Director of Clinical Commercial Sales, West Region
About The Position
EBSCO Information Services (EBSCO) delivers a fully optimized research experience, seamlessly integrated with a powerful discovery platform to support the information needs and maximize the research experience of our end-users. Headquartered in Ipswich, MA, EBSCO employs more than 2,700 people worldwide, with most embracing hybrid or remote work models. As an AI-enabled service leader, we thrive on innovation, forward-thinking strategies, and the dedication of our exceptional team. At EBSCO, we’re driven to inspire, empower and support research. Our mission is to transform lives by providing reliable and relevant information — when, where and how people need it. We’re seeking dynamic, creative individuals whose diverse perspectives will help us achieve this global, inclusive mission. Join us to help make an impact. Your Opportunity The Director of Clinical Commercial Sales, West Region is responsible for driving market share and revenue growth for the Clinical Decisions product portfolio by maximizing retention and expanding existing customer relationships across the hospital market in the Eastern U.S. and Canada. This role leads, recruits, and coaches a cross-functional POD of sales and customer success professionals, providing end-to-end support across the pre- and post-sales lifecycle for healthcare customers. In addition to POD leadership, the Director builds and maintains strong relationships with strategic channel partners to extend market reach and impact. This leader plays a critical role in achieving Clinical Decisions’ growth objectives through disciplined execution of upsell, cross-sell, renewal retention, and customer success best practices, while building and sustaining a consistently strong pipeline that drives adoption, expansion, and long-term customer value. This remote position is North American based (excluding U.S. territories).
Requirements
- Experience in a leadership role in commercial operations and effectiveness, preferably within the healthcare industry
- Ability to think strategically and make data-driven decisions
- At least 7 years of commercial experience in comparable industries
- Bachelor’s Degree, college graduate with management experience
- Proven track record of achieving goals year over year; and understands why they were successful and how to achieve that again
- Ability to collaborate with colleagues and staff to create a results-driven, team-oriented environment
- Ability to plan and manage at both the strategic and operational levels
- Established contacts and relationships with potential customers and channel partners
- Outstanding consultative business development abilities and excellent interpersonal skills with executive level customers and partners
Responsibilities
- Strategic Leadership: Cultivate a values-driven organization grounded in trust and respect, reflecting our healthcare customers' desire and need to enhance patient experiences and outcomes, while fostering a curious and learning-oriented culture
- Commercial Excellence: Contribute to the development of and ensure effective execution of best practices for commercial activities, including go-to-market plans, compensation and incentive programs, and context for how we show up
- Drive initiatives to improve retention, upsell, and cross-sell effectiveness, including improving our net recurring revenue and usage
- Develop a highly skilled, trained, and educated team; establish, deploy, and assess baseline and ongoing sales training and product training processes. Ensure a skilled and motivated team
- Cross-Functional Collaboration: Work closely across commercial teams to ensure seamless launch processes and customer communication
- Performance Management: Set and monitor key performance indicators (KPIs) to assess commercial and customer success, as a team and individually
- Provide regular reports and presentations to the executive team on commercial performance
- Leadership and Development: Build and mentor a high-performing team of commercial professionals
- Encourage a culture of continuous learning and development within the team
- Lead by example, demonstrating strong leadership, strategic thinking, and customer-centric focus
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Director
