to ensure that profitable sales volume and strategic objective targets are met for the assigned DSO.

• Responsible for regularly follow ups with the respective stakeholders regarding orders and timely collections of accounts receivables

• To ensure order to payment cycle is in place as per company policy

• Customer

• Responsible for driving regional growth initiatives, strategic partnerships, DSO development and cross-market commercial execution

• Ensures alignment of growth programs, best practice sharing, and execution consistency across all four markets

• Will own the overall relationship with the DSO

• Identify and create customized knowledge pathways for the DSO to create a win-win for both DSO and Invisalign

• Maintain knowledge and awareness of competing products/services, discounting, and pricing structures

• Maintain data and information relevant to key accounts for the purpose of conducting analyses that influence account-specific decision making.

• Responsible for identifying and onboarding new DSO’s for future growth

• Process

• Be the single point of contact for all customer-related issues.

• Ensure processes are in place to deliver on commitments to the DSO’s.

• Stakeholder

• Work closely with the sales, marketing, finance and customer support teams to ensure the end-to-end objectives are met

• To analyze market requirements, strategies and formulate annual sales plan with stake holder for the region

• To explore the market, identify customers and promote the products through individual detailing audio-visual presentations and workshops and to manage local sales & marketing (overall business development) for our brands

• To partner with cross functional stake holders for achieving business targets

• To identify current market trends including market information to facilitate tender business

• Co-ordinate with the regional liasoning agencies to ensure the timely participation in relevant key opinion leaders

• Identify and develop institutional business in corporate hospitals, liaise with sales team to generate demand in institutions and to facilitate liquidation of stocks, demonstrate strong problem solving and decision-making skills in relation to various customer needs and interest.

Skills, Knowledge & Expertise

• To perform this job successfully, the individual must have mastered the skill set of a Territory Manager. The requirements listed below are representative of the knowledge, skill, and/or ability required.
• Strong analytical and business planning skills
• High integrity
• Demonstrated leadership
• Track record of coaching/developing Sales Representatives
• Capacity to execute marketing plans
• Capacity to manage budgets and expenses
• Excellent written and verbal communication skills to diverse customer audiences.
• Strong capabilities to interface effectively with all customer types
• Ability to function effectively in a high-performance team

EDUCATION and/or EXPERIENCE:

• BDS/BBA/MBA preferred and/or equivalent experience.
• Minimum of 6 years of experience into similar role or sales
• Additionally, A degree in sales, marketing or a related science discipline would be an advantage.
• medical, orthodontic, and/or dental sales and/or marketing experience preferred
• alternatively, background as dental therapist/hygienist and acquired valuable knowledge of the industry and its products
• Can do attitude to drive Revenue for the respective Territory
• Excellent oral and written communication skills
• Pride in excelling and self-directed individual.
• Fluency in English
• Computer knowledge is required.