Director of Business Development - VA

The Director of Business Development, Veteran’s Affairs (VA) serves as a senior commercial leader responsible for driving profitable growth, market leadership, and capability development across the Veteran’s Affairs (VA) business. This role shapes and influences commercial strategy for the VA Health System, translating enterprise and business unit priorities into actionable medium- to long-term plans that ensure disciplined execution, operational excellence, and consistent sales performance across VA Medical Centers. The Director recruits, coaches, develops, and manages a national sales team responsible for representing Coloplast’s Continence Care portfolio, while building strong relationships with key customers throughout the VA Health System. Success in this role is achieved through strong leadership across people, business operations, customer engagement, and cross-functional stakeholders, while cultivating a high-performing sales environment focused on accountability, collaboration, continuous development, and a Passion to Win.

Major Areas of Accountability

• Strategic Execution & Business Leadership
  • Translate enterprise and business unit strategy into clear, actionable plans that deliver measurable results across the VA business
  • Own and drive the national VA Business Development function, ensuring aligned performance, consistent execution, and effective coverage of VA Medical Centers and Visn’s across the Continence Care portfolio
  • Provide operational oversight and implement scalable processes, standards, and best practices across the VA organization
  • Monitor and respond to VA market dynamics, competitive developments, and emerging opportunities within the VA Health System
  • Provide and manage direction to the VA Business Development team in line with corporate plans to create sales through the organization that meet or exceed annual forecasted goals
  • Provide strategic input to the VP of Sales and cross-functional stakeholders, shaping long-term commercial direction and influencing priorities for the VA business
• Leadership & Talent Development
  • Recruit, lead, coach, and develop a national team of Business Development Specialists responsible for driving performance across VA accounts and customer segments
  • Foster a culture of accountability, engagement, collaboration, and continuous improvement across all levels
  • Build strong sales capability, leadership bench strength, and future talent pipelines
  • Establish high standards and challenging goals, monitor performance consistently, provide constructive feedback, recognize strong performance, and address performance gaps as needed
• Customer & Stakeholder Engagement
  • Build and maintain strong, customer-centric relationships with key stakeholders and decision-makers throughout the VA Health System at the Visn and Priority account level.
  • Lead strategic engagement with VA Medical Centers, including account strategy, business review cadence, opportunity identification, and long-term planning
  • Influence, negotiate, and align with customer and internal stakeholders to advance strategic business priorities
  • Ensure clear, consistent communication across the sales force and with VA customers
  • Handle sales personnel and customer-generated complaints and feedback as needed to ensure Coloplast satisfaction and confidence
• Operational Excellence & Cross-Functional Alignment
  • Drive disciplined execution through effective coordination across sales, Marketing, Customer Service, Logistics, Commercial, and other cross-functional teams
  • Partner cross-functionally to ensure aligned execution and strong customer impact across the VA business
  • Partner with the VP of Sales to design and implement forward-looking commercial strategies and processes that align to evolving VA market dynamics, exceed performance targets, and champion change management to drive organizational alignment and execution excellence
  • Develop and implement go-to-market strategies and operating model design for the VA business
  • Create and implement sales strategies and processes
  • Develop customer engagement strategies and tactics tailored to the VA Health System
  • Collaborate across internal teams to share best practices, drive consistency, and influence commercial initiatives
• Business Ownership & Accountability
  • Deliver results through the national VA Business Development team, ensuring alignment, focus, and high performance across the organization
  • Own and drive business performance, including top-line sales, operating income, expenses, sales forecasts, budgets, account planning activities, and quota recommendations
  • Monitor account and regional performance, redirect efforts when goals are not being met, anticipate issues, and develop contingency plans
  • Operate effectively across all levels of the organization with professionalism, strategic thinking, ethical integrity, and a commitment to excellence
• Administrative
  • Work closely with Sales Support to ensure full communication of commission, compensation, and incentive plans and support administration of these plans
  • Oversee and approve field expense budgets, expense reports, commission payments, and field administration policies, procedures, and communications
  • Provide a monthly staffing status of all forecasted sales positions
  • Produce and conduct monthly business reviews with the VP of Sales to ensure alignment and accountability within the VA business
  • Produce sales reports and analysis to ensure selling plans are being adhered to and efforts and results are in line with expectations
  • Maintain current job standards, job descriptions, work standards, reporting tools, and coaching tools
  • Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the MedTech Code of Conduct, and company policies.
  • Other job duties as assigned

