Director, Commercial Planning – Excellence

This is a fully remote position, open to applicants in Illinois, +7 more states.

📋 Description

• Provide leadership at an enterprise level for commercial planning, sales coverage, and strategic execution disciplines.

• Oversee the design of territory and coverage models, customer segmentation, quota methodologies, and annual planning processes.

• Offer guidance to executive and field sales leaders.

• Manage sales communications and coordinate commercial event management.

• Collaborate with Sales, Finance, Product, Marketing, and other partners to align priorities, governance, timelines, and communications.

• Take ownership of territory design, territory alignment methodologies, customer segmentation, and sales coverage model design.

• Relay organizational or customer updates to the sales team, including leading monthly All Sales Calls.

• Spearhead the cross-functional annual commercial planning process and account planning framework, encompassing calendars, product focus, deliverables, reviews, governance, and training expectations.

• Direct the account planning prioritization frameworks for promotions and products aimed at the field.

• Manage QBR materials and support, which includes external messaging, standard materials, review processes, and compliance tracking.

• Enhance governance and processes for account setup in line with account assignments and requirements.

• Oversee the commercial samples process and flow, which includes roles, approvals, tracking, and issue resolution.

• Coordinate commercial E&O initiatives, focusing on prioritization, field activation, communications, and outcome tracking.

• Provide recommendations and oversight for product launches through the Sales Activation Process.

• Create leadership presentation materials, playbooks, and rollout materials.

• Set data-driven targets and initiatives for prioritization.

• Suggest changes in territory, quota, coverage, and customer segmentation based on market opportunities, workloads, customer needs, and commercial priorities.

• Guide annual priorities, product focus, initiative sequencing, field activation plans, and modifications based on execution results.

• Assess event participation, investment, and portfolio adjustments based on strategic relevance, customer engagement, and ROI.

• Lead the quota-setting and territory deployment efforts based on coverage models.

• Develop product and marketing go-to-market strategies informed by sales and customer insights.

• Prioritize customer segmentation to evaluate win probability, market potential, and competitive positioning.

• Drive measurable enhancements in initiative prioritization, revenue per representative, territory balance, sales process standardization, execution discipline, and visibility of event/program ROI.

⛳️ Requirements

• Bachelor’s degree in business, strategy, finance, marketing, healthcare administration, or a related field; advanced degree preferred.

• 8+ years of escalating experience in commercial strategy, sales operations, sales planning, consulting, marketing strategy, or a related discipline, featuring leadership of complex cross-functional programs.

• Ability to work cross-functionally and influence others without direct authority.

• Excellent communication and executive presentation skills with the capability to distill clear, actionable plans from complex subjects or issues.

• Advanced skills in Excel, PowerBI, and presentation software; strong familiarity with Salesforce or CRM systems.

• Proven expertise in territory design, customer segmentation, coverage models, quota methodologies, annual planning, and account planning.

• Demonstrated ability to translate enterprise strategy into field-ready roadmaps, governance, communications, materials, milestones, and measurable deliverables.

• Strong experience in program and event leadership, including executive forums, national sales meetings, tradeshows, and multi-functional initiatives.

• Executive-level communication and presentation skills, including the creation of leadership materials, customer communications, FAQs, and large-group calls.

• Strong analytical and financial skills with the capability to assess territory balance, program effectiveness, event ROI, and commercial outcomes.

• Advanced proficiency with Excel, PowerPoint, Power BI, Salesforce, and related planning and project management tools.

• Ability to influence senior leaders and cross-functional partners without direct authority while driving clarity, decisions, and follow-through.

• Preferred experience in healthcare distribution, medical products, health systems, GPOs, or a related industry.

🏝️ Benefits

• Comprehensive healthcare plan including medical, dental, and vision coverage starting on day one for full-time team members.

• Educational assistance for eligible employees enrolled in an approved, accredited collegiate program.

• Employer-paid life insurance and disability coverage.

• Voluntary supplemental life, hospitalization, critical illness, and various insurance programs.

• Adoption assistance.

• Fertility benefits included in the medical plan.

• Parental leave.

• Health Savings Account (HSA).

• 401(k) plan.

• Holidays, vacation days, personal days, sick days, short-term leave, and additional types of leave.

• Teammate Assistance Program (TAP).

• Calm Health.

• Cancer Resources Services.

• Discount programs.

• 20% AIP eligibility.