Vice President, Growth and Commercial Excellence
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Job Description
Vice President advancing growth for an outpatient imaging network through health-system partnerships and de novo development. Building sales enablement, analytics, territories, incentives, and leadership capability.
Responsibilities:
- Drive the front-end growth agenda for the organization’s outpatient imaging network
- Oversee the sales center of excellence
- Develop strategic frameworks for health system partnerships, joint ventures, management arrangements, and other partnership structures
- Identify, qualify, and prioritize prospective health systems and strategic partners
- Develop partnership value propositions and theses for executive audiences
- Maintain a forward-looking partnership landscape covering competitive JV activity, incumbent relationships, and whitespace systems
- Orchestrate the top of the funnel for the de novo development pipeline
- Establish processes, cadence, and criteria for surfacing, screening, and advancing new-site opportunities
- Coordinate geographic prioritization with regional and market leaders
- Define and refine market evaluation inputs, including demographics, procedure demand, modality mix, payer landscape, competitive density, referral base, CON environment, real estate, and access considerations
- Build commercial cases for prioritized de novo opportunities
- Standardize opportunity packages and maintain the enterprise de novo opportunity pipeline
- Set strategy and performance expectations for sales onboarding and continuous development
- Oversee sales curricula covering marketing materials, imaging modalities, referral dynamics, CRM, business intelligence, territory management, and commercial capabilities
- Establish continuous-learning frameworks and sales leadership development programs
- Partner with Marketing, Clinical, and Compliance teams on content accuracy and regulatory alignment
- Define and track onboarding KPIs
- Develop referral-based targeting methodologies using claims data, physician specialties, and market opportunity modeling
- Define territory sizing standards and performance activity benchmarks
- Collaborate with Finance and Enterprise Analytics on territory alignment and headcount modeling
- Design and refresh incentive compensation plans
- Support volume budgeting and quarterly incentive-compensation goal setting
- Benchmark compensation structures with healthcare-services peers
- Define commercial reporting and coordinate ad hoc analyses for executive leadership
- Champion CRM data integrity and adoption
- Identify competitive challenges, JV volume leakage, whitespace opportunities, and performance outliers
- Coach Division Sales VPs on business planning, performance management, and talent development
- Develop standardized sales playbooks and operating cadences
- Partner with HR on succession planning and high-potential identification
- Perform ride-alongs with sales representatives
- Oversee sales administration, onboarding/offboarding, rosters, territory IDs, compliance, investigations, expense budgeting, and T&E monitoring
Requirements:
- Bachelor’s degree in Business, Healthcare Administration, Marketing, Finance, Economics, or a related discipline required; MBA or other advanced degree preferred
- 15+ years of progressive commercial/healthcare experience, including significant experience in healthcare services, preferably outpatient imaging or another referral-driven healthcare business
- 7+ years of leadership experience in commercial excellence, growth strategy, sales operations, sales enablement, or related disciplines, including experience leading through functional managers and cross-functional teams
- Demonstrated success developing and executing commercial strategies that drive measurable revenue growth, sales productivity, referral growth, market expansion, and/or customer retention across a multi-site or geographically distributed healthcare organization
- Experience in outpatient imaging, radiology, diagnostic services, physician practices, ambulatory healthcare, or another referral-driven healthcare services environment strongly preferred
- Proven experience with sales force effectiveness, territory and account planning, CRM optimization, commercial analytics, performance management, sales enablement, and development of standardized commercial processes
- Demonstrated ability to translate market, customer, referral, and commercial data into actionable growth strategies and measurable business outcomes
- Experience partnering with executive leadership, regional sales leaders, Marketing, Finance, Operations, Clinical, Compliance, and other enterprise functions to drive commercial priorities
- Public-company experience and/or experience operating in a highly regulated healthcare environment preferred
- Strong market and competitive analysis capability
- Executive presence and persuasive commercial-case development
- Commercial analytics fluency
- Sales enablement and capability-building expertise
- Coaching and influence without authority
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