Basic Qualifications

• BA or BS degree
• 8+ years successful sales experience
• 5+ years of medical sales management experience with proven success
• Willingness and ability to travel, including overnight -- 50% - 75%
• Experience with proven success within the VA Health System
• Strong knowledge of Urological and Continence Care products, with preference for VA-specific experience
• Candidates must possess a valid driver’s license as driving is a requirement for this position.
• Employees in this role are expected to meet customers in person at their respective facilities; therefore, this will require completion of credentialing requirements that meet the access requirements of each healthcare facility.
• Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.

Preferred Qualifications

• Demonstrated success building and sustaining long-term relationships with senior VA Health System stakeholders, VA Medical Center leaders, and key decision-makers
• Ability to lead and coach sales teams through complex, extended VA sales cycles while instilling a strong Passion to Win mindset
• Adaptability and change leadership, with the ability to navigate and lead through evolving priorities, customer needs, and market dynamics
• Strong business acumen and analytical capability, with the ability to translate insights into action
• Experience in reporting, strategic planning, and project management at both account and regional levels
• Deep knowledge of Urological and Continence Care products, customer needs, and care pathways within the VA Health System
• Understanding of industry trends, competitive landscape, emerging technologies, and market dynamics impacting the VA and Continence Care markets
• Proactive, results-oriented mindset with a strong focus on high performance, accountability, and customer impact
• Demonstrates ethical leadership, consistently operating with integrity and sound judgment
• Ability to nurture relationships with internal and external customers through consultative methods
• Excellent written and verbal communication skills with the ability to listen, articulate, advocate, and align stakeholders
• Proficient computer skills including MS Office Suite (Word, Excel, and PowerPoint) and CRM databases

At Coloplast, we believe in recognizing and rewarding the contributions of our employees. Our total rewards package is designed to support your well-being, foster your professional growth, and ensure a healthy work-life balance. Here is some of what you can expect:

• Health and Wellness: Comprehensive medical, dental, and vision insurance plans to keep you and your family healthy. Plus, access to company sponsored wellness programs and mental health resources, paid leave of absence for qualifying events and generous paid parental leave for both birthing and non-birthing parents.
• Financial Security: A competitive 401(k) plan with company match that vest immediately, financial planning services to help you secure your future, and corporate discount programs for goods and services.
• Work-Life Balance: Generous paid time off, flexible work hours, and flexible work arrangement options to help you balance your personal and professional life may be available.
• Professional Development: Opportunities for continuous learning and career advancement through training programs, mentorship, and tuition reimbursement.
• Recognition and Rewards: Recognition programs to celebrate achievements and contributions, including peer recognition, bonuses, awards, and special events.
• Community and Culture: A supportive work environment where everyone feels valued, and has a sense of belonging.  Participate in team-building activities, volunteer opportunities, and company-sponsored events. Sustainability strategy that outlines our ambitions for how to run our company in a more sustainable way
• Competitive Compensation: The compensation range for this position is $280,000 - $315,000. Actual compensation is influenced by a variety of factors including but not limited to skills, experience, qualifications, and geographic location. Hired candidates may be eligible to receive additional compensation in the form of bonuses and/or incentives.

Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 16,000 people and with products available in more than 143 countries, we are one of the world´s leading medical device companies. We are constantly growing our business and always looking for new ways to move forward – we explore, learn and look for new ways of doing things.

Visit us on Coloplast.com.

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Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.

Coloplast is committed to a policy of Equal Employment Opportunity (EEO) which means we employ and promote individuals based on their merits, regardless of race, color, religion, sex, national origin, age, disability, veteran status, pregnancy, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status, status with regards to public assistance or any other protected classification.

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