Regional Sales Director (Interventional Urology - Men's Health) - Northeast

The Interventional Urology Regional Sales Director 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 - Provide clear direction and defines priorities for the team; meet or exceed organizational key performance indicators, sales targets and quotas for sales region; monitor account performance and redirect efforts when goals are not being met; champion change efforts to increase sales effectiveness; make tough, pragmatic decisions when necessary.

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

• Plans, Organizes and Administers Sales Region - Translate business strategies into clear objectives and tactics; create realistic plans including budget, staffing and account responsibilities; have top line sales and bottom line profit responsibility for a sales region including operating income/expenses; plan, prepare and follow up on sales forecasts, budgets, AP activities and departments operating costs; anticipate problems and develop contingency plans; establish and implement effective and efficient procedures for getting work done; review and update sales databases on a regular basis; make recommendations on sales quotas for each sales representative. 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. Perform other duties as assigned

• Builds Strategic Customer Relationships - Encourage sales team to build customer loyalty and multiple relationships within the customer’s organization; identify strategic business opportunities; establish effective relationships with key customers and employees externally and internally; put a high priority on customer interests when making decisions; lead by example and respond quickly and competently to customer issues; continually search for ways to improve customer service; develop relationships with key customers to augment selling effort.

• Motivates and Influences Others - Establish high standards and challenging goals for the team and hold them accountable to achieving those goals; convey trust in people’s competence to do their jobs; recognize people for good performance; acknowledge and celebrate team accomplishments; act 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.;  influence and shape the decisions of upper management; provide compelling rationale for ideas; work toward win/win solutions whenever possible.

• Shapes Sales Strategy - Develop and implement 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; adapt sales channels as markets change; consider both global and local trends/ opportunities when establishing sales strategies; identify creative opportunities to maintain the organization’s competitive edge; consistently monitor pricing strategy relative to market value of products and services; shape decision making within the company through personal drive supported by strong logic and facts.

• Healthcare Facility Interactions -- Interact 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.  Conform with all Healthcare Facility/ Operating Room compliance standards

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
• Embraces cultural differences within a global organization
• Personifies Coloplast Mission, Values and Vision as well as Coloplast Leadership Principals