Senior Director, SalesForce Effectiveness

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:

This role is critical for outlining and executing the strategic transformation of the US sales organization to accelerate growth, enhance performance, and position the business for long-term success.  Accountable for the transformation, evolution, and training of the US selling organization. The Sr. Director designs and maintains segmentation and opportunity models, develops prioritized target lists, and translates commercial objectives into actionable field execution plans. The position also drives CRM excellence, field analytics, and capability development to increase share, improve conversion, and strengthen ECP relationships. 

I.SFE Strategy, Segmentation, Targeting & Opportunity Modelling

• Build and refine CooperVision’s ECP segmentation model using prescribing behavior, category mix, opportunity potential, and competitive share data.
• Develop opportunity scoring and prioritized target lists for all sales roles; update regularly based on performance and market dynamics.
• Align segmentation with Marketing and Professional Affairs programs and fitting strategies.

II. Call Frequency & Coverage Optimization

• Establish segment-based call-frequency targets to guide territory-level execution.
• Develop tools that translate strategy into call plans, weekly/quarterly coverage expectations, and coaching insights.
• Monitor call adherence and coverage gaps; partner with Sales Leadership to drive accountability.

III. Territory Design & Deployment

• Lead territory alignment, ensuring balanced workload, opportunity distribution, and geographic efficiency.
• Model alternative deployment structures (e.g., pod approaches, hybrid selling, blitz teams) to support launches and growth initiatives.

IV. CRM & Sales Technology Excellence

• Serve as business owner for Salesforce CRM, ensuring workflows support segmentation, targeting, call planning, and opportunity tracking.
• Drive CRM adoption through training, communication, and continuous improvement.
• Maintain dashboards showing segment performance, penetration, and opportunity trends.

V. Performance Analytics & Insights

• Provide dashboards and analysis on coverage, penetration, competitive conversions, and new fitter performance.
• Evaluate commercial programs by segment and recommend refinements.
• Deliver insights to leadership on where to focus field resources for maximum ROI.

VI. Sales Training and Capability Development

• Partners directly with Sales Management, Marketing, Professional Affairs, Operations and HR partners to ensure the sales development strategies support and drive business goals and objectives, employee development, and organizational development plans.
• Applies rigorous methodology to evaluate training impact on key business measures and follows up on feedback received to continually improve training effectiveness and impact to grow revenue.
• Partners with the Regional Sales Managers, Area Sales Directors and VP of Sales to ensure full alignment of training initiatives and activities.
• Partner with Training and Professional Affairs to build skills in value-based selling, category conversion, and fitting conversations.
• Develop ASD and RSM coaching tools tied to segmentation and territory execution.
• Support launch readiness and new process adoption across the field organization.

VII. Cross-Functional Leadership

• Collaborate with Marketing, Professional Affairs, Finance, and Supply Chain to align targeting, promotions, and launch plans.
• Act as a strategic partner for commercial planning and resource allocation.

Travel Requirements: 40% travel

Knowledge, Skills and Abilities:

• Strong expertise in salesforce productivity, segmentation, targeting, and territory optimization.

• Advanced analytical and CRM skills (Salesforce, Tableau/Power BI).

• Strong management competencies including developmental coaching, performance management and talent acquisition.

• Excellent communication, leadership, prioritization, organizational and team building skills, and cross-functional collaboration abilities.

• Ability to lead change and influence senior leadership.

• Knowledge of ECP dynamics, contact lens fitting patterns, and competitive category drivers preferred.

• Strong project management skills

•  Strong written and verbal communications expertise and skills

• Ability to develop immediate creative solutions and manage multiple complex priorities and personalities in a fast-paced environment

• Ability to balance high level strategies with the details necessary for successful implementation

• Previous Experience in a Sales Management an advantage 

• Excellent presentation skills

• Demonstrated management competencies including developmental coaching, performance management and talent acquisition.
• Understand how to achieve defined objectives in a matrixed and cross-functional responsibility
• Must demonstrate ability to deliver instructional material to all levels of the organization
• Ability to lead the design & development of sales and management training plans
• Must exhibit effective coaching skills
• Excellent verbal and written communication skills
• Must exhibit leadership skills, strong prioritization and organizational skills, and team building skills
• Must be proficient in Microsoft Office Suite tools such as Word, Power Point, Excel, and other presentation software 
• Must be able to work independently, high degree of initiative, manages multiple priorities effectively, and works to deadlines

Work Environment:

• Victor NY / Remote Hybrid

Experience:

• 10+ years in Sales Operations, Commercial Effectiveness, Sales Strategy, or related functions.

• Experience in medical device, eye care, pharmaceutical, or healthcare sales environments.

• Proven track record improving field performance through systems, processes, and analytics.

Education:

• Bachelor's degree in Business, Management, or related field required

• MBA or advanced degree preferred.

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.

For U.S. locations that require disclosure of compensation, the starting base pay for this role is between $231,000.00 and $355,500.00 per year and may include cost of living adjustments.  The actual base pay includes many factors and is subject to change and modification in the future.  This position may also be eligible for other types of compensation and benefits.

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