Regional Sales Director (Interventional Urology - Endourology) - West


Los Angeles North, CA, US Phoenix, AZ, US Los Angeles South, CA, US

Job Family:  Sales
Country/Region:  United States


The Interventional Urology Regional Sales Director for Endourology is responsible for recruiting, coaching, developing, and managing a regional sales team.  The primary responsibilities will include developing and executing sales plans, strategies, and objectives. This position will help develop and grow the sales team through training, coaching and building rapport with key customers by communicating clear expectations to his or her team.


Major Areas of Accountability


  • Drives Results - Provides clear direction and defines priorities for the team; meets or exceeds organizational key performance indicators, sales targets and quotas for sales region; monitors account performance and redirects efforts when goals are not being met; champions change efforts to increase sales effectiveness; makes tough, pragmatic decisions when necessary.


  • Staffs and Develops Field Sales Teams - Accurately identifies the critical skills and knowledge required for successful job performance; staffs team with highly competent, experienced and ethical people; champions the promotion of the best contributors; aligns resources according to strategic objectives of the sales region; provides sales team of varying skill levels with the tools, assistance/ support, and leadership needed to do their jobs; consistently monitors staff performance; provides specific and constructive feedback; coaches staff in the development of their skills/ abilities/ knowledge; provides disciplinary actions as needed for non-performing staff.


  • Plans, Organizes and Administers Sales Region - Translates business strategies into clear objectives and tactics; creates realistic plans including budget, staffing and account responsibilities; has top line sales and bottom line profit responsibility for a sales region including operating income/expenses; plans, prepares and follows up on sales forecasts, budgets, AP activities and departments operating costs; anticipates problems and develops contingency plans; establishes and implements effective and efficient procedures for getting work done; reviews and updates sales databases on a regular basis; make recommendations on sales quotas for each sales representative.  Conforms with Coloplast Code of Conduct and all local Compliance Standards  Also, conforms with Coloplast Q/EHS Policy 


  • Builds Strategic Customer Relationships - Encourages sales team to build customer loyalty and multiple relationships within the customer’s organization; identifies strategic business opportunities; establishes effective relationships with key customers and employees externally and internally; puts a high priority on customer interests when making decisions; leads by example and responds quickly and competently to customer issues; continually searches for ways to improve customer service; develops own relationships with key customers to augment selling effort.


  • Motivates and Influences Others - Establishes high standards and challenging goals for the team and holds them accountable to achieving those goals; conveys trust in people’s competence to do their jobs; recognizes people for good performance; acknowledges and celebrates team accomplishments; acts as a liaison between the sales force and other functions in the organization including Marketing, Customer Service, Logistics and Commercial groups in order to develop appropriate product support, pricing, etc.;  influences and shapes the decisions of upper management; provides compelling rationale for ideas; works toward win/win solutions whenever possible.


  • Shapes Sales Strategy - Develops and implements sales plans and strategies for the assigned sales region consistent with the companies sales policies and sales service capacities through a deep understanding of the market; adapts sales channels as markets change; considers both global and local trends/ opportunities when establishing sales strategies; identifies creative opportunities to maintain the organization’s competitive edge; consistently monitors pricing strategy relative to market value of products and services; shapes decision making within the company through personal drive supported by strong logic and facts.


  • Healthcare Facility Interactions -- Interacts frequently with Health Care Professionals including surgeons, doctors, nurses, technicians, procurement, inventory control, administrative staff and related personnel.  Occasionally present during procedures and surgeries as requested/ required to assist healthcare professionals with Coloplast product related questions – interaction includes following operating room protocols, but does not include crossing the sterile field or patient interactions.  Conforms with all Healthcare Facility/ Operating Room compliance standards


  • Other duties may be assigned.


Basic Qualifications

  • BA or BS degree is preferred
  • 10+ years successful sales experience is required
  • 3+ years successful sales management experience is preferred
  • Urology background and/or medical device sales experience is preferred
  • Medical sales management experience with proven success is preferred
  • Willingness and ability to travel, including overnight, weekend and international -- 50% - 75%
  • Proficient computer skills including MS Office Suite (Word, Excel and PowerPoint) and CRM databases
  • Ability to positively coach sales teams
  • Strong emotional intelligence, business acumen and analytical skills
  • Knowledge of current and new industry trends, technologies, competitors and place in the market
  • Excellent written and verbal communication skills with the ability to listen, articulate and advocate
  • Demonstrates a continuous desire to understand, learn and implement industry best practices and trends.
  • Organizational and basic computer (spreadsheet, word processing) skills
  • Ability to adapt and willingness to change
  • Pro-active; high-performance and results orientation
  • Ability to consistently work, manage and lead with ethical integrity
  • Ability to nurture strong, positive and effective relationships with internal and external customers by consultative methods
  • Demonstrates both creative and critical thinking skills
  • Candidates must possess a valid driver’s license as driving is a requirement for this position.
  • Embraces cultural differences within a global organization
  • Personifies Coloplast Mission, Values and Vision as well as Coloplast Leadership Principals
  • Employees in this role are expected to meet healthcare customers in person at their facilities or healthcare systems; therefore, this will require completion of credentialing requirements that meet the access requirements of each healthcare facility or system
  • Employees must possess a valid driver’s license, as driving will be required for this position




Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 14,000 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.


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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.


Nearest Major Market: Los Angeles