Director, Commercial Excellence

Job Description

The Director of Commercial Excellence is responsible for driving the operational rigor and execution discipline that enables Masimo s commercial organization to perform at its highest level. This role owns two core functions: (1) leading the adoption and optimization of  as the enterprise CRM platform, with a focus on opportunity funnel management, pipeline visibility, and sales process compliance; and (2) designing and executing a structured Customer Business Review (C ) program that deepens strategic relationships between Masimo s sales teams and their most important hospital accounts.

The ideal candidate is a hands-on commercial operations leader with deep CRM expertise, strong cross-functional collaboration skills, and a track record of driving measurable sales productivity improvements in a medical device or broader healthcare environment.

• Own and drive adoption of  as the enterprise CRM platform, ensuring consistent utilization across the commercial organization and alignment with defined sales processes.
• Lead opportunity funnel management discipline — designing and enforcing stage definitions, pipeline hygiene standards, and forecast cadences that provide reliable visibility into revenue potential.
• Develop and publish CRM-based reporting and dashboards that give sales leadership real-time visibility into pipeline health, rep activity, and deal progression.
• Partner with Sales, Finance, and IT to continuously improve Salesforce configuration, data integrity, and integration with adjacent commercial systems.
• Design and deliver training programs that drive CRM competency and process compliance across field sales teams.

• Design and operationalize a structured Customer Business Review (C ) program targeting Masimo s highest-priority hospital accounts, with the goal of deepening strategic relationships and increasing share of monitoring spend wallet.
• Develop standardized C  frameworks including account segmentation criteria, review cadence, agenda templates, pre-work data packages, and executive summary outputs.
• Partner with regional sales leadership to prioritize target accounts, prepare sales teams for C  execution, and track action items and commitments arising from each review.
• Leverage hospital-level data — including installed base, utilization, contract status, and competitive exposure — to develop insights that inform C  conversations and identify expansion opportunities.
• Measure and report on C  program outcomes including account retention, incremental revenue, and relationship health metrics.

• Define and track KPIs that measure sales process effectiveness, CRM adoption, pipeline conversion, and C  program outcomes, providing regular reporting to commercial leadership.
• Identify and remove friction across the commercial value chain by partnering with Sales, Marketing, Finance, and Supply Chain to streamline processes and improve the selling experience.
• Support the development and delivery of sales enablement content, tools, and training that improve rep productivity and accelerate time-to-close.

• Build and lead a team focused on CRM operations, sales process execution, and customer engagement, fostering a culture of accountability and continuous improvement.
• Serve as a trusted operational partner to VP-level commercial leadership, translating strategic priorities into executable programs with clear accountability and measurable outcomes.
• Collaborate with IT on Salesforce roadmap planning, system enhancements, and integration projects that support commercial scalability.

• 7-12 years of progressive experience in commercial operations, sales operations, CRM administration, or related fields, preferably within medical device or broader healthcare.
• 3+ years in a leadership or people management role with demonstrated ability to influence cross-functional teams in a matrixed organization.
• Deep hands-on expertise with  — including pipeline management,…