Job Description
Job type
Full-time
Shift and schedule
Weekend availability
Evenings as needed
Location
Naremburn NSW 2065
Benefits
Pulled from the full job description
Employee discount
Full job description
Description
About this opportunity
Managing a large sales area for Align Technology, the State Manager will be responsible for applying clinical, analytical, economic and market knowledge and skills to develop strategies that drive the business performance across both the Orthodontic and GP channels.
Leading a team of Practice Development Managers, the State Manager’s core focus will be to achieve the operational plan in line with company and market specific strategic objectives. This will be achieved through creating a collaborative team environment, comprehensive business planning that is engaged to execute effectively to deliver on key performance metrics.
The State Manager will need to demonstrate strong leadership and collaboration capabilities to drive success in their geographical segments, lines of business and through the team. They will also need to effectively time manage to ensure that all administration requirements in line with this role are met accordingly, whilst providing the necessary coaching and support.
Role expectations
In this role, you will…
Team Management & Leadership
Lead, manage and guide a team of Practice Development Managers across both GP and Ortho channels
Leveraging the APAC Sales Competency framework to coach and build a team that is actively engaged with the vision and effective in achieving it
Deliver feedback and coach team members through regular 1:1s and GROW check-ins, for continuous improvement, delivery of results and to achieve career development goals
Build and develop a sales team that are able to deliver in a highly competitive landscape
Recruits and hires effectively to build a high-performing team
Strategically evaluating talent within the team and develop plans for succession management and retention
Demonstrates the required sense of urgency, acting with consideration of time and making decisions that keeps processes moving forward at the appropriate pace
Evaluation and coaching of PDMs through co-travel observations, frequent feedback and the analysis of data
Evaluate levels of customer, product, clinical and systems knowledge via in-field assessment
Ensure accountability of all sales KPIs & delivery of key strategic initiatives
Role model ACA values to embed positive behaviour and alignment to organizational culture
Sales Management – GP & Ortho
Develop and execute comprehensive business plans through the broader sales strategy, tailored to the defined geographic location for both GP (general practitioner dentists) and Orthodontic channels for both Invisalign.
Develop strong relationships with key customers within both the GP and Ortho channels with the ability to differentiate the needs of customer segment
Strong collaboration and team execution to deliver iTero objectives and targets
Embed “the ways of working” in ANZ leading for close collaboration across functions delivering exceptional results
Spend considerable time in field with customers to understand their business & challenges and proactive communication to drive business partnership
Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary teams and stakeholders within the business
Delivery of sales effectiveness by ensuring that the PDMs are proactively planning and managing accounts in their assigned territory via Insight and SFDC on a daily basis
Ensure PDMs identify strategic targets with specific action plans depending on customer type, goals for the customer and objectives of the business in ANZ
Identify and resolve customer issues and concerns when required in a timely manner
Adherence with company policies and SOPs to ensure compliance including but not limited to promotional activity, credit procedures, interactions with healthcare professionals’ guidelines and travel & expense policies.
Effectively able to manage a state-based P&L along with providing monthly business P&L reviews.
Collaborate with marketing to position products effectively, optimizing for regional demand.
Monitor and address customer feedback, working closely with the leadership team to enhance product offerings based on consumer insights.
Deliverables and Key Performance Indicators
Ensures the effective fulfillment of objectives and deadlines assigned on an individual and team basis
Ensure effective business planning and accountable ways of working where deadlines are achieved
Active implementation of Align product innovations and programs both internally with team and externally with customers
Provide all appropriate reporting to the Sales Director, including feedback from customers and PDMs
Adherence to agreed team KPIs
Report back to Sales Director with all assigned reports in a timely and accurate manner
Participate in proactive team efforts to achieve departmental and company goals
Perform other duties as assigned
Comply with all policies, practices and procedures
Support and Training
Maintain a personal level of product knowledge and competence in dental / orthodontics including a thorough understanding of Align Digital Platform
Maintain a high personal level of wider industry and business knowledge
Active participation in Align ANZ Sales and Clinical Training
Supporting the implementation of Align’s Customer Education Pathway
Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals/KPIs
What we're looking for
In this role, you’ll need …
The State Manager 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.
EDUCATION and/or EXPERIENCE
Experience within medical device or healthcare sales is essential, with experience within the dental or orthodontic industry advantageous.
Significant leadership and people management experience to drive team engagement and performance
Strong sales management experience is required with successful demonstration of leading a team of sales professionals to achieve KPIs
Education to degree level and/or equivalent experience.
