Area Sales Director

Scope: 

Responsible for the leadership growth and development of a multi-layer sales organization with an annual sales budget in excess of $300M. Includes sales and leadership oversight of 50-60 sales representatives and direct reports of a minimum of 7 Regional Senior Managers. Responsible for managing the activities of the field sales function and monitoring results to optimize the Areas contribution US Commercial performance. This role is a key member of the US Sales leadership team, will work with the Vice President US Field sales and other senior sales leaders to set the strategy and execute that for the US sales organization. Works cross functionally across Commercial Operations, Marketing, Finance, Human Resources and Supply Chain. Accountable for the success of one of  three geographical Sales regions in the US.

 

 

Job Summary:

Director Sales is responsible for the execution of specific sales strategies and the overall direction and management of all field sales activities, within a defined geographical area.  This role is accountable to meet or exceed sales revenue and profitability objectives.  The role involves managing a team of sales leaders and indirect management of field sales representatives.  The Director, Sales will be responsible for managing key customer relationships, developing high potential sales representatives and managers for advancement.  They will also be responsible for financial revenue and budget goals.  They will collaborate with other Director, Sales to maximize opportunities across the US.

 

It's highly beneficial if the Director of Sales is knowledgeable about the contact lens market and in the dynamics of the total vision care market. This position has a significant impact on sales revenue and market share of CVI products in a defined geography. 

Essential Functions & Accountabilities:

• Develops and executes comprehensive, analytical, fact based, plans to deliver market share, sales and P&L targets. Provides leadership and direction for annual business plans for field sales accounts within assigned region.
• Undertakes appropriate geographic and market analyses. Makes recommendations and takes action in areas such as target customer profiling, market segmentation, market share analysis, competitor analysis, pricing analysis, distribution analysis, product evaluation, promotion effectiveness, etc.
• Develops sales forecasts and business plans.
• Works closely with Vice President of Field US Sales and the US marketing organization to develop and execute programs and go to market strategies.
• Maintains key customer relationships and develop and implement strategies for expanding the customer base.   Assists with complex sales negotiations and helps close sales deals.
• Manages overall sales process and sets metrics for field sales operation.  Executes pricing policies, including volume discounts and terms and conditions for key customers and channel partners.
• Responsible for sound contract management within the field sales operation.
• Oversees the hiring and development of the sales organization.  Recruits, trains, develops and coaches direct reports. Heavily involved in recruiting field sales representatives within the regional area.
• Closely manages area Sales GS&A budgets including T&E, variable compensation programs, merit increases etc. consistent with corporate financial budgets.
• Work closely with executives in supporting departments to ensure consistent messaging and transparency across the organization:   Including, Finance, Accounting, HR, Marketing, National Accounts, Sales Administration.
• Work closely with and support Human Resources to manage all performance related issues.  Provide HR/Legal 360 degree visibility to all performance related issues, make recommendations based on performance history, and execute performance plans once HR/Legal have reviewed and approved. 
• Develop / maintain / update Sales Succession Planning to identify / develop high potential employees at all levels within the sales organization.  

Travel: 

• On average, 50% commercial, domestic US travel required – at times intensity may increase.
• Ability to travel commercially and internationally as required without restrictions 

Knowledge, Skills and Abilities:

• Demonstrated ability to develop and implement sales strategies that have met or exceeded planned objectives, across ge