Sr. Director of Commercial Operations

Envista•Brea, CA

60d•Onsite

About The Position

The Sr. Director of Commercial Operations is a critical leadership role vital to the success of the global consumables business, partnering with the consumables commercial team through all aspects of strategic transformation within the organization. This individual will oversee the development and implementation of new processes, tools, and strategies aimed at maximizing sales productivity, operational efficiency, and revenue growth. This role involves shaping and optimizing the organization's commercial opportunities, designing new workflows, planning and project management, and implementing transformational commercial changes. The Sr. Director holds accountability for delivering key insights on the business, essential back-office operations, and development and deployment of effective commercial strategies within the organization. As a key business leader, the Sr. Director will ensure the appropriate structure for annual and strategic objectives are delivered and managed through a the Envista Business Systems (EBS) framework of Daily Management and other lean practices. The successful candidate will lead the strategy and functional capability development of sales operations, sales compensation planning, CRM, pricing, contract administration, chargeback validations, data management, and product forecasting. The leader will also ensure newly implemented processes yield measurable and sustained results while managing and developing a robust team. Direct reports to this role include the data analyst team, senior contract/pricing analysts, and sales operations managers. Cross-functional relationships span Sales, Marketing, Product Management, Operations, and Finance. This role is based in Brea, CA and will require someone in the office 4 days per week.

Requirements

Bachelor's degree required in Business, Marketing, Finance, Economics or related field; Master's degree highly desired.
Medical or healthcare sales and/or marketing experience.
10-15 years of related industry experience, which includes a successful track record in sales operations, commercial operations, or marketing.
10+ years of leadership experience managing large, multi-faceted teams

Nice To Haves

Experience in high-performance cultures, delivering results under pressure and exceeding targets.
Demonstrates critical and agile thinking to solve complex problems and adapt to new challenges.
Adaptable to job and industry changes; quickly learning new systems and processes.
Data-driven problem analysis using quantitative methods to identify patterns and root causes.
Strong analytical skills for interpreting large datasets and generating actionable insights.
Excellent communication skills for articulating ideas to diverse audiences both verbally and in writing.
Influential with leadership and stakeholders, gaining buy-in through persuasive arguments.
Success in transforming commercial operations through KPI development, aligning with business goals, and driving performance improvements.
Skilled in using financial data for margin improvement and identifying cost-saving opportunities.
Proficient in MS Office Suite, utilizing advanced features for enhanced productivity.
Effective interpersonal skills, building strong relationships through empathy and collaboration.
Understanding of business practices, applying knowledge to drive operational excellence.
Proficient in CRM systems, optimizing customer relationship management processes.
Leadership qualities with risk-taking, inspiring teams while managing potential risks.
Balanced presence in tense situations, maintaining professionalism during high-stress scenarios.
Maintains ethical standards, upholding integrity and responsibility in all activities.

Responsibilities

Develop comprehensive and strategic plans that support and align with the overarching business goals and objectives of the organization, providing a clear roadmap for success.
Work cross functionally to develop and implement commercial strategies to drive growth in the Global market
Provide actionable insights and recommendations to Global Consumable Leadership team to drive revenue growth and enhance sales performance.
Continuously adapt and refine comprehensive and strategic plans to account for changing market conditions, new opportunities, and emerging trends, demonstrating flexibility and adaptability to ensure they remain relevant, effective, and aligned with evolving business needs and challenges.
Address business and customer challenges proactively, developing solutions that enhance customer satisfaction and business performance.
Leverage EBS tools and methods to optimize departmental standard work and daily management of objectives.
Develop a culture of transparency and collaboration in decision-making processes by sharing findings, insights, and actions to cross-functional teams.
Formulate and execute leadership and team development plans aimed at enhancing the skills, knowledge, abilities, and overall capabilities of each team member.
Consistently provide ongoing, constructive feedback and mentoring to team members, assisting them in their growth and helping them to reach their full potential within the organization.
Facilitate and cultivate a positive, inclusive, and productive work environment that fosters excellence and high performance among all team members.
Develop and oversee the Consumable business' price and contracting strategy, process, and workflow to maximize price and profitability. This includes creating pricing models, setting prices, and adjusting strategies based on market conditions.
Monitor and evaluate pricing performance, lead pricing negotiations, and communicate strategies to Global Consumables leadership.
Analyze market data and lead evaluation of cross-functional teams to refine pricing strategies, address competitive pressures, and maximize profitability while maintaining market share.
Lead the cross-functional Consumable management team on the development of the annual compensation planning and guide multiple stakeholders on critical decision-making processes.
Oversee sales planning, resource allocation, and incentive program design. Ensure that sales strategies and decisions are deeply rooted in data and analytics to support overall business goals.
Analyze sales performance data to assess the effectiveness of compensation plans and identify areas that can drive greater business results.
Identify opportunities to streamline and improve sales compensation processes and systems.
Conduct market research and benchmarking to ensure compensation plans are competitive and attract top sales talent.
Develop and implement the overall analytics strategy for the sales organization.
Lead team to ensure high data integrity and develop robust reporting visualizations within reporting systems
Align the structure of KPIs and reporting cadence necessary to achieve business goals and operational performance in Market Share, Sales Performance, Customer Churn, and Product insights
Analyze market trends and industry data to make informed adjustments to strategies, ensuring they remain competitive and effective.
Identify and implement improvements to sales processes, tools, and technologies for increased efficiency and effectiveness.