LivaNova
Director, Commercial Excellence - North American Epilepsy
LivaNova, Chicago, Illinois, United States
Overview
LivaNova is a global medical technology company built on nearly five decades of experience and a commitment to improving the lives of patients around the world. The company is listed on the NASDAQ stock exchange under the ticker LIVN. LivaNova is headquartered in London (UK) with a presence in over 100 countries and a team of more than 3,000 employees worldwide. LivaNova Neuromodulation:
As pioneers of the VNS (Vagus Nerve Stimulation) Therapy system, LivaNova advances medical device solutions for patients affected by Drug-Resistant Epilepsy (DRE) and Difficult-to-Treat Depression (DTD). There are 3 million people in the U.S. alone and one in three people with epilepsy are drug resistant. People with severe seizures have, on average, a shorter life expectancy and an increased risk of cognitive impairment, particularly if the seizures developed in early childhood. VNS Therapy for DRE is delivered through a device that sends mild pulses to the vagus nerve at regular intervals throughout the day to prevent seizures. Job Profile
This position is responsible for managing and coordinating the broader, strategic sales initiatives aimed at improving overall efficiency, effectiveness, and alignment of the sales, marketing, and commercial operations functions, encompassing all aspects of the commercial process, from pricing strategies to customer engagement to sales channel management. This individual will provide expert insight into the use of sales data analytics and business intelligence to inform commercial strategies and other initiatives, providing a holistic view of optimizing commercial activities across the North America organization. The Director of Commercial Excellence - NA Epilepsy reports to the Vice President of Sales - NA Epilepsy. Key elements of the Director, Commercial Excellence role include
Sales Process Optimization:
Streamlining and improving the sales process from lead generation to deal closure.
Customer Segmentation:
Understanding and targeting specific customer segments more effectively.
Sales Performance Metrics:
Defining and tracking key performance indicators (KPIs) to measure success.
Cross-Functional Alignment:
Ensuring sales, marketing, and commercial operations teams work cohesively toward shared goals.
Collaborates with Sales Enablement, Sales Training, IT, Competitive Intelligence & Data Analytics (CIDA):
Collaborates with the respective internal teams to understand industry insights, competitors and customers, sales training initiatives, CRM tools, LMS content, and other day-to-day tools and resources that support the sales force.
Pricing Strategies:
Collaborate with the downstream Epilepsy marketing function regarding optimal pricing models and strategies to maximize revenue.
PRIMARY ACTIVITIES/DUTIES
Define and implement a consistent North America sales strategy, assess sales performance, and identify initiatives that align to the commercial strategy and ensure efficiency and productivity.
Identify and execute detailed transformational sales initiatives and projects, bringing in best practices and insights from internal and external sources into the design.
Establishes sales force KPIs based on business intelligence and provides oversight on execution.
Builds best-in-class sales capabilities and ensures best practice sharing with the commercial organization.
Utilize sales data and market research analytics to inform the strategy and create business-specific plans for commercial opportunities.
Communicates commercial strategy into understandable and actionable priorities for sales teams as defined in the quarterly Plan of Action (POA).
Accountable for the development and execution of the quarterly Plan of Action (POA) in collaboration with leaders from Sales, Marketing, Commercial Operations, Medical Affairs, Research & Development, Clinical Strategy and Finance.
Accountable for the development and execution of the quarterly Regional Business Reviews in collaboration with leaders from Sales and Finance.
Institute and continue to re-engineer systems and procedures that improve efficiency in operations by formulating sales strategies, developing annual strategic plans, optimizing resources, training, and technology investment.
Collaborate with sales leadership to develop and implement sales performance metrics and KPIs that drive the desired outcomes.
Develop and communicate a clear vision of growth and profitability strategy that can be translated into concrete action plans by sales leaders.
Create and sustain the organizational actions needed to successfully execute plans.
Lead the thinking of the organization in identifying opportunity areas based on market needs, trends, and competitive landscape that will guide current and future growth strategies.
The minimum requirements, skills and qualifications contained in this job description outline the core functions and requirements of the position and do not constitute an exhaustive listing of activities, duties, or responsibilities that may be required of or assigned to an employee in this position.
Travel Requirements
This position may require moderate business travel of 20% or more of the time. Minimum Requirements and Qualifications
Bachelor's Degree
10+ years of medical device sales or sales support experience, most recently at a leadership level.
Must have proven experience in operating as part of a leadership team that places high emphasis on collaborative decision-making and accountability.
Strong leadership skills, including the ability to set goals and provide feedback to build positive relationships and improve business results.
Pay Transparency
A reasonable estimate of the annual base salary for this position is $125,000 - $200,000 + discretionary annual bonus. Pay ranges may vary by location. Valuing different backgrounds
LivaNova values equality and diversity. We are committed to ensuring that our recruitment process is fair, transparent and free from unlawful discrimination. Our selection process is driven by the key demands/requirements for the role rather than bias or discrimination on the basis of protected characteristics. Notice to third party agencies
Please note that we do not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Services Agreement, we will not consider payment of any referral compensation or recruiter fee. In the event that a recruiter or agency submits a resume without a signed agreement, we reserve the right to hire those candidates without any financial obligation to the recruiter or agency. Beware of Job Scams
Please beware of potentially fraudulent job postings or suspicious recruiting activity. LivaNova will never ask for fees or sensitive personal information in the recruitment process. If you are concerned, verify by visiting the official Careers page and ensure emails come from an livanova.com address.