Proven and sustained track record of on-target/above achievement as both a sales person and sales manager
High level of business acumen including financial acumen and data analytics to drive decision-making
Strong budget management experience
Strong business planning capability including product launch, area sales planning and forecasting requirements
Natural ability to spot business opportunities and to persuade and influence others
Advanced presentation and negotiation skills. Maintaining a professional appearance and providing a positive company image to the public.
Excellent oral and written communication skills
Ability to work independently and as part of a team with a high level of time management skills
Pride in excelling and self-directed individual
Digital savviness, working proficiently across MS Office suite and CRM tools.
Full, clean driving license
About Align Technology
Your growth and well-being:
At Align, every smile matters. We’re committed to helping you thrive by supporting the health, growth, and well-being of our team members through a variety of tools and programs. While specific offerings may vary by location and role, Align employees can typically expect:
Health and well-being programs to keep you thriving in both body and mind.
Employee-exclusive discounts on Invisalign products.
Learning opportunities through online learning resources and support for your individual development plans.
Inclusive, global workplace that fosters collaboration, recognition and belonging.
Country and/or role specific details will be shared with you by your recruiter during the interview process.
Discover Align:
We are a global community of game-changers and smart team players, united by our belief in the power of a smile. Our dynamic team of exceptional employees is dedicated to transforming the industry and creating extraordinary outcomes every day.
Align’s core values of agility, customer, and accountability are more than words to work by, they are words we live by. The actions we take every day speak to who we are as a company and our focus on being truly impactful. We celebrate our differences, and the many ways we support one another— ultimately creating a more inclusive organization and world as we continue transforming smiles and changing lives.
We foster a culture where thinking differently and seeking new experiences are not just encouraged but celebrated. With the Align Mindset, we empower each other, ensuring every voice is heard and valued in an inclusive environment that inspires creativity and collaboration.
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.
As part of our commitment to innovation, Align Technology includes exocad and Cubicure, companies that enhance our offerings and extend our impact to industry transformation.
Eager to learn how we embrace our global differences and nurture employee well-being?
Explore Align's culture here!
Want to discover more about exocad and Cubicure? Click on their names for additional information.
Applicant Privacy Policy:
Review our Applicant Privacy Policy for 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, ****** 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.
Full-time
Shift and schedule
Weekend availability
Evenings as needed
Location
Naremburn NSW 2065
Benefits
Pulled from the full job description
Employee discount
Full job description
Description
About this opportunity
Managing a large sales area for Align Technology, the State Manager will be responsible for applying clinical, analytical, economic and market knowledge and skills to develop strategies that drive the business performance across both the Orthodontic and GP channels.
Leading a team of Practice Development Managers, the State Manager’s core focus will be to achieve the operational plan in line with company and market specific strategic objectives. This will be achieved through creating a collaborative team environment, comprehensive business planning that is engaged to execute effectively to deliver on key performance metrics.
The State Manager will need to demonstrate strong leadership and collaboration capabilities to drive success in their geographical segments, lines of business and through the team. They will also need to effectively time manage to ensure that all administration requirements in line with this role are met accordingly, whilst providing the necessary coaching and support.
Role expectations
In this role, you will…
Team Management & Leadership
Lead, manage and guide a team of Practice Development Managers across both GP and Ortho channels
Leveraging the APAC Sales Competency framework to coach and build a team that is actively engaged with the vision and effective in achieving it
Deliver feedback and coach team members through regular 1:1s and GROW check-ins, for continuous improvement, delivery of results and to achieve career development goals
Build and develop a sales team that are able to deliver in a highly competitive landscape
Recruits and hires effectively to build a high-performing team
Strategically evaluating talent within the team and develop plans for succession management and retention
Demonstrates the required sense of urgency, acting with consideration of time and making decisions that keeps processes moving forward at the appropriate pace
Evaluation and coaching of PDMs through co-travel observations, frequent feedback and the analysis of data
Evaluate levels of customer, product, clinical and systems knowledge via in-field assessment
Ensure accountability of all sales KPIs & delivery of key strategic initiatives
Role model ACA values to embed positive behaviour and alignment to organizational culture
Sales Management – GP & Ortho
Develop and execute comprehensive business plans through the broader sales strategy, tailored to the defined geographic location for both GP (general practitioner dentists) and Orthodontic channels for both Invisalign.
