Regional Sales Manager, Western Canada

2 weeks ago


Remote, Canada CooperVision Full time

**Regional Sales Manager, Western Canada**
**-**
**REM0177**

**Description**

**Job Summary**

Responsible for annual sales within an agreed geographical area. Is part of the Canadian Field Sales function, interacting with other Regional Sales Managers (RSM’s), Inside Sales and Territory Managers (TM’s) to support existing customers. Works with Canada’s Commercial, Corporate Accounts, Marketing, and Professional Affairs teams to execute the overall Business Strategy, Objectives and Action Plans. Supports and works closely, leading the Territory Manager Team to grow the contact lens category and drive sales with Owners, Practice & Store Managers, ECPs and front of house staff. Develops and manages the Territory Management Team, partnering with other RSM’s to replicate best practices to ensure alignment across the Canadian Business to achieve our common goals. Supports delivering inductions and ongoing training to drive increased commercial and clinical capability.

Effectively develops a strategic business plan for the Region and provides leadership to his/her region through teaching, developing, and directing, to ensure that the region attains sales and margin objectives in alignment to the overall business strategy, through the Territory Managers Team.

Effectively coaches and mentors Territory Managers to enable them to build strong business relationships with customers and achieve an annual territory sales target and personal performance objectives.

Maximizes results through delivering agreed priorities, setting up and implementing commercial business plans with customers within the designated territory area and in line with company objectives and policies.

Pro-actively supports and provides leadership & motivation to colleagues across the Country, trains, and coaches individuals within the sales team on all aspects of the TM role, including journey planning, the sales process, supporting the customer and business development and ensuring the proper usage of CooperVision selling tools.

Provides additional support as needed to other Commercial and Support functions in the organization to ensure their success.

**Essential Functions**
- Maintains high standards, complies with corporate policies, and leads by example. Has awareness of the impact they have on others, consistently evaluates own performance, is able to adapt behavior and looks to self-develop
- Has an in-depth understanding of our company, its purpose, promise, and values
- Ensures outstanding knowledge of CooperVision products, clinical and technical information, product strategy, market and commercial positioning and brand messages to assist customers in selecting those best suited for their needs
- Maintains market awareness with respect to competition, pricing, and new technical advances and procedures
- Is well versed in CRM operation and report generation for analysis of territories and region while ensuring all TM’s are delivering on their own individual CRM targets and maximization of the tool’s potential
- Builds and continuously enriches an internal support network with other departments, including but not limited to Customer Service, Professional Affairs, Finance and Marketing
- Manages sales of all customers within the defined territory providing a principle point of contact for CooperVision with the overall objective of achieving long term, year on year sales growth
- Understands in detail the key priorities for customers, barriers, challenges, paradigms and can navigate through them positively leveraging all the tools available
- Represents the Company at seminars, exhibitions and meetings as required to enhance the customer experience when interacting with CooperVision team members
- Attends all sales meetings to ensure understanding of Company direction, action plans and required performance in different areas of work
- Plans and conducts periodic regional meetings; prepare quarterly business reviews for executive sales management
- Completes 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
- Evaluates, secures, and manages the regional budget to cover for operating expenses and investments for each territory, ensuring alignment to overall business objectives
- Demonstrates flexible coaching techniques with colleagues & customers. Able to demonstrate and coach TM’s on effective journey planning, the sales process, SFDC, negotiation, resolving problems, and gaining commitment, flexing style to take customers style into consideration. Supports and coaches’ colleagues to improve their delivery of training and customer presentations
- Conducts routine co-travel coaching visits with each Sales Representative implementing the co-travel criteria to improve Account Executive skills through coaching and evaluation
- Identifies and acknowledges individual strengths and



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