Director, Sales Force Effectiveness

CooperVision•Victor, NY

5d•$150,000 - $227,200

About The Position

This role ensures the sales organization executes CooperVision's commercial strategy with precision, effectiveness, and efficiency. The director designs and maintains segmentation and opportunity models, develops prioritized target lists, and translates commercial objectives into actionable field execution plans. The position drives CRM excellence, field analytics, and capability development to increase share, improve conversion, and strengthen ECP relationships.

Requirements

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
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

Nice To Haves

Knowledge of ECP dynamics, contact lens fitting patterns, and competitive category drivers preferred.
Previous Experience in a Sales Management an advantage
MBA or advanced degree preferred.

Responsibilities

Segmentation, Targeting & Opportunity Modeling 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.
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.
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.
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.
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.
Sales Capability Development 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.
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.