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 the