[Hiring] Sr Commercial Excellence Manager @Imperative Care

• Serve as operational lead and strategic thought partner to the Vice President of Sales.
• Support annual sales planning, territory design, quota allocation, and headcount modeling.
• Lead development of commercial dashboards and KPIs for executive and board reporting.
• Drive quarterly business reviews (QBRs) with regional sales leaders.
• Support development and execution of sales growth initiatives including new account penetration and share-of-wallet expansion.

• Develop, improve, and own the commercial operating model supporting all business units.
• Drive sales productivity and pipeline visibility through deep partnership with sales leadership.
• Establish standardized forecasting methodology and improve forecast accuracy.
• Conduct white space and territory optimization analyses.
• Monitor revenue per rep, sales cycle length, pipeline coverage ratios, and ASP trends.
• Identify and implement process improvements to increase sales efficiency and effectiveness.

• Lead forecasting process and participate in S&OP cadence.
• Partner with leadership to set quarterly and annual quotas aligned with company growth objectives.
• Develop revenue models and scenario planning to support strategic decisions.
• Provide regular and ad hoc performance analysis to senior leadership.

• Oversee end-to-end sales compensation process including:
  • Incentive design and modeling
  • Quota communication
  • Performance tracking
  • Quarterly updates
  • Payout calculations and processing
• Ensure incentive plans drive desired commercial behaviors and align with company objectives.
• Partner with Finance to ensure accuracy and compliance in payout administration.

• Partner with Marketing on targeting strategy, campaign tracking, and lead management.
• Collaborate with Clinical Affairs to support account adoption and conversion strategies.
• Align with Operations and Supply Chain to mitigate revenue disruption risks.
• Ensure accurate sales process documentation and onboarding of new representatives.

• Bachelor’s degree in Business, Finance, or related field; MBA strongly preferred, or a combination of training/education and experience.
• 8+ years of experience in commercial operations, sales operations, finance, or sales leadership within medical device or healthcare.
• Experience in vascular/intravascular, cardiovascular, interventional, or hospital-based procedural markets strongly preferred.
• Startup or high-growth med tech experience highly valued.
• 2+ years supervisory experience preferred.
• Strong knowledge of hospital purchasing environments, IDNs, and GPO structures.
• Proven expertise with complex sales modeling and data analysis
• Advanced Excel and financial modeling skills required.
• Excellent communication and executive presentation skills.
• Demonstrated ability to influence senior leaders and field sales teams.

The use of external recruiters/staffing agencies requires prior approval from our Human Resources Department. The Human Resources Department at Imperative Care requests that external recruiters/staffing agencies not to contact Imperative Care employees directly in an attempt to present candidates. Complying with this request will be a factor in determining future professional relationships with Imperative Care.

Imperative Care will not accept unsolicited resumes from any source other than candidates themselves for either current or future positions. Submission of unsolicited resumes in advance of an agreement between the Human Resources Department and the external recruiter/staffing agency does not create any implied obligation on the part of Imperative Care.