Purpose of this position / Position summary:
The Sales Head is responsible for leading the transformation and sustainable growth of the Vision Care business across both core and new business segments. The role shapes and executes the commercial strategy, builds market-leading customer partnerships, and develops a high-performing sales organization. As the commercial leader, the Sales Head drives business innovation, commercial excellence, and operational effectiveness while fostering leadership capability and organizational agility to deliver sustainable competitive advantage, profitable growth, and long-term customer value.
Key Responsibilities:
1. Commercial Strategy & Business Growth
- In collaboration with the Head of Commercial to execute sales strategies and achieve sales, profitability, and market share objectives.
- Develop and implement sales plans aligned with the company's business strategy and market opportunities.
- Identify and capitalize on growth opportunities through customer, market, and competitive insights.
- Drive sustainable business growth by expanding revenue, strengthening market position, and improving profitability.
2. Sales Performance Management
- Establish clear sales objectives, KPIs, and performance expectations.
- Monitor business performance through regular reviews and implement corrective actions where required.
- Ensure accurate sales forecasting and effective pipeline management.
3. Customer & Channel Management
- Develop and strengthen strategic partnerships with key customers across both ECP and Chain Store channels to drive sustainable business growth.
- Define, optimize, and execute channel strategies to maximize market coverage, improve channel effectiveness, and accelerate business growth.
- Lead commercial negotiations for key customer agreements and strategic partnerships, while identifying and expanding into new growth channels such as hospitals, pharmacies, and other relevant healthcare or retail segments.
4. Commercial Excellence
- Drive best practices in sales planning, territory management, CRM utilization, and sales execution.
- Improve sales productivity through data-driven decision-making and performance analytics.
- Ensure pricing discipline, portfolio optimization, and commercial governance.
- Promote continuous improvement of sales processes and operational efficiency.
5. Leadership & Talent Development
- Build, lead, and inspire a high-performing sales organization.
- Coach and develop Business Development Managers and emerging leaders to strengthen organizational capability.
- Establish a culture of accountability, collaboration, and continuous learning.
6. Cross-functional Collaboration
- Partner with Marketing, Finance, Supply Chain, Customer Service, Operations, and other functions to achieve business objectives.
- Ensure alignment between commercial priorities and operational capabilities.
- Lead cross-functional initiatives to improve customer experience and business performance.
- Represent the sales function in strategic business discussions and decision-making.
- Champion digital transformation, CRM adoption (including SFDC), and the use of analytics to enhance decision-making.
7. Governance, Compliance & Risk Management
- Ensure compliance with company policies, legal requirements, and industry regulations.
- Promote ethical business practices and a strong culture of integrity.
- Identify and mitigate commercial and operational risks.
- Maintain accurate business reporting and governance standards.
Knowledge / Skills / Other characteristics:
- Strong knowledge of sales management, commercial strategy, and business development.
- Sound understanding of market dynamics, customer segmentation, and channel management.
- Strong negotiation and relationship-building skills
- Strong business acumen with strong analytical mindset with the ability to interpret sales data and market trends.
- Excellent communication and presentation abilities. Good proficiency in MS.Excel and business analysis tools. (i.e. Power BI)
