Sr Director, Commercial Strategy & Excellence

Job Summary:

The Sr Director of Commercial Strategy & Excellence to leads and scales our commercial operations capabilities across key functions including strategy, sales effectiveness, commercial technology stack, sales tools deployment, and program governance. This individual will be a senior leader with a proven ability to drive alignment, efficiency, and growth across commercial teams. The ideal candidate brings strategic acumen, operational discipline, and a passion for enabling commercial success. They will partner closely with Sales, Marketing, Finance, Supply Chain, and IT leadership to drive alignment, visibility, and efficiency across all revenue-impacting activities.

Duties & Responsibilities:

Commercial Strategy & Execution

• Partner with executive leadership to shape and execute the commercial excellence strategy that aligns with corporate goals and growth initiatives.
• Lead the organization in creating growth strategies and initiatives around pricing and deal execution.
• Have experience with organizational and business integration and divestitures.
• Serve as a thought leader and internal consultant to sales, marketing, finance, and supply chain teams to identify and remove friction across the commercial value chain.
• Work with executive leadership team to prepare and review board presentations.

Commercial Program Management

• Lead enterprise-level commercial initiatives and transformation programs, ensuring on-time, in-scope, and within-budget delivery.
• Lead cross-functional programs aimed at driving revenue growth, go-to-market transformation, and operational scalability.
• Establish and manage governance frameworks to track progress, resolve risks, and communicate milestones effectively across stakeholders.

Sales Effectiveness

• Design and lead programs that drive sales productivity, including territory planning, quota setting, incentive compensation design, and pipeline optimization.
• Implement robust analytics and KPIs to monitor performance, identify opportunities, and drive continuous improvement.
• Lead enablement programs to ensure sales teams are equipped with tools, training, and insights to succeed.

Commercial Technology Stack & Sales Tools

• Own the commercial tech ecosystem (e.g., CRM, CLM, CPQ, BI, enablement tools), ensuring systems are integrated, user-friendly, and aligned to business needs.
• Lead technology roadmap planning, vendor selection, and system optimization projects to support scaling and automation.  Partner with IT and vendors to ensure systems scalability and security.
• Drive integration, adoption, and continuous improvement of sales and marketing tools.

Leadership & Organizational Development

• Build, develop, and inspire a high-performing team across the commercial excellence functions fostering a culture of accountability, innovation, and continuous development.
• Serve as a thought partner to senior executives on commercial strategy and execution.
• Mentor and develop talent within the organization, creating career paths and succession plans for key roles.

Minimum & Preferred Qualifications and Experience: 

Minimum Qualifications:

• 15–20 years of progressive experience in commercial operations, sales effectiveness, business planning, or related fields.
• 10+ years in a senior leadership capacity with cross-functional team management responsibilities.
• Deep expertise in CRM and sales tools (e.g., Salesforce, HubSpot, Clari, Anaplan), business intelligence platforms, and planning systems.
• Strong understanding of supply chain and inventory planning processes and their integration with commercial strategy.
• Demonstrated experience leading complex, cross-functional programs in dynamic, matrixed environments
• Excellent communication and influence skills, with the ability to align senior stakeholders and drive organizational change.

Preferred Qualifications:

• Experience in Healthcare, Pharmaceuticals, or MedTech industries.
• Familiarity with Lean/Six Sigma principles or change management certifications

Education:

• Bachelor's degree in Business, Operations, or related field.