Vice President, Growth and Commercial Excellence

This is a fully remote position, open to applicants in North Carolina.

📋 Description

• Lead the growth initiatives for the organization’s outpatient imaging network from a front-end perspective.

• Manage the sales center of excellence.

• Create strategic frameworks for partnerships with health systems, joint ventures, management arrangements, and other collaborative structures.

• Identify, assess, and prioritize potential health systems and strategic partners.

• Develop compelling partnership value propositions and theses aimed at executive audiences.

• Maintain a proactive view of the partnership landscape, including competitive joint venture activities, existing relationships, and untapped systems.

• Oversee the initial stages of the de novo development pipeline.

• Establish processes, schedules, and criteria for identifying, screening, and advancing new-site opportunities.

• Collaborate with regional and market leaders to coordinate geographic prioritization.

• Define and enhance market evaluation inputs, such as demographics, demand for procedures, modality mix, payer landscape, competition density, referral base, CON environment, real estate, and access considerations.

• Build business cases for prioritized de novo opportunities.

• Standardize opportunity packages and maintain the enterprise de novo opportunity pipeline.

• Set strategies and performance expectations for sales onboarding and ongoing development.

• Oversee sales training materials covering marketing assets, imaging modalities, referral dynamics, CRM, business intelligence, territory management, and commercial capabilities.

• Implement frameworks for continuous learning and develop sales leadership programs.

• Collaborate with Marketing, Clinical, and Compliance teams to ensure content accuracy and regulatory compliance.

• Define and monitor onboarding KPIs.

• Create referral-based targeting methodologies utilizing claims data, physician specialties, and market opportunity modeling.

• Establish standards for territory sizing and performance activity benchmarks.

• Work alongside Finance and Enterprise Analytics on territory alignment and headcount modeling.

• Design and update incentive compensation plans.

• Assist in volume budgeting and quarterly incentive compensation goal setting.

• Benchmark compensation structures against peers in healthcare services.

• Define commercial reporting and coordinate ad hoc analyses for executive leadership.

• Advocate for CRM data integrity and adoption.

• Identify competitive threats, joint venture volume leakage, potential opportunities, and performance outliers.

• Mentor Division Sales VPs in business planning, performance management, and talent development.

• Develop standardized sales playbooks and operational rhythms.

• Collaborate with HR on succession planning and identifying high-potential candidates.

• Conduct ride-alongs with sales representatives.

• Oversee sales administration functions, including onboarding/offboarding, rosters, territory IDs, compliance, investigations, expense budgeting, and T&E monitoring.

⛳️ Requirements

• Bachelor’s degree in Business, Healthcare Administration, Marketing, Finance, Economics, or a related field is required; an MBA or other advanced degree is preferred.

• Over 15 years of progressive experience in commercial/healthcare roles, with significant exposure to healthcare services, ideally in outpatient imaging or other referral-driven healthcare sectors.

• At least 7 years of leadership experience in commercial excellence, growth strategy, sales operations, sales enablement, or related fields, including experience managing through functional leaders and cross-functional teams.

• Proven track record of developing and executing commercial strategies that lead to measurable revenue growth, sales productivity, referral growth, market expansion, and/or customer retention within a multi-site or geographically diverse healthcare organization.

• Experience in outpatient imaging, radiology, diagnostic services, physician practices, ambulatory healthcare, or another referral-driven healthcare services setting is strongly preferred.

• Demonstrated competency in sales force effectiveness, territory and account planning, CRM optimization, commercial analytics, performance management, sales enablement, and the development of standardized commercial processes.

• Ability to translate market, customer, referral, and commercial data into actionable growth strategies and measurable business outcomes.

• Experience working with executive leadership, regional sales leaders, Marketing, Finance, Operations, Clinical, Compliance, and other enterprise functions to drive commercial objectives.

• Preferred experience in public companies and/or in a highly regulated healthcare environment.

• Strong capabilities in market and competitive analysis.

• Possess executive presence and skills in persuasive commercial-case development.

• Fluency in commercial analytics.

• Expertise in sales enablement and capability development.

• Ability to coach and influence without direct authority.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness programs.

• Opportunities for professional development and career advancement.

• Supportive and collaborative work environment.

• Flexible work arrangements.