Senior Commercial Excellence Manager, Stroke
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Job Description
Senior Commercial Excellence Manager supporting revenue growth for thrombectomy medical device business at Imperative Care. Leading sales planning, forecasting, and compensation strategies within commercial operations.
Responsibilities:
- Serve as operational lead and strategic thought partner to the Vice President of Sales
- Support annual sales planning, territory design, quota allocation, and headcount modeling
- Lead development of commercial dashboards and KPIs for executive and board reporting
- Drive quarterly business reviews (QBRs) with regional sales leaders
- Support development and execution of sales growth initiatives including new account penetration and share-of-wallet expansion
- Develop, improve, and own the commercial operating model supporting all business units
- Drive sales productivity and pipeline visibility through deep partnership with sales leadership
- Establish standardized forecasting methodology and improve forecast accuracy
- Conduct white space and territory optimization analyses
- Monitor revenue per rep, sales cycle length, pipeline coverage ratios, and ASP trends
- Identify and implement process improvements to increase sales efficiency and effectiveness
- Lead forecasting process and participate in S&OP cadence
- Partner with leadership to set quarterly and annual quotas aligned with company growth objectives
- Develop revenue models and scenario planning to support strategic decisions
- Provide regular and ad hoc performance analysis to senior leadership
- Oversee end-to-end sales compensation process including: Incentive design and modeling, quota communication, performance tracking, quarterly updates, payout calculations and processing
- Ensure incentive plans drive desired commercial behaviors and align with company objectives
- Partner with Finance to ensure accuracy and compliance in payout administration
- Partner with Marketing on targeting strategy, campaign tracking, and lead management
- Collaborate with Clinical Affairs to support account adoption and conversion strategies
- Align with Operations and Supply Chain to mitigate revenue disruption risks.
- Ensure accurate sales process documentation and onboarding of new representatives
Requirements:
- Bachelor’s degree in Business, Finance, or related field; MBA strongly preferred
- 8+ years of experience in commercial operations, sales operations, finance, or sales leadership within medical device or healthcare
- Experience in vascular/intravascular, cardiovascular, interventional, or hospital-based procedural markets strongly preferred
- Startup or high-growth med tech experience highly valued
- 2+ years supervisory experience preferred
- Strong knowledge of hospital purchasing environments, IDNs, and GPO structures
- Proven expertise with complex sales modeling and data analysis
- Advanced Excel and financial modeling skills required
- Excellent communication and executive presentation skills
- Demonstrated ability to influence senior leaders and field sales teams.
Benefits:
- stock options
- bonus
- competitive salaries
- 401k plan
- health benefits
- generous PTO
- parental leave program
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