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CooperCompanies · 1 week ago

Director, Sales Force Effectiveness

209 High Point Drive, Victor, NY, 14564, US

Full-time

Onsite

Director/Executive

$150K/yr - $227K/yr

10+ years exp

CooperVision, a division of CooperCompanies, is a leading manufacturer of soft contact lenses. The Director of Sales Force Effectiveness ensures the sales organization effectively executes the company's commercial strategy by designing segmentation models, optimizing call frequency, and driving CRM excellence to enhance field performance and strengthen relationships with eye care professionals.

Medical 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

Salesforce CRMSegmentationTargetingPerformance analyticsTableau/Power BIProject managementLeadershipCommunication skillsCross-functional collaborationCreative problem solvingPresentation skills

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

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

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 preferred

MBA or advanced degree preferred

Company

CooperCompanies

CooperCompanies (Nasdaq: COO) is a leading global medical device company focused on helping people experience life’s beautiful moments through its two business units, CooperVision and CooperSurgical.

Founded in 1958

San Ramon, California, US

10001+ employees