Director – Commercial Channel
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Job Description
Director - Commercial Channel leading strategic growth across key distributor partners and executing joint business plans for JJMT Surgery. Collaborating with cross-functional teams to expand demand and adoption.
Responsibilities:
- Lead commercial channel strategy for key distributor partners, kit packers, and third-party commercial organizations, ensuring joint business plans, account priorities, and execution plans deliver growth, share expansion, and commercial targets across acute and out-of-hospital markets.
- Own the account management process for designated distributors, including executive engagement, business reviews, performance tracking, and cross-functional coordination with Sales, Marketing, Finance, Contracting, Vendor Relations, Supply Chain, and external partners.
- Drive connected business planning by participating in the monthly IBP 24-month demand renewal process, maintaining channel inputs in the live planning file, and translating demand signals, assumptions, risks, and opportunities into clear commercial actions.
- Maintain and update the 5-year rolling commercial forecast in partnership with Marketing, Finance, and Demand Planning, ensuring readiness for Executive IBP/MBR reviews and MTP discussions.
- Identify and quantify risks and opportunities across channel, acute, and out-of-hospital markets; develop countermeasures to close gaps, mitigate risks, accelerate demand generation, and support sustained portfolio adoption.
- Develop and deploy market development, portfolio, launch, contracting, pricing, and incentive strategies that support targeted product adoption, distributor engagement, new channel opportunities, and accelerated growth.
- Define success metrics for channel programs and third-party partnerships, monitor performance against targets, and ensure confidential planning content is accurate, current, and aligned with archived monthly Executive IBP/MBR versions.
Requirements:
- Bachelor’s Degree required
- MBA or master's degree preferred
- A minimum of 10- 12 years relevant business experience is required, preferably within the MedTech, medical device, surgical, or healthcare industry
- Customer Management
- Financial Budget Management
- Business Model Development
- Project Management
- Influence Management
- Business Presence and Acumen
- Analytical Skills
- Strong Communication Skills
- Cross-Functional Collaboration with Marketing, Finance, and Demand Planning
- Computer knowledge with Outlook, Word, PowerPoint, Excel, and B2B tools
- Shared live-file management with disciplined version control
- Confidentiality practices
Benefits:
- medical
- dental
- vision
- life insurance
- short- and long-term disability
- business accident insurance
- group legal insurance
- consolidated retirement plan (pension)
- savings plan (401(k))
- long-term incentive program
- vacation – up to 120 hours per calendar year
- sick time - up to 40 hours per calendar year; for employees who reside in the State of Washington – up to 56 hours per calendar year
- holiday pay, including Floating Holidays – up to 13 days per calendar year
- Work, Personal and Family Time - up to 40 hours per calendar year
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