Director, Clinical Commercial Operations

Nova Biomedical • Waltham, MA

4d • Hybrid

About The Position

The Director, Clinical Commercial Operations builds and runs the commercial operating infrastructure that enables predictable, effective sales execution. The role provides commercial reporting, governance, analytics, strategic pricing support, quote-generation processes, SFDC management, and sales-process training. It turns commercial data into actionable insight for sales leaders while improving data quality, operating discipline, and decision support. Sales leaders retain accountability for customer relationships, sales strategy, forecast commitments, territory execution, and revenue delivery. Product Management and leadership retain ownership of portfolio strategy and approved pricing direction, while Finance and HR retain their respective approval and control responsibilities. The role supplies the processes, systems, analysis, and governance that support these decisions.

The position supports commercial reviews and reporting; SFDC governance and sales enablement; commercial, funnel, pricing, territory, quota, and compensation analytics; quote operations; and improvements to commercial processes. It works across Sales, Marketing, Product Management, Finance, Legal, Service, Operations, IT, and HR. The work location is Waltham, MA or Norwood, MA, with hybrid and flexible work arrangements noted. Travel may be required as business needs dictate.

Requirements

• Bachelor's degree in business, finance, analytics, marketing, life sciences, or a related discipline.
• 10+ years in commercial operations, sales operations, business analytics, pricing, revenue operations, or related roles.
• Experience supporting a complex global or multi-region commercial organization.
• Strong experience with SFDC governance, reporting, dashboard development, data quality, training, and sales-process adoption.
• Demonstrated capability in commercial analytics, forecasting support, funnel analysis, pricing, quoting, territory analysis, and sales performance reporting.
• Experience supporting annual quota and compensation-plan development with Sales, Finance, and HR.
• Ability to translate data into practical recommendations and influence commercial leaders without replacing their accountability.
• Ability to communicate effectively with internal and external stakeholders.
• Ability to remain stationary for extended periods and review digital and printed materials.
• Ability to travel as business needs require.

Nice To Haves

• Advanced degree.
• Experience in medical devices, diagnostics, life sciences, or healthcare.

Responsibilities

• Establish and maintain standard commercial reporting, definitions, dashboards, and review cadences.
• Support reviews of funnel, forecast, orders, revenue, backlog, win/loss, installed base, utilization, and commercial performance.
• Provide leaders with accurate, timely, decision-ready views of commercial performance, opportunities, risks, and required actions.
• Maintain action and decision logs from commercial reviews and support disciplined follow-through.
• Own Clinical business requirements, governance, data standards, and adoption expectations for SFDC in partnership with IT and enterprise system owners.
• Define required SFDC data standards for opportunities, accounts, contacts, products, stages, probabilities, timing, and loss reasons.
• Monitor SFDC data completeness, timeliness, consistency, and usage; identify gaps and coordinate corrective actions with sales leadership.
• Develop and deliver role-based training, onboarding, job aids, and coaching to support consistent and effective SFDC use.
• Translate commercial process needs into prioritized system enhancements, reports, dashboards, and workflows.
• Analyze funnel progression, opportunity conversion, sales-cycle movement, loss reasons, revenue progression, and installed-base development.
• Develop analytics to help sales leadership identify performance gaps, growth opportunities, customer and segment patterns, and execution priorities.
• Support annual territory analysis using market opportunity, account potential, installed base, workload, coverage, and sales performance data.
• Provide scenario analysis to help leadership evaluate territory design, coverage models, and resource deployment.
• Support strategic pricing through pricing analytics, competitor and market inputs, price realization analysis, discount patterns, and margin visibility.
• Build and maintain quote-generation processes, tools, templates, approval workflows, and turnaround standards.
• Coordinate complex or nonstandard quotes across Sales, Product Management, Finance, Legal, Service, and other required functions.
• Monitor pricing and quote performance, including discounting, exceptions, approval cycle time, and price realization.
• Maintain governance so approved pricing strategy and approval authorities remain with designated business, Product Management, Commercial, and Finance leaders.
• Support annual quota development with historical performance, market opportunity, territory potential, pipeline, installed-base, and coverage analytics.
• Provide analysis and modeling to support sales compensation-plan development in partnership with Sales leadership, Finance, and HR.
• Test proposed quota and compensation structures for clarity, alignment, internal consistency, and potential execution issues.
• Support annual rollout materials, reporting requirements, and ongoing performance visibility while Finance and HR retain control and approval responsibilities.
• Identify and prioritize improvements to lead management, opportunity management, forecast processes, quoting, pricing approvals, customer handoffs, and reporting.
• Facilitate targeted commercial-process improvements with Sales, Marketing, Product Management, Finance, Service, Operations, and IT.
• Document and maintain commercial standard work, process ownership, controls, and training materials.

Benefits

• Flexible medical, dental, and vision coverage.
• Competitive 401(k) company match.
• Bonus program.
• Generous PTO and paid holidays.
• Tuition reimbursement.
• Hybrid and flexible work arrangements.
• Professional development, engagement, and events.
• Company marketplace for lunch and snacks at the Norwood, MA; Billerica, MA; and Westbrook, ME offices.
• Company-subsidized cafeteria at the Waltham, MA office.

What This Job Offers

• Job Type: Full-time
• Career Level: Director