Senior Vice President, Sales Strategy & Enablement – North America

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Reporting to the SVP, Commercial Labs NAM, the Senior Vice President, Sales Strategy & Enablement – North America is a strategic executive leader responsible for advancing commercial excellence, operational effectiveness, and strategic growth across the North America sales organization.

This role partners directly with the Head of NAM Laboratory Solutions and U.S. Sales Leadership to shape and execute the commercial agenda. The SVP will lead Sales Operations, Learning & Development, Sales Compensation Strategy, and CRM transformation initiatives—establishing data as the single source of truth and delivering actionable insights that accelerate performance, expand market share, and enhance customer value.

Key Responsibilities

Sales Operations & Enablement

• Lead Sales Operations to drive efficiency, standardization, and continuous improvement across the NAM sales organization.
• Define, implement, and measure Sales Enablement initiatives using robust tools, KPIs, and governance to ensure transparency and impact.
• Oversee CRM strategy and execution to establish a unified, data-driven commercial operating model.

Learning & Development

• Design and implement world-class Learning & Development programs aligned to sales competencies and adult learning best practices.
• Ensure field readiness through structured onboarding, ongoing capability development, and enablement effectiveness measurement.

Sales Compensation Strategy

• Lead the Sales Compensation Strategy team to align incentive structures with corporate objectives, growth priorities, and desired selling behaviors.
• Ensure compensation plans are competitive, compliant, and drive high performance.

Strategic Analysis & Business Planning

• Lead Sales Acceleration initiatives focused on optimizing people deployment, coverage models, and go-to-market strategies to drive NAM growth and market share gains.
• Conduct strategic analyses including market and competitor assessments, benchmarking, and evaluation of M&A opportunities.
• Support strategic planning for the North American Diagnostics market and develop recommendations for commercial deployment.
• Oversee development and governance of business plans, budgets, and performance reporting.
• Serve as a trusted advisor to senior leadership on commercial strategy and transformation.

Analytics & Executive Reporting

• Deliver actionable insights to field account executives to improve pipeline quality, deal execution, and customer lifecycle management.
• Own executive-level KPIs, dashboards, and presentations to support data-driven decision making.

Cross-Functional Leadership

• Partner closely with the Head of NAM Laboratory Solutions, Sales Command Center, Marketing, Finance, and other stakeholders to ensure alignment and maximize sales effectiveness.

Travel

• Willingness to travel within North America (~50%).

Key Leadership Competencies

• Strategic Vision & Commercial Acumen – Translates business strategy into measurable sales enablement outcomes.
• Operational & Financial Excellence – Deep expertise in Sales Operations, business performance management, and incentive design.
• Inspirational Leadership – Builds and develops high-performing, geographically dispersed teams.
• Change Leadership – Proven ability to lead transformation in complex, matrixed environments.
• Customer Focus – Champions customer needs with urgency, empathy, and accountability.
• Analytical Expertise – Advanced proficiency in Power BI and data visualization to convert insights into action.
• Collaboration & Influence – Excels at partnering across functions and levels to achieve shared goals.

Qualifications

• BS/BA in a related discipline; MBA preferred.
• 10+ years of experience in Sales, Strategy, or Project Management, ideally within diagnostics or healthcare.
• Demonstrated success in Sales Operations, Business Excellence, and Learning & Development.
• Experience leading change and transformation in matrix organizations.
• Advanced proficiency in Power BI and analytical tools.
• Strong leadership presence w