Associate Director, Practice Development (Alastin)

Galderma•Miami, FL

1d•$170,000 - $210,000•Remote

About The Position

As ALASTIN grows into new channels, it still recognizes the HCP and their office staff as critical stakeholders that seek support from the company on how to utilize and drive B2B and B2B2C success in their own practices and offices. Therefore, it’s imperative that the brand offer these HCP customers white-glove in-field marketing support from our field team beyond basic needs in a consistent, standardized format. We need to make sure there’s no gap between brand strategy and communication at a corporate level into the field- both for key offices and for our entire field team. This role will lead a team that upskills the field to be consistent, confident and competent when supporting their accounts. Position Summary The Director, Practice Development will serve as a leader in the field and lead a team of core liaisons between brand marketing and field implementation/roll out. This role is a support resource for our field and subsequently their HCP/practices. This team will prepare, teach and train our field how to effectively partner with their account to grow revenue using our resources for the most effective in-office event, digital and social selling.

Requirements

8+ years of relevant healthcare or practice development experience, preferably in Aesthetics, beauty and/or medical devices
Deep understanding of digital, mobile, and social platforms and engagement, including the use at a local practice level.
Deep understanding of practice economics, drivers, staffing and structure, patient activation and recruitment activities and financial levers to help aid in integration, adoption and practice profitability.
Excellent presentation skills and leadership presence
Strong data analytics and strategic thinking include understanding of true financial drivers and costs.
Close collaboration across marketing and sales teams, requiring sufficient presence in with the commercial team
Ability to work in a fast changing and dynamic environment, adaptable and flexible as the company and responsibilities ebb and grow
Travel to key industry & sales meetings as needed
Partner closely with internal cross-functional teams

Nice To Haves

Expertise in Customer and Physician insights and behaviors
Sales force support and professional/Consumer marketing a plus
Experience in in-office retail/active aesthetics license a bonus
In-field role so critical to travel up to 60% in order to see tools in use and assess opportunity.
Must be able to travel to in-office training sessions, sales meetings, trade shows, and corporate offices as necessary to meet the training objectives and business needs of account executives and accounts.

Responsibilities

Serving as the primary lead in the field to help our field team support their practices with marketing, and promotional efforts to drive deep adoption and growth of ALASTIN.
Serves as an in-field support and integrator by helping develop and train on templates, toolkits, resources to support practice development – so there is a standardized approach across all territories with some key on-demand customized support.
Support sales force to become the in-office practice development leader as it relates to Physician & Consumer loyalty, merchandising strategy and support – including helping to identify, review, recommend and help establish the services and offerings for patient loyalty and acquisition programs- including relevant consumer offerings and services to aid in patient acquisition and referral
This role will work in the field in helping our field team and key customers effectively pull through brand initiatives at the practice level, as well as laddering up key insights, programs and tools that may be valuable to implement and roll out broadly through the brand team. In addition, providing and assisting the field in Consumer activation, events, messaging, loyalty, and in-office pull through activities and other key Consumer or professional marketing or Professional Engagement development needs as appropriate especially in the early start-up and commercialization timeframe
This position will lead a national team and will have national responsibilities with a keen focus on high growth opportunity accounts, and accounts new to ALASTIN including ad-hoc direct account support as needed and as identified by the VP of sales, marketing, GM and the sales teams.
Practice Enablement: Create standard tools, templates, messaging for the field to use so all field team has a consistent and confident way to communicate on ALASTIN with accounts
This role will take the brand strategy and goals and translate that into materials, media and tools that the field can utilize with accounts to increase their sales opportunities
The role will not only identify what is needed because of their in-depth knowledge of what good looks like and what the field needs, they’ll also be the owner of the tool creation utilizing their cross-functional teams and resources to execute on materials
Training the field on HOW TO utilize pieces and being available for on-demand field training as needed
Must own materials through PRC, posting to resource hub and rolling out to the field
Ability to help train the field on how to be the best practice development partner- what to look for, how to help, what to offer
Aiding Practice Development and Growth Planning can include helping the field with:
Audit practices’ current skincare retail setup (placement, displays, sampling, pricing)
Recommend merchandising refresh or seasonal promotions
Create staff competition (ex-“Top RSN seller of the Month”)-launch staff contests, enhance engagement with Advantage and Aspire
Building a skincare business plan with each key account (goals, strategies, calendar)
AM to provide sell-through reports. Identify gaps in revenue and opportunities with underperforming SKUs, poor inventory, turnover
Coach owners on pricing, margins, and reordering habits
Suggest a refresh with new retail displays and ensure product visibility
Support practices with in-office promotions, email campaigns, and social media posts. Share Alastin marketing tools and help tailor them for the practice’s patient base.