Sr Commercial Excellence Manager

Imperative Care•Campbell, CA

1d•$155,000 - $175,000•Onsite

About The Position

The Senior Commercial Excellence Manager serves as a strategic partner and operational leader directly reporting to the Vice President of Commercial Operations and supporting the Vice President of Sales in driving revenue growth, sales force effectiveness, and commercial scalability. This role is responsible for building and optimizing the commercial infrastructure required to deliver consistent revenue growth for the thrombecotmy medical device business. The Senior Manager will lead sales planning, forecasting, incentive compensation planning, CRM strategy, and cross-functional commercial execution.

Requirements

Bachelor’s degree in Business, Finance, or related field; MBA strongly preferred, or a combination of training/education and experience.
8+ years of experience in commercial operations, sales operations, finance, or sales leadership within medical device or healthcare.
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.

Nice To Haves

Experience in vascular, cardiovascular, interventional, or hospital-based procedural markets strongly preferred.
Startup or high-growth med tech experience highly valued.
2+ years supervisory experience preferred.

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.