Vice President of Sales - Chronic Care

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.

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, 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 40-50% of time

Field Management

• 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

Administrative

• 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 a