Director, Sales

3 weeks ago

Laval, Canada Bausch + Lomb Full time
Bausch + Lomb (NYSE/TSX: BLCO) is a leading global eye health company dedicated to protecting and enhancing the gift of sight for millions of people around the world from the moment of birth through every phase of life. Our mission is simple, yet powerful: helping you see better, to live better.

Our comprehensive portfolio of over 400 products is fully integrated and built to serve our customers across the full spectrum of their eye health needs throughout their lives. Our iconic brand is built on the deep trust and loyalty of our customers established over our 170-year history. We have a significant global research, development, manufacturing, and commercial footprint of approximately 13,000 employees and a presence in approximately 100 countries, extending our reach to billions of potential customers across the globe.

Position Title: Business Unit Director, Surgical

Reports to (title): VP/GM North America Surgical

Location: Vaughan, Ontario

The Role:
Reporting into the VP/GM North America Surgical, as the Surgical Business Unit Director you will develop and execute a strategic and comprehensive business plan for Canada, including identifying core customers, your team's strengths and weaknesses as well as your growth opportunities. You will teach and lead your team to understand sales and marketing execution and respective strategies that drive desired business results, customer loyalty, a high-performance organization, and alignment. You will take full responsibility for the region's accurate forecasting (sales, EBITA, and supply demand), regular quarterly revenue and EBITA delivery, and facilitation of sales enablement and the implementation of approved annual business plans. You will work with your team to develop annual and long-term business plans, sales and marketing strategies to drive revenue and EBITA growth in the region. Furthermore, you’ll engage and work closely with functional partners, accessing resources within International and U.S Bausch+Lomb Surgical and Bausch Health Corporate to gain alignment and support on specific opportunities, with the goal of building alignment, prioritization, and enough capacity to meet customer demands and deliver on our short-term and long-term business objectives.

Primary Responsibilities:
  1. Develop and implement annual and long-term business plans with comprehensive sales and marketing strategies.
  2. Achieve monthly, quarterly, and annual sales and EBITA forecasting accuracy.
  3. Implement and monitor monthly supply demand forecast accuracy to minimize back orders, obsolescence risk, and excessive inventory on-hand.
  4. Establish a high-performance organization through the commitment to training, coaching, performance evaluations, and resource allocation.
  5. Ensure that sales and marketing programs, marketing materials, T&E, and customer engagement activities are handled in accordance with our company compliance policies and procedures.
  6. Develop and submit for approval sales compensation plans that drive performance in accordance with the annual plan.
  7. Set and establish quotas and sales targets for respective regional sales managers and review and approve sales rep quotas.
  8. Plan and oversee advertising and promotion activities including print, online, electronic media, and direct mail.
  9. Develop and recommend product positioning, packaging, and pricing strategy to produce the highest possible long-term market share.
  10. Ensure effective control of marketing results, and take corrective action to guarantee that achievement of marketing objectives falls within designated budgets.
  11. Oversee and evaluate market research and adjust marketing strategy to meet changing market and competitive conditions.
  12. Monitor competitor products, sales, and marketing activities.
  13. Establish and maintain relationships with industry influencers and key strategic partners.
  14. Establish and maintain a consistent corporate image throughout all product lines, promotional materials, and events.
  15. Represent company at trade association meetings to promote product.
  16. Meet with key clients, assisting sales representatives with maintaining relationships and negotiating and closing deals.
  17. Coordinate liaison between sales department and other sales-related units.
  18. Analyze and control expenditures of division to conform to budgetary requirements.
  19. Prepare periodic sales reports showing sales volume, potential sales, and areas of proposed client base expansion.
  20. Review and analyze sales performances against programs, quotes, and plans to determine effectiveness.

Skills and Competencies:
  1. Strategic planning skills: Experience in developing and implementing a clear strategic plan for an organization or business unit.
  2. Financial planning skills: The ability to manage a P&L and to look at the future of the business and make key investments and investment recommendations.
  3. Interpersonal skills: Able to support the development of a healthy internal culture that retains key employees and encourages their professional development.
  4. Leadership skills: An effective communicator that has demonstrated experience in leading an entire business unit or division of an organization.
  5. Track record of attracting and developing talent, and building high-performing teams.
  6. Strong decision-making capabilities and business acumen. Demonstrated strategic thinking ability to balance short and long-term goals.
  7. Strong working knowledge of Health Care, preferably in Ophthalmology.
  8. Problem Solving/Analysis: Must be able to manage competing priorities, stay organized, and prioritize as needed.
  9. Results Driven.

Qualifications:
  1. Bachelor’s Degree (BS or BA) required. Advanced Degree (MBA, MS, etc.) preferred.
  2. 10+ years of sales & relevant business experience, with a mix of experience (understanding payer landscape, drivers & barriers, clinical data, and disease state information), and institutional and private selling experience.
  3. 5+ years prior field management experience in sales or account management strongly preferred.
  4. Experience in at least one role in a strategic function (e.g. Sales, Marketing, Strategy, Market Research).
  5. Must be properly licensed and able to safely operate and drive company automobile. Must have a driving record deemed safe by Bausch Health.
  6. Willingness to travel over a broad geography required (approximately 50% travel).
  7. Qualified candidates must reside within the workable geography of the region.
  8. Demonstrated strong cross-functional leadership, and ability to effectively collaborate across teams and functions.

Additional Information:
The masculine is used in this publication without prejudice for the sake of conciseness.

Bausch & Lomb is committed to equal employment opportunity and complies with equal employment opportunity laws in effect wherever it operates. We are an equal opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. Accommodations for job applicants with disabilities are available on request. #J-18808-Ljbffr

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