[Hiring] Vice President of Growth and Commercial Excellence @Lumexa Imaging

Role Description

The Vice President of Growth and Commercial Excellence drives the front-end growth agenda for the organization's outpatient imaging network and oversees the sales center of excellence. Reporting to the Chief Growth Officer, this leader operates across two connected mandates:

• Orchestrating the front end of enterprise growth — from health system partnership strategy to the top of the de novo development funnel.
• Building and sustaining the systems, talent, processes, and analytics that enable the sales force to perform at its highest level.

Essential Duties/Responsibilities:

Core Responsibilities – Growth (50%)

• Strategic Partnerships Strategy & Growth Planning
  • Support the front-end growth agenda for health system partnerships, developing the strategic framework for where and how the organization pursues joint ventures, management arrangements, and other partnership structures.
  • Partner with corporate development and regional leadership to identify, qualify, and prioritize prospective health systems and other strategic partners.
  • Support the development of the value proposition and partnership thesis for target partners — articulating the clinical, financial, and operational case for partnership for executive audiences.
  • Build and maintain a forward-looking view of the partnership landscape, including competitive JV activity, at-risk incumbent relationships, and white-space systems where no outpatient partner is entrenched.
  • Serve as the strategic connective tissue between the field-facing relationship owners and senior leadership, ensuring partnership pursuits are sequenced against enterprise priorities and resourcing capacity rather than pursued opportunistically.
• De Novo Growth: Top-of-Funnel Orchestration
  • Orchestrate the top of the funnel for the de novo development pipeline — establishing the process, cadence, and criteria by which new-site opportunities are surfaced, screened, and advanced into formal approval.
  • Coordinate with regional and market leaders to drive geographic prioritization, reconciling local market knowledge with an enterprise-level framework for where de novo investment creates the most durable competitive advantage.
  • Own the front-end market evaluation methodology: define and continuously refine the analytical inputs that determine market attractiveness and site viability.
  • Work with corporate development to build the commercial case for prioritized de novo opportunities.
  • Standardize how opportunities are packaged for review, creating a consistent set of criteria and deliverables.
  • Maintain the enterprise de novo opportunity pipeline as a managed portfolio.

Commercial Excellence (50%)

• Sales Training & Onboarding
  • Set the strategy, priorities, and performance expectations for sales onboarding and continuous development.
  • Establish the framework and development priorities for continuous learning.
  • Partner with Marketing, Clinical, and Compliance teams to ensure content accuracy and regulatory alignment.
  • Define and track onboarding KPIs to continuously improve program effectiveness.
• Benchmarks, Targeting, Territory Sizing & Structure
  • Establish the analytical framework that defines how the sales organization is structured.
  • Develop referral-based targeting methodologies.
  • Define territory sizing standards.
  • Set performance activity benchmarks by role, region, modality, and market segment.
  • Collaborate with Finance and Enterprise Analytics on annual territory alignment.
• Incentive Compensation Design
  • Architect and communicate incentive compensation plans that are competitive and motivating.
  • Lead the annual design and refresh of field incentive compensation plans.
  • Ensure plans drive the right behaviors.
  • Lead development and oversight of special incentive program requests.
• Commercial & Sales Effectiveness Analytics
  • Serve as the primary business partner to the central Enterprise Analytics team.
  • Define the standard commercial reporting suite.
  • Coordinate ad hoc analyses in response to business questions.
  • Champion CRM data integrity and adoption.
  • Identify competitive challenges, JV volume leakage, whitespace opportunities, and performance outliers.
• Coaching & Development of Division Sales VPs
  • Act as a strategic thought partner to Division Sales VPs.
  • Conduct regular business reviews with Division VPs.
  • Provide coaching on sales management practices.
  • Develop standardized playbooks and sales operating cadences.
• Sales Team Administration Oversight
  • Oversee administrative tasks associated with running a sales organization.
  • Ensure on-boarding off-boarding process is streamlined.
  • Track compliance with STARK regulations and Lumexa Imaging Commercial Policies and Procedures.
  • Work with finance and P&L owners to budget sales team expenses.

Qualifications

• Strong market and competitive analysis capability.
• Executive presence and the ability to build a persuasive commercial case.
• Comfort operating at the intersection of strategy and execution.
• Commercial analytics fluency.
• Sales enablement and capability building.
• Coaching and influence without authority.

Requirements

• Bachelor’s degree in Business, Healthcare Administration, Marketing, Finance, Economics, or a related discipline required; MBA or other advanced degree preferred.
• 15+ years of progressive commercial/healthcare experience.
• 7+ years of leadership experience in commercial excellence, growth strategy, sales operations, or related disciplines.
• Demonstrated success developing and executing commercial strategies.
• Experience in outpatient imaging, radiology, diagnostic services, or another referral-driven healthcare services environment strongly preferred.
• Proven experience with sales force effectiveness, territory and account planning, CRM optimization, and commercial analytics.
• Experience partnering with executive leadership and other enterprise functions.
• Public-company experience and/or experience operating in a highly regulated healthcare environment preferred.

Benefits

• Competitive compensation program to attract, retain, and motivate a high-performance workforce.