VP/GM US Sales & Commercial Excellence

Company: ExecuNet
Location: Warwick
Posted on: January 12, 2021

Job Description:

JOB SUMMARY Reporting to the WW President of COMPANY Interventional Surgery, the VP/GM of US Sales and Commercial Excellence leads the Surgery Sales, Marketing Communications and Sales Enablement organization, and is responsible for 400+ associates and $1.0B in revenue. This role is responsible for defining, driving and executing on the sales strategy in the US Region to achieve revenue and OIBT business objectives. As a member of the Surgery Leadership team, this individual will also play a key role in shaping the business unit's strategy and culture. DESCRIPTION Key performance metrics for this executive include sustainable revenue and margin growth, new product launch success and category share gain. This leader is expected to ensure flawless execution of sales strategy to build a growing, sustainable, and profitable business. To that end, the VP/GM will lead and develop a coordinated, efficient, and high performing sales organization that builds strong customer loyalty to the Surgery business. KEY RESPONSIBILITIES Commercial and Financial Leadership* Develop and implement plans and strategies to drive revenue and profit growth, ensuring the attainment of the Surgery Business' overall goals.* Lead the budgeting process, including quarterly and annual expense forecasting.Commercial Excellence* Provide strategic recommendations for improving the productivity and effectiveness of sales force.* Design, implement, and manage sales forecasting, planning, and budgeting processes.* Establish high levels of quality, accuracy, and process consistency to be institutionalized in the sales organization.* Ensure planning, forecasting, and budgeting efforts are appropriately integrated with other planning processes employed within the organization.* Design and implement an optimal Go to Market model based on market dynamics and business strategy, including sales roles, coverage models, and/or team configurations in order to maximize productivity.* Lead change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.* Design sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, align with business and sales organization objectives and motivate team to drive results.* Define optimal performance measurements and performance management programs required to ensure success as defined by increased revenue growth, increased market share, and strong margins.* Align reporting, training, and incentive programs with performance management priorities.Customer and Market* Ensure that customer feedback and relevant information is gathered in real time.* Compile and effectively communicate information / data related to customer and prospect interactions to help the organization become more customer-centric.* Monitor customer, market and competitor activity, providing feedback and strategic recommendations to business, company and relevant functional leadership teams.* Play a key role in negotiating terms and conditions of multi-million dollar, multi-year contracts with C-Suite level executives of large hospital systems and non-acute care providers.Organizational Agility and Leadership* Proactive partnership with the Worldwide Platform and other functional leaders in executing the BU's growth strategies* Coach, mentor, and raise the team's ability to deliver and exceed expectations while creating opportunities for succession talent.Talent Management & Org Development* Leads talent agenda by building the capabilities required to deliver on the business strategy in both the short and long term.* Champions Inclusion & Diversity and promotes the acquisition and development of diverse talent from both internal and external sources.* Leads the Talent Review process to identify, coach, mentor, and provide challenging development opportunities for COMPANY's future leaders. Exports talent to the broader COMPANY organization.* Creates and sustains a culture of high performance and manages low performance aggressively, while being aligned to company values and culture.* Leads cultural change necessary to align with The COMPANY Way, to deliver on COMPANY2025 and MDS vision and strategy.Compliance* Ensure field compliance with all Sarbanes Oxley (SOX) requirements; ensure compliance with all local, state, federal and COMPANY regulations/policies/ procedures.* Ensure compliance with all local COMPANY quality policies / procedures / practices through consistent application of sound Quality Assurance principles.Required Experience* 10+ years' experience in medical device sales and marketing with 4+ years in Management* Experience working in a matrix environment, demonstrated ability to effectively manage across the matrix in the context of a large global company.* Leadership of post-merger integration activities.* BS in Science or BA in Business / Marketing or related discipline. MBA in marketing/finance or commensurate work experience highly preferred.

Keywords: ExecuNet, Warwick , VP/GM US Sales & Commercial Excellence, Other , Warwick, Rhode Island