The VA Business Development Manager serves as a strategic growth leader responsible for advancing Coloplast's presence across assigned VISNs and priority VA facilities. This role develops and executes enterprise-level account strategies that expand market access, accelerate adoption of Coloplast solutions, influence key VA decision makers, and deliver sustainable revenue growth. By leveraging deep knowledge of the VA Health System, customer priorities, clinical and economic value drivers, and cross-functional resources, this role shapes strategic partnerships that strengthen Coloplast's position within the Veterans Affairs channel.
Major Areas of Accountability:Business Acumen
- Develop and lead strategic territory and VISN-level business plans that align customer priorities, market opportunities, and Coloplast growth objectives.
- Maintain expert knowledge of the VA Health System, including assigned VISN dynamics, approval pathways, key decision makers, formulary requirements, and FSS processes.
- Convert market, customer, sales, and competitive insights into long-range strategies that expand access, increase account penetration, and strengthen Coloplast's strategic position within the VA channel.
- Assess each customer's clinical, operational, financial, and strategic priorities to identify enterprise-level opportunities, anticipate barriers, and shape account-specific growth strategies.
- Lead cross-functional alignment with Sales, Marketing, Clinical Education, Contracting, and leadership teams to accelerate strategic account progression and ensure disciplined pull-through execution.
- Use financial modeling, cost-benefit analysis, and quarterly business reviews to build executive-level value propositions that support VA leadership decision making and long-term partnership growth.
Selling Skills:
- Apply strategic, consultative selling skills to uncover enterprise priorities, connect Coloplast solutions to clinical and economic outcomes, and influence decisions across complex VA stakeholder networks.
- Plans daily call routine to ensure appropriate coverage of key accounts given sales time allocation, sales potential, geographical location, development of sales process, etc.
- Lead through influence by creating enterprise-level growth opportunities, aligning internal stakeholders, and enabling Sales teams to execute account-level pull-through with consistency.
- Utilize all available tools to maximize sales growth including, but not limited to FSS and MSPV contracts, marketing directives, sales reports and educational materials
- Knowledgeable of competitive activity and sales volume in each targeted account
Relationship Building:
- Shape long-term growth strategies within existing and prospective VA accounts by identifying access opportunities, strengthening executive relationships, and influencing adoption at the VISN level.
- Build and sustain strategic partnerships with VISN and facility leadership that position Coloplast as a trusted partner in advancing patient care, operational efficiency, and clinical outcomes.
- Serve as a strategic connector across internal and external stakeholders by sharing insights, aligning resources, and driving coordinated execution against priority VA growth initiatives.
Clinical Knowledge and Self Development:
- Maintain strong clinical and technical product knowledge to credibly engage customers and support differentiated solution positioning.
- Monitor competitive activity, market trends, and industry developments to inform account strategy and identify emerging business opportunities.
- As required, attends industry related meetings/events for business development opportunities i.e. AUA meetings, trade shows, SGSU, PVA and VA Education Days, etc.
Administrative:
- Organize, manage, and maintain account information in the CRM system to support accurate forecasting, disciplined execution, and business continuity.
- Maintain accurate records and complete administrative responsibilities, including sales reporting, expense management, and required business documentation.
- Conduct routine business reviews using approved data tools and templates to evaluate performance, identify risks, and drive continuous improvement.
Essential Qualifications:- Bachelor's degree highly preferred with 5+years of med tech sales experience, OR
- 2-year associate degree with 7+ years of med tech sales experience, OR
- 9+ years of med tech sales experience
- 3+ years sales experience within the VA Health System
- Willingness and ability to travel, including overnight - 50% to 70% travel
- Clinical training and/or background is preferred
- Employees in this role are expected to meet healthcare customers in person at their facilities or healthcare systems; therefore, this will require completion of credentialing requirements that meet the access requirements of each healthcare facility or system
- Employees must possess a valid driver's license, as driving will be required for this position
- 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.
Required Knowledge, Skills and Abilities:- Strong Interpersonal and relationship building skills
- High attention for detail and follow through
- Exceptional listening skills
- Proficient in Microsoft Office applications including Word, Excel and PowerPoint
- Demonstrate effective time and territory management skills, administrative capabilities and effective written and oral communication capabilities
- Personifies Coloplast Mission and Values
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.
- Financial Security: RRSP plan with company match and financial planning services to help you secure your future.
- 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 $175,000 - $240,000. 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.
