Vice President, Commercial Operations

Philips•Nashville, MN

4d•Hybrid

About The Position

Lead the US Commercial Operations strategy for Image Guided Therapy Devices (IGT-Devices), driving commercial excellence, sales effectiveness, risk management, operational transformation, and sustainable growth. This role involves driving global commercial excellence and sales effectiveness by leading sales resource planning, territory design, pricing and contracting, sales compensation, field inventory management, project management, quota setting, reporting, and sales analytics. It also includes optimizing sales coverage, capacity, and back-office processes to increase sales productivity, and enhancing internal and field-utilized tools such as Salesforce.com, Power BI, Conga, and Wavemark to drive automation and efficiencies. The position requires developing and implementing policies and procedures across contract management, sales support, sales analysis, tendering, quoting, and sales operations, as well as developing strategic sales operations plans that support organizational growth and market expansion. Leading large-scale commercial operations integration and transformation initiatives and supporting continuous improvement sites through best-practice sharing, capability development, and targeted training are also key aspects of this role. Additionally, the role involves leading pricing, contracting, and commercial risk management by enabling the sales organization to focus on high-value activities while ensuring deals are structured to optimize win potential and financial performance. It requires providing oversight and escalation for complex and high-risk opportunities, acting as an independent advisor and trusted business partner to Segments and Business Units, and identifying and addressing strategic, operational, financial, technical, delivery, and compliance risks through the deal board process. Partnering with Sales, Finance, Legal, Compliance, Marketing, and business leaders to establish effective and compliant deal and program approvals and monitoring processes, and enhancing automation in the area of rebate and GPO admin fee calculations, as well as building contracting analytics to drive focused activity on successful programs and revenue are also critical. The role also entails developing go-to-market models and leading sales compensation, quota, and organization design, including leading innovative go-to-market models for sales organizations in 4 Segments, Corporate Accounts team and Capital sales teams. Designing sales compensation plans that help attract, motivate, and retain top talent, leading the timely creation and distribution of sales quotas, and optimizing territory design and sales coverage across multiple sales organizations are also part of the responsibilities. Analyzing market potential and representative capacity to ensure appropriate coverage and opportunity, developing sales analytics and enhancing reporting for the full field sales team to help identify opportunities and maximize revenue, and managing compensation calculation and payments for all field sales roles, including calculating and publishing monthly Rankings to drive performance and identify top sales performers for year-end awards are also key. Furthermore, the role involves leading CRM, sales technology, and analytics, serving as the business owner of the Salesforce.com (SFDC) environment and driving its continuous improvement, as well as being the business owner of Conga, Power BI, and Wavemark, driving their continuous improvement and managing the IT relationship. Selecting, implementing, and optimizing sales tools and technologies, ensuring CRM processes and tools deliver measurable value and improve sales productivity, and leading timely, high-quality sales reporting and increasing automation of sales analysis are also crucial. Defining critical metrics that provide visibility into sales and business performance, and identifying opportunities to strengthen competitive positioning and improve customer satisfaction and retention are also part of the role. Field Inventory Management is another key area, involving managing teams responsible for financial transactions and audits associated with trunk stock and consignment, applying LEAN principles to continuously improve processes and ensure compliance and quality standards are met, and leading financial review of field inventory programs by developing KPIs on turns and revenue to maximize ROI on field-based assets including company-owned capital products. Finally, the role involves leading people and organizational development by leading a commercial operations team, initially with six direct reports, building and developing high-performing teams and future leaders, and leading succession planning, talent selection, performance management, compensation management, and career development. Creating an environment that encourages innovation, accountability, collaboration, and continuous improvement, and partnering and influencing across Philips by working closely with sales leaders, Business Management, Finance, Legal, Compliance, Marketing, HR, and other Philips functions, influencing senior leaders and cross-functional stakeholders to align strategies and optimize resources, balancing commercial opportunities and business pressures with financial, operational, and compliance requirements, and communicating complex commercial topics effectively across functions, levels, and regions are also essential.

