Exciting opportunity to join a company where you can formulate strategy, own your work, and impact the business with velocity. This is a newly created leadership position within a small, but established company that is poised for transformational growth as we build a world-class commercial organization.
The Commercial Strategy and Operations Director is responsible for supporting the North American commercial organization and direct sales force that will double to triple in size this year and driving operational excellence to achieve strategic and sales objectives. This includes sales tools/productivity improvement, CRM ownership, business metrics/analytics, rewards architecture and measurement, consignment, and customer/field support. Looking for a proven, strategic med device commercial leader that is a strong cross-functional collaborator with excellent individual analytical/modeling skills and unwavering core values. This position reports directly to the Chief Commercial Officer.
Key Areas of Focus:
Strategic Partner:
- Territory mapping strategy & analysis, including Territory Manager productivity/ROI analysis
- Owns leadership analytics and dashboards including revenue growth driver waterfall creation and performance for both current business and new product launches (e.g., SavvyWire for TAVR)
- Delivers customer, market, and business insights
- Provides agile consulting & capability development to include tools, resources, best practices and standardization across the organization
Compensation & Quota Achievement:
- Act as the business principal in sales force compensation strategy, design and deployment
- Calculate sales compensation based on financials and collaborates with finance/HR for budget impact and payment
- Compensation performance analytics and dashboards
- Quota allocation strategy, % to plan actuals/forecasting, execution, and executive summaries
Process Owner:
- Customer pricing analysis, contract generation, execution and compliance in collaboration with Sales and Finance
- Coordinate analytics and preparation for key business processes, including business reviews, board meetings, and revenue/performance updates
- Manage functionality of CRM, including customer data accuracy, GPO’s, Services, and Sales Hierarchies.
Expectations:
- Work closely with commercial leadership team and corporate departmental teams to ensure alignment on strategic initiatives within organization
- Use broad and deep knowledge to develop innovative new business practices, policies and procedures
- Lead highly complex projects of large scope that are typically cross-functional in nature and deliver both short-term and long-term results
- Navigate and lead complex or risky business strategies to make them simple and executable
- Independently define project requirements, including budget, participants, objectives and risk-mitigation strategies
Requirements:
- Bachelor’s Degree Required (MBA preferred)
- 7-10 years of commercial operations, analytics, and leadership experience
- 5+ years of Medical Device Experience
- Analytical & Word Processing Skills: Must demonstrate advanced command of MS Office applications (Excel, PowerPoint, Word) at the level of building and manipulating financial models and preparing presentations for executive/Board-level audiences
- Presentation and Communication Skills: must demonstrate clear, concise articulation of proposed actions, illustrating opportunity, alternatives, recommendation, and associated economics
- Resourceful and motivated self-starter
- Ability to navigate and collaborate across multiple stakeholders
- Demonstrated ability to influence others
- Unwavering integrity and core values
- Willing to travel as needed for commercial success, anticipate 10-20%
- Highly preferred for this position to be based out of our planned office in MN, remote applicants will be considered
