CooperVision · 3 days ago
Director, Sales Force Effectiveness
Victor, NY
Full-time
Onsite
Director/Executive
$150K/yr - $227K/yr
10+ years expCooperVision, a division of CooperCompanies, is a leading manufacturer of soft contact lenses. The Director of Sales Force Effectiveness ensures the sales organization executes the company's commercial strategy effectively and efficiently, focusing on segmentation, targeting, CRM excellence, and field analytics.
Health CareManufacturingMedical Device
Responsibilities
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
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
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
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
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
Partner with Training and Professional Affairs to build skills in value-based selling, category conversion, and fitting conversations
Develop coaching tools tied to segmentation and territory execution
Support launch readiness and new process adoption across the field organization
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
Qualification
Required
Strong expertise in salesforce productivity, segmentation, targeting, and territory optimization
Advanced analytical and CRM skills (Salesforce, Tableau/Power BI)
Excellent communication, leadership, and cross-functional collaboration abilities
Ability to lead change and influence senior leadership
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
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
Bachelor's degree in Business, Management, or related field required
Preferred
Knowledge of ECP dynamics, contact lens fitting patterns, and competitive category drivers
Previous Experience in a Sales Management an advantage
Excellent presentation skills
MBA or advanced degree preferred
Company
CooperVision
CooperVision is one of the world’s leading manufacturers of soft contact lenses and related products and services. It is a sub-organization of The Cooper Companies.
5001-10000 employees
Funding
Current Stage
Late StageLeadership Team
Michael Good
Divisional Chief Financial Officer
Recent News
2026-01-06
FierceBiotech
2025-09-28
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