Practice Development Manager

Department: Sales

Location: APAC-Singapore

Description

ABOUT THIS ROLE...

The Practice Development Manager (PDM) will be responsible for managing all aspects of the assigned territory/accounts. The individual will establish account relationships and practice development, as well as proactively communicate with customers and potential prospects.

The PDM is a go-getter who is out in the field uncovering opportunities, customers and leads, and successfully closing the deal. He/she is ambitious, hungry for success, results-driven and has the passion to win and find ways to over-achieve business results.

Role & Responsibilities

Deliver Results

• Deliver Results - Achievement of Monthly, Quarterly and Annual Sales Targets, MBO, Operational Plan and Profitability Plan for Malaysia.
• Achieving sales force effectiveness within the assigned territory, including sales planning, coverage and effectiveness, sales messaging and ultimately co-creating value driven solution to the customer.
• Responsible for the working with assigned accounts and team within Align Technology (Invisalign Singapore), including direction, motivation and development of sales plans, targets, and strategies and the removal of obstacles to success.
• Provide all appropriate reporting to the Sales Manager including feedback from customers on a weekly and monthly report
• Responsible for the sales area as 'their business' and be willing to take responsibility for its planning and development in what is a high growth business.
• Work closely with local and regional colleagues as part of a high-performance team that is focused on driving growth, business outcomes and prioritises speed to execution.
• Acquire and maintain in-depth knowledge of the dental industry, category, competitive landscape and Align Technology's portfolio of products.
  
  

Drive the Best Outcomes

• Engage certified doctors and develop their potential for new cases; engage non-certified doctors and establish their potential as a new provider
• Build strong understanding of customers and clinic practice so as to support customers in their practice development and growth
• Work closely with Marketing to develop and implement sales and marketing strategies/activities, such as management of Strategic Accounts, opening of new accounts, assisting customers to achieve sales, supporting them in distribution and display objectives, social media activities, clinic event and Open Day
• Conduct data analysis, provide insights and discuss with manager to develop plan to support business and customers growth objective
• Conduct basic product and systems training, evaluate level of customers' product and systems knowledge via in-field assessment, as well as address or escalate internally customers' queries and issues
• Apply clinical knowledge and discuss clinical cases with customers if required
• Build strong ethical business relationships with customers to ensure usage of our products and gain greater market share by focusing high value activity and selling
• Participate in proactive team efforts to achieve departmental and Company goals, and comply with all policies, practices and procedures
• Work with the manager to set Operational plan for future periods
• Keep abreast of what competitors are doing and update market intelligence and pulses in the market
• Be responsible for all quality updates, records and customer product feedback
• Perform other duties as assigned
  
  

Qualification / Requirements

• Possess a Bachelor Degree or Diploma in business, marketing or a related science discipline
• Minimum 5 years of experiences in Sales or business development, with a proven sales track records and achievements
• 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 will be advantageous
• Excellent oral/written communication and presentation skills
• Strong influencing and negotiation skills
• Strong interpersonal skills and capabilities to interface effectively with all customer types
• Pride in excelling and a self-directed individual
• Possess a growth mindset, strong adaptability and learning agility
• Strong analytical, business planning and good territory planning skills
• Good business acumen and mindset, and customer centricity
  
  

Key Responsibilities

Role & Responsibilities

Deliver Results

• Deliver Results - Achievement of Monthly, Quarterly and Annual Sales Targets, MBO, Operational Plan and Profitability Plan for Malaysia.
• Achieving sales force effectiveness within the assigned territory, including sales planning, coverage and effectiveness, sales messaging and ultimately co-creating value driven solution to the customer.
• Responsible for the working with assigned accounts and team within Align Technology (Invisalign Singapore), including direction, motivation and development of sales plans, targets, and strategies and the removal of obstacles to success.
• Provide all appropriate reporting to the Sales Manager including feedback from customers on a weekly and monthly report
• Responsible for the sales area as 'their business' and be willing to take responsibility for its planning and development in what is a high growth business.
• Work closely with local and regional colleagues as part of a high-performance team that is focused on driving growth, business outcomes and prioritises speed to execution.
• Acquire and maintain in-depth knowledge of the dental industry, category, competitive landscape and Align Technology's portfolio of products.
  
  

Drive the Best Outcomes

• Engage certified doctors and develop their potential for new cases; engage non-certified doctors and establish their potential as a new provider
• Build strong understanding of customers and clinic practice so as to support customers in their practice development and growth
• Work closely with Marketing to develop and implement sales and marketing strategies/activities, such as management of Strategic Accounts, opening of new accounts, assisting customers to achieve sales, supporting them in distribution and display objectives, social media activities, clinic event and Open Day
• Conduct data analysis, provide insights and discuss with manager to develop plan to support business and customers growth objective
• Conduct basic product and systems training, evaluate level of customers' product and systems knowledge via in-field assessment, as well as address or escalate internally customers' queries and issues
• Apply clinical knowledge and discuss clinical cases with customers if required
• Build strong ethical business relationships with customers to ensure usage of our products and gain greater market share by focusing high value activity and selling
• Participate in proactive team efforts to achieve departmental and Company goals, and comply with all policies, practices and procedures
• Work with the manager to set Operational plan for future periods
• Keep abreast of what competitors are doing and update market intelligence and pulses in the market
• Be responsible for all quality updates, records and customer product feedback
• Perform other duties as assigned
  
  

Skills, Knowledge & Expertise

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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 are committed to building a workforce rich in diverse cultural backgrounds and life experiences, fostering a culture of open-mindedness and compassion. 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

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.