Senior Manager, Regional Field Sales - Southeast

Job Description

CooperVision, a division of CooperCompanies (NASDAQ:COO), is one of the world’s leading manufacturers of soft contact lenses. The Company produces a full array of daily disposable, two-week and monthly contact lenses, all featuring advanced materials and optics. CooperVision has a strong heritage of solving the toughest vision challenges such as astigmatism, presbyopia and childhood myopia; and offers the most complete collection of spherical, toric and multifocal products available. Through a combination of innovative products and focused practitioner support, the company brings a refreshing perspective to the marketplace, creating real advantages for customers and wearers. For more information, visit www.coopervision.com.

Job Summary:

Accountable for ensuring that the region attains sales and margin objectives for CVI products. Provides leadership to his/her region through teaching, developing, and directing a team of Sales Representatives (which can include Account Executives and Senior Account Executives), motivating this team to drive peak performance. This position also provides critical input to executive sales management for strategic business decisions for sales growth, product and promotional plans. Leads by example to create an environment of integrity, character, accountability and trust.

Responsibilities

• Meet and exceed regional sales and margin quota on a monthly basis.
• Recruit, hire, train, retain, develop and lead a high performing team of Account Executives. Provide timely coaching and guidance consistent with Account Executive performance criteria.
• Conduct routine co-travel coaching visits with each Sales Representative implementing the co-travel criteria to improve Account Executive skills through coaching and evaluation.
• Establish annual performance goals and objectives for each Sales Representative in line with corporate objectives.
• Identify and acknowledge individual strengths and developmental needs of each team member in the region.
• Continually train and improve skills of the Sales Representatives on sales technique, product knowledge and value-added tools; become adept at technology advantages of our portfolio.
• Complete a quarterly business review with each Sales Representative to determine the sales growth potential by territory, new business opportunities, risk accounts and overall plan of action for each territory.
• Analyze and review annual territory quotas and monitor each territory’s attainment to evaluate trends.
• Implement key performance indicators as measurement tools of progress for each Account Executive.
• Evaluate required promotional funds investments for each territory and analyze annual budgets to adequately manage required funds.
• Identify top accounts in each region, formulate plans for growth with each account and track their performance.
• Determine accounts that meet criteria for performance incentive programs and assess current accounts for continuation of existing performance incentive programs.
• Manage and analyze Contract Bid process to see if the request is applicable, move the business forward to meet contract bid growth attainment levels and ensure that the accounts adhere to the guidelines set forth by management.
• Analyze each territory to identify opportunities to grow business within the national account and distributor channel.
• Plan and conduct periodic regional meetings; prepare quarterly business reviews for executive sales management.
• Be well versed in CRM operation and report generation for analysis of territories and region.
  
  
  

Qualifications

Knowledge, Skills and Abilities:

• Leadership- Ability to identify key issues, motivate and empower others to address them in a way, which builds morale, generates ownership and commitment and harnesses energies and talents toward achieving common goals.
• Planning and Organizing- The ability to schedule and prioritize for self and/or others, to handle multiple activities, and to meet deadlines.
• Results Orientation- The ability to work toward outcomes and complete what one starts.
• Team Orientations- The ability to work collaboratively within a complex organization structure.
• Interpersonal Sensitivity- The ability and willingness to relate to the feelings and needs of others, and to convey interest and respect.
• Maturity- the willingness to be open and act responsibly when dealing with people and situations.
• People Development- The ability to recognize and promote personal development, as a key to meeting future business needs, and taking responsibility for the development of self and others.
• Microsoft Office Suite.
• CVI CRM system/On-Trac.
  
  
  

Work Environment:

• Remote home office environment.
• This position requires extensive travel in region as well as outside of region for meetings, trainings and conferences.
• This role requires incumbent to reside in the assigned geographic territory.
  
  
  

Experience:

• A minimum of 10 to 15 years’ experience, including management and direct sales experience, preferably in the healthcare/medical products/consumer products industries is required.
• The individual must clearly demonstrate management ability and must be computer literate.
  
  
  

Education:

• Bachelor’s degree required.
  
  
  

Affirmative Action/Equal Opportunity Employer. Minority/Female/Disability/Veteran