Senior Director, Authorized Distributor Channel & Managed Vision Care
At CooperVision, a division of CooperCompanies, we’re driven by a unifying purpose to help people to experience life’s beautiful moments. We are connected through our shared values - dedicated, innovative, friendly, partners, and do the right thing. As a leading global manufacturer of contact lenses, we are committed to helping improve the way people see each day. Through our diverse lens portfolio, we tackle the toughest vision challenges – including astigmatism, presbyopia, and childhood myopia. We offer the most complete collection of spherical, toric, and multifocal products available, enabling us to fit 99% of all contact wearers. Learn more at www.coopervision.com.
Job Summary
The Senior Director, Distribution & Channel Strategy is responsible for leading the business development, commercial strategy, and operational performance of CooperVision’s Authorized Distributors (ADs), Internet Resellers (INRs), Managed Vision Care (MVC) and third‑party ordering/portal partners
This leader will develop strategies that strengthen CooperVision’s presence across evolving US distribution and managed care channels. Success requires mastery of commercial partnerships, pricing strategy, supply chain execution, and cross-functional leadership to advance revenue growth, service excellence, and channel differentiation.
Responsibilities
Channel Leadership & Strategy
- Lead strategic direction for Authorized Distribution, INR, and MVC channels, aligned to commercial objectives.
- Analyze market trends, customer behaviors, and competitive changes to anticipate channel evolution and customer needs.
- Identify high-value business development opportunities that strengthen CooperVision’s market position and create customer‑centric differentiation.
Distributor & Partner Management
- Oversee all aspects of authorized distributor relationships, including contractual negotiations, fee-for-service terms, pricing structures, inventory targets, service-level KPIs, and performance accountability.
- Direct the CVI distributor team, providing coaching, goal-setting, and operational oversight.
- Partner with sales and marketing leadership to ensure distributor priorities are aligned with broader commercial strategies.
Managed Vision Care (MVC) Strategy
- Establish the strategic roadmap for key managed care partners, including VSP, EyeMed, Davis Vision, and Kaiser.
- Develop field execution programs that drive sales effectiveness and enhance the patient journey within managed care channels.
- Coordinate with customer marketing to shape promotional programs that elevate brand adoption and conversion.
Cross-Functional Execution & Alignment
- Collaborate with Finance to evaluate cost‑to‑serve economics and recommend profitable channel investments.
- Partner with Commercial Operations and Supply Chain to define and execute evolving customer fulfillment and service expectations.
- Work with Marketing to design channel-specific programs, messaging, and performance metrics.
- Align business planning efforts across Finance, Sales, Operations, and Marketing to ensure financial discipline and strategic cohesion.
Program Development & Operational Excellence
- Create business plans for new commercial opportunities across distribution, managed care, and other channels, as requested.
- Lead multi‑functional project teams to design and operationalize new channel capabilities.
- Establish measurable KPIs and reporting cadence to monitor channel performance and operational execution.
Travel Requirements
30% travel on average, with periods of increased travel intensity as needed.
Must be able to travel domestically and internationally without restriction.
Qualifications
Knowledge, Skills and Abilities:
Strong financial acumen (both P&L and balance sheet)
Excellent interpersonal skills (for both external and internal constituencies)
Ability to lead and manage in a matrix environment with multiple functional departments
Experience dealing with customers and field sales
15+ years of experience in Healthcare, Medical Device, or related industries with complex channel or intermediary structures (distributors, wholesalers, GPOs, etc.).
Demonstrated expertise in P&L accountability, commercial strategy, and partnership development.
Strong understanding of end‑to‑end supply chain operations and implications for customer fulfillment.
Proven track record in leading cross‑functional teams and driving strategic initiatives.
Exceptional communication, presentation, and executive‑level engagement skills.
Advanced analytical capability with proficiency in Excel, Word, and PowerPoint (advanced preferred).
Ability to build trusted relationships with internal and external stakeholders.
Work Environment:
Remote home-office environment.
30% travel on average, with periods of increased travel intensity as needed.
Must be able to travel domestically and internationally without restriction.
Education:
- Bachelor’s degree required
MBA preferred.
We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.
For U.S. locations that require disclosure of compensation, the starting base pay for this role is between $155,840.00 and $236,500.00 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.