Develop strong relationships with key customers within both the GP and Ortho channels with the ability to differentiate the needs of customer segment
Strong collaboration and team execution to deliver iTero objectives and targets
Embed “the ways of working” in ANZ leading for close collaboration across functions delivering exceptional results
Spend considerable time in field with customers to understand their business & challenges and proactive communication to drive business partnership
Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary teams and stakeholders within the business
Delivery of sales effectiveness by ensuring that the PDMs are proactively planning and managing accounts in their assigned territory via Insight and SFDC on a daily basis
Ensure PDMs identify strategic targets with specific action plans depending on customer type, goals for the customer and objectives of the business in ANZ
Identify and resolve customer issues and concerns when required in a timely manner
Adherence with company policies and SOPs to ensure compliance including but not limited to promotional activity, credit procedures, interactions with healthcare professionals’ guidelines and travel & expense policies.
Effectively able to manage a state-based P&L along with providing monthly business P&L reviews.
Collaborate with marketing to position products effectively, optimizing for regional demand.
Monitor and address customer feedback, working closely with the leadership team to enhance product offerings based on consumer insights.
Deliverables and Key Performance Indicators
Ensures the effective fulfillment of objectives and deadlines assigned on an individual and team basis
Ensure effective business planning and accountable ways of working where deadlines are achieved
Active implementation of Align product innovations and programs both internally with team and externally with customers
Provide all appropriate reporting to the Sales Director, including feedback from customers and PDMs
Adherence to agreed team KPIs
Report back to Sales Director with all assigned reports in a timely and accurate manner
Participate in proactive team efforts to achieve departmental and company goals
Perform other duties as assigned
Comply with all policies, practices and procedures
Support and Training
Maintain a personal level of product knowledge and competence in dental / orthodontics including a thorough understanding of Align Digital Platform
Maintain a high personal level of wider industry and business knowledge
Active participation in Align ANZ Sales and Clinical Training
Supporting the implementation of Align’s Customer Education Pathway
Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals/KPIs
What we're looking for
In this role, you’ll need …
The State Manager 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.
EDUCATION and/or EXPERIENCE
Experience within medical device or healthcare sales is essential, with experience within the dental or orthodontic industry advantageous.
Significant leadership and people management experience to drive team engagement and performance
Strong sales management experience is required with successful demonstration of leading a team of sales professionals to achieve KPIs
Education to degree level and/or equivalent experience.
Proven and sustained track record of on-target/above achievement as both a sales person and sales manager
High level of business acumen including financial acumen and data analytics to drive decision-making
Strong budget management experience
Strong business planning capability including product launch, area sales planning and forecasting requirements
Natural ability to spot business opportunities and to persuade and influence others
Advanced presentation and negotiation skills. Maintaining a professional appearance and providing a positive company image to the public.
Excellent oral and written communication skills
Ability to work independently and as part of a team with a high level of time management skills
Pride in excelling and self-directed individual
Digital savviness, working proficiently across MS Office suite and CRM tools.
Full, clean driving license
About Align Technology
Your growth and well-being:
At Align, every smile matters. We’re committed to helping you thrive by supporting the health, growth, and well-being of our team members through a variety of tools and programs. While specific offerings may vary by location and role, Align employees can typically expect:
Health and well-being programs to keep you thriving in both body and mind.
Employee-exclusive discounts on Invisalign products.
Learning opportunities through online learning resources and support for your individual development plans.
Inclusive, global workplace that fosters collaboration, recognition and belonging.
Country and/or role specific details will be shared with you by your recruiter during the interview process.
Discover Align:
We are a global community of game-changers and smart team players, united by our belief in the power of a smile. Our dynamic team of exceptional employees is dedicated to transforming the industry and creating extraordinary outcomes every day.
Align’s core values of agility, customer, and accountability are more than words to work by, they are words we live by. The actions we take every day speak to who we are as a company and our focus on being truly impactful. We celebrate our differences, and the many ways we support one another— ultimately creating a more inclusive organization and world as we continue transforming smiles and changing lives.
We foster a culture where thinking differently and seeking new experiences are not just encouraged but celebrated. With the Align Mindset, we empower each other, ensuring every voice is heard and valued in an inclusive environment that inspires creativity and collaboration.
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.
As part of our commitment to innovation, Align Technology includes exocad and Cubicure, companies that enhance our offerings and extend our impact to industry transformation.
Eager to learn how we embrace our global differences and nurture employee well-being?
Explore Align's culture here!
Want to discover more about exocad and Cubicure? Click on their names for additional information.
Applicant Privacy Policy:
Review our Applicant Privacy Policy for 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, ****** 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.
💡 Quick Summary
Seeking a career-building opportunity? The State Manager position is now open for candidates interested in the Admin Executive sector. This role in Naremburn offers a professional environment and growth potential.
Requirement Snapshot: Candidates should possess basic communication skills, a proactive attitude, and the ability to work in a team. Experience in Admin Executive is a plus.
