Head of Channel & Health Systems

Job Function Summary

The Head of Channel and Health Systems is a critical role that will help drive the future growth of the Canadian organization.

The Head of Channel and Health Systems will build, develop, and lead a team of high-level professionals whose mission will be to increase the company’s footprint on national and regional distributors, key regional dealers, Shared Services Organizations and Group Purchasing Organizations. Achievement is created through team leadership and business management, which includes customer-oriented, and administrative duties and responsibilities. They will create and maintain a best of class working environment for the Key Account and Channel Sales force and work professionally with people at all levels within, and outside the organization.

The Head of Channel and Health Systems will lead and foster a performance-driven, collaborative team culture for the Key Account and Channel team and the extended cross-functional team of field sales, marketing, and Business Support, which includes contracts, pricing, finance, etc. The Head of Channel and Health Systems will develop and execute annual plans for large account management, provide frequent communication to the sales force, to our customers, and internal teams, and will offer internal input to market and competitive developments.

The ideal candidate will possess strong sales and people management skills along with a drive to achieve results. A track record of continuous learning, influencing and problem solving will be necessary to create a culture of true partnerships with customers. This will be expected to lead to achievement of goals around new customer relationships, increased share of business with existing customers, and stronger long term, profitable business with the top customers in the country.

Major Areas of Accountability

Major functions are described below. Other duties may be assigned.

• Builds and develops a strong performance-based culture and teamwork within Canada to drive commercial activities and market share growth
• Directs, leads, and manages the team to effectively communicate Coloplast brands value proposition
• Lead negotiation, pricing strategy of competitive tenders for Chronic Care and Wound and Skin Care divisions
• Builds a culture of cross-functional selling aimed at strategically growing National and Key Accounts, distributors, and key retail partners
• Provides visible leadership of the sales team, working in the field with all levels of sales personnel and customers
• Provides and manages direction in line with the plans, to create sales through the total organization which exceed the annual forecasted goal
• Ensures the effectiveness and productivity through management of all direct reports and in cooperation with the Canadian Leadership Team, Marketing, Sales, Contracts and Pricing, Commercial Excellence and other staff
• Builds and develops talent pipeline and sales competencies
• Develops, communicates, monitors, and reinforces the selling direction and sales results to the Channel and Health System organization, consistent with the Annual Business Plan
• Develops annual sales objectives, opportunity pipeline and growth goals for the field sales force, including sales quotas, and ensures that objectives are consistent with the commission plan
• Develops an annual sales commission plan and forecast to support all brands and market selling focus
• Develops an annual plan to include staff deployment, territory assignments, customer coverage, key initiatives and training needs
• Develops, tracks and manages an annual sales incentive award program, and periodic sales achievement recognitions and functions.
• 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.

Strategic Thinking

• Effectively develops innovative solutions that benefit the customer and Coloplast by synthesizing relevant Coloplast strategies with a solid understanding of the mission and market performance of the customers
• Leads team to develop account level strategies for large, complex customers. Holistic in nature, these account-level strategies require a thorough understanding of the Canadian Chronic and Wound & Skin Care business units strategy, key product level strategies, and of the broader Coloplast strategy.
• Lead the team to develop and maintain solid understanding of regional Health Systems and Decision Making processes
• Supports and models effective team and partnership selling within the sales and marketing organization

Collaborative Leadership

• Leads with a thorough understanding of contracts and pricing processes for external stakeholders within the Canadian market segments
• Collaborates with internal stakeholders and cross-functional leaders to ensure alignment on priorities, timelines, resources allocation and processes related to business opportunities
• Leads in a way that inspires people to achieve high ambitions and in alignment around a common goal
• Navigates the organization, builds trust and collaborates such that teams follow direction even without a direct reporting relationship
• Able to work in a highly collaborative work environment with both field sales/clinical teams and internal support teams such as Contracting, Logistics, Business Support Marketing, and Management.
• Must be visible within our workforce, and take the initiative to align all necessary parts of the organization

Basic Qualifications

• BA or BS degree
• 10+ years of selling within a complex sales environment, with a preference for National and/or Key Account experience.
• 5+ years in sales management or leading a multidisciplinary team in a healthcare environment
• Able to think strategically and synthesize multiple variables and needs into a clear solution or outcome
• Communicates with clarity, confidence and precision to audiences of all levels, internally and externally
• Demonstrates knowledge and track record of results in working with healthcare Supply Chain and Operations customers in healthcare organizations
• Demonstrates a strong track record of sales performance and people management
• Willingness and ability to travel approximately 30% - 40%
• Employees must possess a valid driver’s license, as driving will be required for this position 

Preferred Qualifications

• MBA
• Background or experience with process improvement methodologies such as LEAN or Six Sigma.
• Good understanding of procurement and clinical decision making in a matrix environment to include Value Based Purchasing and Strategic sourcing.