Reporting to the SVP Chronic Care North America, this position is responsible for leading the Sales function for Coloplast’s Chronic Care Businesses in the US. The VP of Sales will create, maintain and lead a best in class working environment for the sales force and work professionally with people at all levels within and outside the organization. This role will provide regular communication with the sales force and our customers, in addition to offering internal input to the market and competitive developments.
Major Areas of Accountability
- Design, develop and execute sales strategies delivering on and exceeding the sales targets.
- Utilize sales insights, customer feedback and data analysis to continuously improve sales strategies and tactics for our products and services.
- Proactively identify and monitor sales trends and salesforce activity to develop strategies and plans to enable delivery of sales budgets across all product portfolios.
- Lead teams ensuring resource optimization to achieve or exceed sales targets across the diverse business channels of Ostomy, Continence and Bowel Management.
- Separate sales strategy development for each business channel while ensuring consistency of sales excellence across all sales team.
- Prepare and execute annual business plan for the sales organization.
- Work in partnership with US and global functions including Commercial Excellence, Payers and Trade, and Marketing to ensure an integrated approach.
- Work as integral member of the Senior Leadership Team; collaborate closely with Marketing, Business Support, Payers, Direct and IT.
- Ensure continuous improvement, control of sales processes and employee capabilities through LSS.
- Develop and support fair, consistent, and effective reward mechanisms (including variable incentive plans) to drive organisational growth targets.
- Recruit, coach, support, and develop employees and leaders while proactively managing succession to ensure we have a strong talent pipeline across the sales organization.
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- Develops key customer relationships through regular interaction, scheduled sales calls, industry events, and personal communication
- Supports and directs key selling opportunities, contracts, negotiations, pricing, to gain profitable sales in adherence with the Sales Action Plan
- Provides visible leadership to the sales team, working in the field with all levels of sales personnel and customers 4050% of time
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- Develop and manage 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
- Manages sales force adherence to company policies and field sales standards.
- Leads the annual sales meeting, quarterly management meetings and regional meetings
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- Works closely with Sales Support to ensure full communication of commission, compensation, and incentive plans and manage their administration of these plans
- Overseas and approves field expense budgets, expense reports, commission payments and field administration policies, procedures and communications
- Provides a monthly staffing status for all forecasted sales positions
- Produces a monthly report 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, and 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
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- Medical Device Sales background is required.
- Bachelor’s degree
- Minimum of 10 years multidisciplinary medical device sales experience including DME.
- Minimum of 5 years successful medical device sales management experience, leading senior level management, professionals and highly skilled employees across Acute, Extended and Home Care.
- Proactive style and a strategic business sense that will allow them to develop creditability across the org.
- Strong business acumen and analytical skills
- Proactive; highperformance and results orientation
- Ability to adapt and willingness to change through a growth mindset
- Ability to consistently work, manage and lead with ethical integrity
- Willingness and ability to travel, including overnight 50% 75% mostly within the US.
- Employees must possess a valid driver’s license, as driving will be required for this position
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- Master’s degree in business management or equivalent preferred
- Track record of successfully building longterm relationships with customer business executives
- Ability to positively coach sales teams in a complex sales process with an understanding of LSS continuous process improvement methodology
- Reporting, strategic planning and project management skills
- Knowledge of Continence Care or Ostomy products and industry
- 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
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- Proficient computer skills including MS Office Suite (Word, Excel & PowerPoint) and SalesForce.com
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- 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 nonbirthing 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.
- WorkLife 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 teambuilding activities, volunteer opportunities, and companysponsored 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 $280,000 $360,000. 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 andor incentives.
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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.
At Coloplast, we believe in recognizing and rewarding the contributions of our employees. Our total rewards package is designed to support your wellbeing, foster your professional growth, and ensure a healthy worklife balance. Here is some of what you can expect:
Preferred Qualifications
Basic Qualifications
Administrative
Field Management
Customer Roles
