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Head of Channel

2 months ago

Oakville, Ontario, Canada Coloplast AS Full time

Seeking a seasoned sales leader to drive growth and expansion in the Canadian market, leveraging strong relationships with national and regional distributors, key account managers, and healthcare professionals.

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

Key responsibilities include:

  • Building and developing a strong performance-based culture and teamwork within Canada to drive commercial activities and market share growth
  • Directing, leading, and managing the team to effectively communicate Coloplast brands value proposition
  • Leading negotiation, pricing strategy of competitive tenders for Chronic Care and Wound and Skin Care divisions
  • Building a culture of cross-functional selling aimed at strategically growing National and Key Accounts, distributors, and key retail partners
  • Providing visible leadership of the sales team, working in the field with all levels of sales personnel and customers
  • Ensuring 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
  • Building and developing talent pipeline and sales competencies
  • Developing, communicating, monitoring, and reinforcing the selling direction and sales results to the Channel and Health System organization, consistent with the Annual Business Plan
  • Developing 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
  • Developing an annual sales commission plan and forecast to support all brands and market selling focus
  • Developing an annual plan to include staff deployment, territory assignments, customer coverage, key initiatives and training needs
  • Developing, tracking and managing an annual sales incentive award program, and periodic sales achievement recognitions and functions

Key qualifications include:

  • 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%

About Coloplast:

Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 16,000 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.