Requirements

15+ years of experience in complex sales, commercial, and/or marketing operations.
5+ years of experience within the healthcare industry, preferably in image-guided therapy devices.
Demonstrated experience leading large-scale organizational change, integration, or commercial transformation with measurable business impact.
Experience working across multiple functions, regions, and organizational levels, including senior executives.
Strong commercial, financial, analytical, and organizational acumen.
Expertise across areas such as pricing and deal support, contracting, sales compensation, quota and territory design, Field Inventoiry, CRM/Salesforce, sales analytics, and commercial risk management.
Strong leadership, communication, influencing, and talent-development capabilities.
Ability to balance growth, customer needs, operational priorities, and compliance requirements.
Bachelor’s degree required or MBA preferred.
Certified Lean Expert, Black Belt, or Master Black Belt preferred.
Proven ability to lead and develop high-performing teams.
Strong sense of urgency with a demonstrated record of delivering commitments.
Leadership mindset that inspires others and challenges existing ways of working.
Critical-thinking and continuous-improvement mindset with the ability to translate new ideas into measurable business results.
Must be able to successfully perform the following minimum Physical, Cognitive and Environmental job requirements with or without accommodation for this position.

Nice To Haves

MBA preferred.
Certified Lean Expert, Black Belt, or Master Black Belt preferred.

Responsibilities

Drive global commercial excellence and sales effectiveness: Leading sales resource planning, territory design, pricing and contracting, sales compensation, field inventory management, project management, quota setting, reporting, and sales analytics.
Optimizing sales coverage, capacity, and back-office processes to increase sales productivity.
Enhancing internal and field-utilized tools such as Salesforce.com, Power BI, Conga, and Wavemark to drive automation and efficiencies, as well as data-gathering capabilities to improve transparency and accelerate decision-making.
Developing and implementing policies and procedures across contract management, sales support, sales analysis, tendering, quoting, and sales operations.
Developing strategic sales operations plans that support organizational growth and market expansion.
Leading large-scale commercial operations integration and transformation initiatives.
Supporting continuous improvement sites through best-practice sharing, capability development, and targeted training.
Lead pricing, contracting, and commercial risk management: Enabling the sales organization to focus on high-value activities while ensuring deals are structured to optimize win potential and financial performance.
Providing oversight and escalation for complex and high-risk opportunities.
Acting as an independent advisor and trusted business partner to Segments and Business Units
Identifying and addressing strategic, operational, financial, technical, delivery, and compliance risks through the deal board process.
Partnering with Sales, Finance, Legal, Compliance, Marketing, and business leaders to establish effective and compliant deal and program approvals and monitoring processes.
Enhancing automation in the area of rebate and GPO admin fee calculations as well as building contracting analytics to drive focused activity on successful programs and revenue.
Develop go-to-market models and lead sales compensation, quota and organization design: Leading innovative go-to-market models for sales organizations in 4 Segments, Corporate Accounts team and Capital sales teams.
Designing sales compensation plans that help attract, motivate, and retain top talent.
Leading the timely creation and distribution of sales quotas.
Optimizing territory design and sales coverage across multiple sales organizations.
Analyzing market potential and representative capacity to ensure appropriate coverage and opportunity.
Developing sales analytics and enhancing reporting for full field sales team to help identify opportunities and maximize revenue
Managing compensation calculation and payments for all field sales roles
Calculate and publish monthly Rankings to drive performance and identify top sales performers for year end awards.
Lead CRM, sales technology, and analytics: Serving as business owner of the Salesforce.com (SFDC) environment and driving its continuous improvement.
Serving as business owner of Conga, Power BI and Wavemark and driving their continuous improvement and managing IT relationship.
Selecting, implementing, and optimizing sales tools and technologies.
Ensuring CRM processes and tools deliver measurable value and improve sales productivity.
Leading timely, high-quality sales reporting and increasing automation of sales analysis.
Defining critical metrics that provide visibility into sales and business performance.
Identifying opportunities to strengthen competitive positioning and improve customer satisfaction and retention.
Field Inventory Management: Managing teams responsible for financial transactions and audits associated with trunk stock and consignment.
Applying LEAN principles to continuously improve processes and ensure compliance and quality standard are met.
Leading financial review of field inventory programs by developing KPIs on turns and revenue to maximize ROI on field based assets including company owned capital products.
Lead people and organizational development: Leading a commercial operations team, initially with six direct reports.
Building and developing high-performing teams and future leaders.
Leading succession planning, talent selection, performance management, compensation management, and career development.
Creating an environment that encourages innovation, accountability, collaboration, and continuous improvement.
Partner and influence across Philips: Working closely with sales leaders, Business Management, Finance, Legal, Compliance, Marketing, HR, and other Philips functions.
Influencing senior leaders and cross-functional stakeholders to align strategies and optimize resources.
Balancing commercial opportunities and business pressures with financial, operational, and compliance requirements.
Communicating complex commercial topics effectively across functions, levels, and regions.