Head of Channel

3 months ago


Oakville, Canada Coloplast Full time

**Location**:
Oakville, CA
**Job Family**: Sales
**Country/Region**: Canada
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.
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 Suppor


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