Director, Sales Continence Care

Job Function Summary
The Director, Sales - Continence Care, is responsible for driving sales in the Continence Care business for US Chronic Care, including both product and service sales. Achievement is created through recruitment, development and management of sales professionals to meet the sales targets. The Director, Sales - Continence Care, will create and maintain a collaborative working environment for the sales force and work professionally with people at all levels within and outside the sales organization including marketing and business support teams. Managing compensation plans, implementing sales targets, and delivering on-going team training, the leader will provide regular communication to the sales force and our customers, in addition to providing regular updates to market and competitive developments. Translating sales strategy into actionable plans, the leader will also ensure clear direction for targeted call points, prioritized segments and coverage challenges.

Major Areas of Accountability

Customer Roles

• Develops key customer relationships through regular interaction, scheduled sales calls, industry events, and personal communication
• Supports and directs key selling opportunities, contracts, negotiations, pricing, and payer access to gain profitable sales in adherence with the Sales Plan
• Supports and models effective Team Selling within the product and service sales, specialty sales, marketing, and clinical selling teams
• Provides visible leadership to the sales team, working in the field with all levels of sales personnel and customers 40-50% of time
• Handles sales personnel and customer generated complaints and feedback as needed to ensure satisfaction and confidence with Coloplast products and service

Field Management

• Provides and manages direction to the sales force in line with the plans, to create sales throughout the entire organization which exceed the annual forecasted targets
• Recruits, hires, trains and maintains sales staff to ensure full, effective staffing, adequate geographic coverage and maximum sales productivity
• Ensures the effectiveness and productivity of the Field selling team through management of all direct reports, including Regional Managers, and cooperation with Marketing Directors, and other staff
• Maintains expected Regional Sales Managers' competencies for recruiting, hiring, training, directing and managing results toward the annual forecasted targets
• Creates, communicates, monitors and reinforces the selling direction and sales results to the Field Sales organization, consistent with the Sales Plan
• Develops and manages a competitive compensation plan
• Develops annual sales objectives and growth goals for the field sales force, including regional and territory sales quotas and ensures that objectives are consistent with the commission plan
• Delivers an annual commission plan and forecast to support all brands and market selling focus
• Manages an annual expense forecast to adequately support forecasted, defined selling positions and sales goal attainment
• Develops an annual sales plan to include staff deployment, territory assignments, customer coverage, key initiatives and training needs
• Creates, tracks and manages an annual sales incentive award program and periodic sales achievement recognitions and functions.
• Analyzes sales reports for trends, problems, opportunities, and provides direction or correction to ensure effective sales activity
• Manages sales force adherence to company policies and field sales standards
• Together with the VP Sales, manages the annual sales meeting, quarterly management meetings and Regional meetings
• Manages weekly field sales input to assess compliance with the Sales Plan, focus initiatives, and field selling activity standards
• Provides monthly management input for use by senior managers and regular unscheduled communication of sales developments and market and customer developments
• Directs and manages the sales/product training effort for the entire Sales subsidiary, with primary focus on the field sales forces
  
  

Administrative

• Works closely with Sales Support to ensure full communication of commission, compensation, and incentive plans and manage their administration of these plans
• Oversees and approves field expense budgets, expense reports, commission payments and field administration policies, procedures and communications
• Provides a monthly staffing status of all forecasted sales positions
• Produces a monthly report to the VP Sales via BPM process
• Produces sales reports and analysis to ensure selling plans are being adhered to and efforts and results are in line with expectations
• Maintains current job standards, job descriptions, work standards, as well as reporting and coaching tools
• Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.
• Other job duties as assigned

Basic Qualifications

• BA or BS degree
• 8+ years successful sales experience
• 5+ years of medical sales management experience with proven success
• Willingness and ability to travel, including overnight - 50% - 75% including trips to headquarters
• Employees must possess a valid driver's license, as driving will be required for this position

Preferred Qualifications

• Master's degree in Business Management or equivalent preferred
• Track record of successfully building long term relationships with customer business executives
• Ability to positively coach sales teams in a complex sales process and develop a Passion to Win
• Ability to adapt and willingness to change
• Strong business acumen and analytical skills
• Reporting, strategic planning and project management skills at account and regional level
• Strong knowledge of Continence Care products, with a preference for prior experience in Urology
• Strong knowledge of the US reimbursement landscape and understanding of billing practices
• Knowledge of current and new industry trends, technologies, competitors and place in the market
• Pro-active; high-performance and results orientation
• Ability to consistently work, manage and lead with ethical integrity
• Ability to nurture relationships with internal and external customers by consultative methods
• Excellent written and verbal communication skills with the ability to listen, articulate and advocate
• Proficient computer skills including MS Office Suite (Word, Excel and PowerPoint) and CRM databases

At Coloplast, we believe in recognizing and rewarding the contributions of our employees. Our total rewards package is designed to support your well-being, foster your professional growth, and ensure a healthy work-life balance. Here is some of what you can expect:

• Health and Wellness: Comprehensive medical, dental, and vision insurance plans to keep you and your family healthy. Plus, access to company sponsored wellness programs and mental health resources, paid leave of absence for qualifying events and generous paid parental leave for both birthing and non-birthing parents.
• Financial Security: A competitive 401(k) plan with company match that vest immediately, financial planning services to help you secure your future, and corporate discount programs for goods and services.
• Work-Life Balance: Generous paid time off, flexible work hours, and flexible work arrangement options to help you balance your personal and professional life may be available.
• Professional Development: Opportunities for continuous learning and career advancement through training programs, mentorship, and tuition reimbursement.
• Recognition and Rewards: Recognition programs to celebrate achievements and contributions, including peer recognition, bonuses, awards, and special events.
• Community and Culture: A supportive work environment where everyone feels valued, and has a sense of belonging. Participate in team-building activities, volunteer opportunities, and company-sponsored events. Sustainability strategy that outlines our ambitions for how to run our company in a more sustainable way.
• Competitive Compensation: The compensation range for this position is $213,300 - $293,300. Actual compensation is influenced by a variety of factors including but not limited to skills, experience, qualifications, and geographic location. Hired candidates may be eligible to receive additional compensation in the form of bonuses and/or incentives.

Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 16,000 people and with products available in more than 143 countries, we are one of the world s leading medical device companies. We are constantly growing our business and always looking for new ways to move forward - we explore, learn and look for new ways of doing things.

Visit us on Coloplast.com.

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Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.

Coloplast is committed to a policy of Equal Employment Opportunity (EEO) which means we employ and promote individuals based on their merits, regardless of race, color, religion, sex, national origin, age, disability, veteran status, pregnancy, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status, status with regards to public assistance or any other protected classification.

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