Global Senior Commercial Director, Myopia Management

Job Description

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

The Global Senior Commercial Director is responsible to lead and drive the development and implementation of the global strategic commercial plans for our myopia management portfolio - MiSight 1 Day, MiSight Spectacle Lenses, and our CRT and Dreamlite ortho-k brands. Through the development of best in class go-to-market sales models in top MiSight markets, they will focus on delivering strong revenue growth, driving market share, and ensuring customer satisfaction in collaboration with regional and local teams, across both key account and field sales organizations. They will be the voice of excellence in sales execution for Myopia Management when working internally at the global, regional and country level as well as building strong myopia management category propositions for global key accounts and key customers around the world.

Responsibilities for this role include working with VP of Myopia Management & Cornea care to develop the commercial strategy with an emphasis on ROI and business acceleration, identify commercial & sales best practices, distill market model 'blueprints' that will accelerate sales via region and country structures, creating global Key Account category management strategies, driving field implementation, and tracking and course correcting vs sales KPIs. This role is also responsible for developing a compelling customer portfolio story inclusive of product mix, account profitability, and promotional tactics. This role also manages a direct report - Global Category Manager, Myopia Management.

This role works closely with the senior myopia commercial leaders in each region as well as directly with sales leadership in the top MiSight 1 Day markets. They will also partner extensively with the Global Myopia Management marketing, Global Myopia Professional Affairs, Global and Regional Finance, and regional commercial managers to align marketing, messaging, sales tools, and promotional tactics with the optimized selling blueprints.

The ideal candidate will bring a combination of strategic acumen, the ability to lead through both direct and influencing relationships, a deep understanding of effective selling and category management strategies, a sense of urgency and drive for results, and the ability to adapt to diverse market dynamics worldwide.

Responsibilities

Essential Functions & Accountabilities

• Strategic Sales Leadership: Develop and execute a global sales strategy for the myopia management category, ensuring alignment with company growth objectives and brand positioning. Analyze market trends and adjust plans to drive category growth and maximize profitability. Developing deep understanding of Key Account customers, distributors and practice level contacts around the world through data analysis, market understanding, country and customer visits and by developing close relationships with Heads of Sales and Field Sales as well as customers to uncover unmet needs in myopia management and its uptake.
• Revenue and Market Share Growth: Own global sales targets and KPIs for the myopia management category. Work with regional and local teams to set and achieve ambitious growth targets across markets, with a specific focus on accelerating MiSight 1 Day sales growth to +50% per year. Closely monitor sales results and take specific actions to ensure visibility and accountability to the growth number.
• Category Management: In collaboration with the product and marketing teams, oversee and implement effective category management strategies, including assortment planning, pricing, promotions, and private label strategy across all available modalities.
• Cross-functional Leadership & Collaboration: Work closely with global sales teams to ensure the successful development & implementation of optimized selling blueprints designed to step change the growth of MiSight 1 Day.
• Market Analysis and Category Insights: Use data and analytics to stay updated on market trends, customer behavior, and competitor activities. Translate insights into actionable strategies and opportunities for growth.
• Channel Strategy Development: Build and execute a comprehensive channel strategy that covers direct and indirect (distributor) channels, ensuring a mix of optimal distribution and revenue growth across all channels.
• Resource Optimization: Analyze and optimize commercial budgets globally and across regions, ensuring efficient allocation of resources to maximize ROI on sales and marketing investments. Identify additional sales opportunities and investments alongside the regions. Drive delivery and ROI on agreed upon investments at regional/country levels, identifying scalable solutions that can be implemented around the world.
• Stakeholder Engagement: Serve as a primary point of contact for senior stakeholders within the organization regarding the commercial performance of the contact lens category, providing regular updates on performance, challenges, and opportunities.
• Leadership and Team Development: Be a champion of myopia management and a role model of CooperVision company culture. Lead, influence, and mentor a team of high-performing sales professionals across various regions. Foster a culture of accountability, continuous improvement, and customer focus.

Network/Sphere of Influence:

Internal

• Senior leadership at the COO/CVI level for reporting and progress measurement of myopia management against revenue & growth KPIs.
• Global and Regional Myopia Management teams on global performance and project delivery and development of Key Account and field sales concepts, selling tactics, and tools.
• Global, Regional and select country sales and field sales for sales KPI performance, activities, and executional models.
• Global Finance on business case development, ROI assessment, tracking and performance.
• Global Marketing, Commercial Ops and Field Effectiveness on data, insights, sales systems and processes.

External

• Global customers & distributors via industry conferences & trade shows, customer meetings, and professional marketing activities.
• Key Account partners on category and MiSight 1 day and MiSight specs development plans.
• External agencies as needed.

Qualifications

Knowledge, Skills and Abilities:

• Proven ability to deliver strong commercial plans and execution & track record of delivering commercial plans that have consistently met or exceeded planned objectives.
• Executive presence and the ability to confidently interact and influence with leadership at all levels of the organization.
• Exceptional leadership skills with the ability to inspire and influence cross-functional, regional, and field sales teams, particularly through an influencing role.
• Strong interpersonal, presentation, and negotiating skills.
• Experience in the medical products industry, ideally with products that have both consumer and professional aspects.
• Strong commercial strategic and analytical skills, especially in understanding and driving return on investment

Work Environment:

• This role is Hybrid and would be required to go in to a CooperVision (CVI) office site 2-3 days a week. To accommodate this, ideal candidate will need to be in a commutable distance from one of the following two locations:
  • Rochester, NY (Preferred)
  • San Ramon, CA
  • Potential for Remote option

Travel: 25-30% to be out in the field working closely with regional and country teams

Experience:

• Minimum 10-15 years of experience in a senior commercial role, preferably within the optical or medical device industries.
• Experience in CPG or category management in a global setting is highly desirable.
• Demonstrated success in achieving revenue, profitability, and market share goals in a competitive market.
• A demonstrated mindset to drive for continuous excellence and results.

Education:

• Bachelor's degree in Business, Marketing, or a technical field; MBA or advanced degree is a plus.

Affirmative Action/Equal Opportunity Employer. Minority/Female/Disability/Veteran

For U.S. locations that require disclosure of compensation, the starting base pay for this role is between $171,880 and $264,430 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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