Vice President, Commercial Operations

Vice President, Commercial Operations Job Description

Lead the US Commercial Operations strategy for Image Guided Therapy Devices (IGT-Devices), driving commercial excellence, sales effectiveness, risk management, operational transformation, and sustainable growth.

Your role:

• Drive global commercial excellence and sales effectiveness:
  • Leading sales resource planning, territory design, pricing and contracting, sales compensation, field inventory management, project management, quota setting, reporting, and sales analytics.
  • Optimizing sales coverage, capacity, and back-office processes to increase sales productivity.
  • Enhancing internal and field-utilized tools such as , Power BI, Conga, and Wavemark to drive automation and efficiencies, as well as data-gathering capabilities to improve transparency and accelerate decision-making.
  • Developing and implementing policies and procedures across contract management, sales support, sales analysis, tendering, quoting, and sales operations.
  • Developing strategic sales operations plans that support organizational growth and market expansion.
  • Leading large-scale commercial operations integration and transformation initiatives.
  • Supporting continuous improvement sites through best-practice sharing, capability development, and targeted training.
• Lead pricing, contracting, and commercial risk management:
  • Enabling the sales organization to focus on high-value activities while ensuring deals are structured to optimize win potential and financial performance.
  • Providing oversight and escalation for complex and high-risk opportunities.
  • Acting as an independent advisor and trusted business partner to Segments and Business Units.
  • Identifying and addressing strategic, operational, financial, technical, delivery, and compliance risks through the deal board process.
  • Partnering with Sales, Finance, Legal, Compliance, Marketing, and business leaders to establish effective and compliant deal and program approvals and monitoring processes.
  • Enhancing automation in the area of rebate and GPO admin fee calculations as well as building contracting analytics to drive focused activity on successful programs and revenue.
• Develop go-to-market models and lead sales compensation, quota and organization design:
  • Leading innovative go-to-market models for sales organizations in 4 Segments, Corporate Accounts team and Capital sales teams.
  • Designing sales compensation plans that help attract, motivate, and retain top talent.
  • Leading the timely creation and distribution of sales quotas.
  • Optimizing territory design and sales coverage across multiple sales organizations.
  • Analyzing market potential and representative capacity to ensure appropriate coverage and opportunity.
  • Developing sales analytics and enhancing reporting for full field sales team to help identify opportunities and maximize revenue.
  • Managing compensation calculation and payments for all field sales roles.
  • Calculate and publish monthly Rankings to drive performance and identify top sales performers for year end awards.
• Lead CRM, sales technology, and analytics:
  • Serving as business owner of the  (SFDC) environment and driving its continuous improvement.
  • Serving as business owner of Conga, Power BI and Wavemark and driving their continuous improvement and managing IT relationship.
  • Selecting, implementing, and optimizing sales tools and technologies.
  • Ensuring CRM processes and tools deliver measurable value and improve sales productivity.
  • Leading timely, high-quality sales reporting and increasing automation of sales analysis.
  • Defining critical metrics that provide visibility into sales and business performance.
  • Identifying opportunities to strengthen competitive positioning and improve customer satisfaction and retention.
• Field Inventory Management:
  • Managing teams responsible for financial transactions and audits associated with trunk stock and consignment.
  • Applying LEAN principles to continuously improve processes and ensure compliance and quality standard are met.
  • Leading financial review of field inventory programs by developing KPIs on turns and revenue to maximize ROI on field based assets including company owned capital products.
• Lead people and organizational development:
  • Leading a commercial operations team, initially with six direct reports.
  • Building and developing high-performing teams and future leaders.
  • Leading succession planning, talent selection, performance management, compensation management, and career development.
  • Creating an environment that encourages innovation,…