Associate Director, Practice Development (Alastin)

Galderma is the emerging pure-play dermatology category leader, present in approximately 90 countries. We deliver an innovative, science-based portfolio of premium flagship brands and services that span the full spectrum of the fast-growing dermatology market through Injectable Aesthetics, Dermatological Skincare and Therapeutic Dermatology. Since our foundation in 1981, we have dedicated our focus and passion to the human body's largest organ - the skin - meeting individual consumer and patient needs with superior outcomes in partnership with healthcare professionals. Because we understand that the skin, we are in shapes our lives, we are advancing dermatology for every skin story.

We look for people who focus on getting results, embrace learning and bring a positive energy. They must combine initiative with a sense of teamwork and collaboration. Above all, they must be passionate about doing something meaningful for consumers, patients, and the healthcare professionals we serve every day. We aim to empower each employee and promote their personal growth while ensuring business needs are met now and into the future. Across our company, we embrace diversity and respect the dignity, privacy, and personal rights of every employee.

At Galderma, we actively give our teams reasons to believe in our bold ambition to become the leading dermatology company in the world. With us, you have the ultimate opportunity to gain new and challenging work experiences and create an unparalleled, direct impact.

Title: Associate Director, Practice Development

Location: Remote US

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.

Key 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.

Key Support Tasks:

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.

ROLE KPIS:

• Field library of tools- monitor and survey field utilization and feedback
• Field tool effectiveness and field confidence
• Microsite usage and effectiveness
• Account growth $

Preferred Skills and Qualifications:

• 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.
• 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.
• 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

Position is commensurate with experience.

About the Compensation:

The base salary range for this role is determined based on several factors. These include but are not limited to job accountabilities; skill sets; experience and training; certifications; work location; competitive market rates and other business needs. At Galderma, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on a unique combination of factors for each role. A reasonable estimate of the hiring range for this role is $170,000 - $210,000.

In addition to base salary, we provide an opportunity to participate in an annual short-term incentive program that is based on corporate performance with a multiplier focused on individual performance. We offer a competitive and comprehensive benefits program including health insurance, 401(k) plan with employer match, a generous paid time off policy, hybrid work schedules and more.

What we offer in return

You will be working for an organization that embraces diversity & inclusion and believe we will deliver better outcomes by reflecting the perspectives of our diverse customer base. You will also have access to a range of company benefits, including a competitive wage with shift differential, annual bonus opportunities and career advancement and cross-training.

Next Steps

• If your profile is a match, we will invite you for a first virtual conversation with the recruiter.
• The next step is a virtual conversation with the hiring manager
• The final step is a panel conversation with the extended team

Our people make a difference

At Galderma, you’ll work with people who are like you. And people that are different. We value what every member of our team brings. Professionalism, collaboration, and a friendly, supportive ethos is the perfect environment for people to thrive and excel in what they do.

Employer’s Rights:

This job description does not list all the duties of the job. You may be asked by your supervisors or managers to perform other duties. You will be evaluated in part based on your performance of the tasks listed in this job description. The employer has the right to revise this job description at any time. This job description is not an employment contract, and either you or the employer may terminate employment at any time, for any reason. In addition, reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.