Senior Director, Commercial Operations

Abbott•Lake Forest, CA

About The Position

The Senior Director, Commercial Operations and Enablement is a strategic partner to the Divisional Vice President, U.S. Commercial Operations, helping shape commercial strategy, organizational priorities, investment decisions, and long-range growth plans across the U.S. business. The role also leads teams that provide operational support to the direct sales team. As a member of the Commercial Leadership Team, this leader directly leads Marketing, Pricing & Contracting, Commercial Excellence, Training, Business Intelligence, Demand Planning, Technical Operations, Distribution, and Retail Sales. The role aligns commercial functions to accelerate sustainable revenue growth, expand market share, improve profitability, and strengthen organizational effectiveness. It uses data, analytics, and market insights to influence enterprise-wide decisions that enhance commercial performance and customer engagement. As a successor-pipeline role for future senior commercial leadership positions, the individual is expected to operate with an enterprise mindset, lead through senior functional leaders, and help shape the future direction and growth of the U.S. commercial organization.

Requirements

Bachelor’s degree in a relevant field.
Minimum 15 years of progressively responsible commercial experience, with demonstrated leadership across multiple commercial disciplines such as sales, marketing, commercial operations, pricing/contracting, analytics, or business planning.
Demonstrated success leading leaders and building high-performing, cross-functional commercial teams.
Strong strategic planning and commercial financial acumen.
Proven experience building and implementing business strategies that result in revenue and/or share gain.
Demonstrated ability to develop future commercial leaders.
Results-driven, with the ability to influence and effectively interact with cross-functional teams.
Creative problem solver with strong interpersonal skills and the capacity to work across boundaries using formal and influence skills.
CRM product and business process knowledge.
Excellent written and presentation communication skills.

Nice To Haves

MBA or advanced degree.
Prior P&L or significant commercial financial responsibility.
Experience leading large-scale product launches or portfolio transformations.
Demonstrated experience with sales force effectiveness, commercial analytics, and CRM-enabled execution.
Experience operating in complex healthcare markets with sophisticated pricing, contracting, and customer access dynamics.
Experience leading through other senior leaders.

Responsibilities

Translate business strategy into an integrated commercial execution framework aligning sales, marketing, pricing, contracting, and enablement functions.
Oversee development of scalable, high-performing commercial infrastructure to support current priorities and future growth.
Own the commercial performance management operating system, including forecasting, business reviews, KPI governance, and strategic planning; identify performance gaps and implement corrective actions.
Ensure organizational readiness for major product launches, market expansions, portfolio shifts, and evolving customer needs.
Identify and implement opportunities to improve customer experience, sales productivity, and commercial effectiveness.
Provide strategic leadership for U.S. Commercial Training so the organization develops capabilities, competencies, and customer engagement expertise to translate the value of Abbott's Infectious Disease portfolio into measurable outcomes.
Provide strategic oversight of Pricing & Contracting to capture the value of Abbott's Infectious Disease solutions while supporting sustainable growth, customer access, and profitability.
Champion accountability, data-driven decision making, and continuous improvement.
Lead cross-functional commercial initiatives to improve customer access, enhance business intelligence and analytics capabilities, and establish scalable best practices across sales and marketing.
Translate commercial performance insights into actionable recommendations for sales strategy, KPI development, field execution, sales management, and organizational capability building.
Lead Marketing, Pricing & Contracting, Commercial Excellence, Training, Business Intelligence, Demand Planning, Technical Operations, Distribution, and Retail Sales.