#J-18808-Ljbffr
LivaNova is a global medical technology company built on nearly five decades of experience and a commitment to improving the lives of patients around the world. The company is listed on the NASDAQ stock exchange under the ticker LIVN. LivaNova is headquartered in London (UK) with a presence in over 100 countries and a team of more than 3,000 employees worldwide. LivaNova Neuromodulation:
As pioneers of the VNS (Vagus Nerve Stimulation) Therapy system, LivaNova advances medical device solutions for patients affected by Drug-Resistant Epilepsy (DRE) and Difficult-to-Treat Depression (DTD). There are 3 million people in the U.S. alone and one in three people with epilepsy are drug resistant. People with severe seizures have, on average, a shorter life expectancy and an increased risk of cognitive impairment, particularly if the seizures developed in early childhood. VNS Therapy for DRE is delivered through a device that sends mild pulses to the vagus nerve at regular intervals throughout the day to prevent seizures. Job Profile
This position is responsible for managing and coordinating the broader, strategic sales initiatives aimed at improving overall efficiency, effectiveness, and alignment of the sales, marketing, and commercial operations functions, encompassing all aspects of the commercial process, from pricing strategies to customer engagement to sales channel management. This individual will provide expert insight into the use of sales data analytics and business intelligence to inform commercial strategies and other initiatives, providing a holistic view of optimizing commercial activities across the North America organization. The Director of Commercial Excellence - NA Epilepsy reports to the Vice President of Sales - NA Epilepsy. Key elements of the Director, Commercial Excellence role include
Sales Process Optimization:
Streamlining and improving the sales process from lead generation to deal closure.
Customer Segmentation:
Understanding and targeting specific customer segments more effectively.
Sales Performance Metrics:
Defining and tracking key performance indicators (KPIs) to measure success.
Cross-Functional Alignment:
Ensuring sales, marketing, and commercial operations teams work cohesively toward shared goals.
Collaborates with Sales Enablement, Sales Training, IT, Competitive Intelligence & Data Analytics (CIDA):
Collaborates with the respective internal teams to understand industry insights, competitors and customers, sales training initiatives, CRM tools, LMS content, and other day-to-day tools and resources that support the sales force.
Pricing Strategies:
Collaborate with the downstream Epilepsy marketing function regarding optimal pricing models and strategies to maximize revenue.
PRIMARY ACTIVITIES/DUTIES
Define and implement a consistent North America sales strategy, assess sales performance, and identify initiatives that align to the commercial strategy and ensure efficiency and productivity.
Identify and execute detailed transformational sales initiatives and projects, bringing in best practices and insights from internal and external sources into the design.
Establishes sales force KPIs based on business intelligence and provides oversight on execution.
Builds best-in-class sales capabilities and ensures best practice sharing with the commercial organization.
Utilize sales data and market research analytics to inform the strategy and create business-specific plans for commercial opportunities.
Communicates commercial strategy into understandable and actionable priorities for sales teams as defined in the quarterly Plan of Action (POA).
Accountable for the development and execution of the quarterly Plan of Action (POA) in collaboration with leaders from Sales, Marketing, Commercial Operations, Medical Affairs, Research & Development, Clinical Strategy and Finance.
Accountable for the development and execution of the quarterly Regional Business Reviews in collaboration with leaders from Sales and Finance.
Institute and continue to re-engineer systems and procedures that improve efficiency in operations by formulating sales strategies, developing annual strategic plans, optimizing resources, training, and technology investment.
Collaborate with sales leadership to develop and implement sales performance metrics and KPIs that drive the desired outcomes.
Develop and communicate a clear vision of growth and profitability strategy that can be translated into concrete action plans by sales leaders.
Create and sustain the organizational actions needed to successfully execute plans.
Lead the thinking of the organization in identifying opportunity areas based on market needs, trends, and competitive landscape that will guide current and future growth strategies.
The minimum requirements, skills and qualifications contained in this job description outline the core functions and requirements of the position and do not constitute an exhaustive listing of activities, duties, or responsibilities that may be required of or assigned to an employee in this position.
Travel Requirements
This position may require moderate business travel of 20% or more of the time. Minimum Requirements and Qualifications
Bachelor's Degree
10+ years of medical device sales or sales support experience, most recently at a leadership level.
Must have proven experience in operating as part of a leadership team that places high emphasis on collaborative decision-making and accountability.
Strong leadership skills, including the ability to set goals and provide feedback to build positive relationships and improve business results.
Pay Transparency
A reasonable estimate of the annual base salary for this position is $125,000 - $200,000 + discretionary annual bonus. Pay ranges may vary by location. Valuing different backgrounds
LivaNova values equality and diversity. We are committed to ensuring that our recruitment process is fair, transparent and free from unlawful discrimination. Our selection process is driven by the key demands/requirements for the role rather than bias or discrimination on the basis of protected characteristics. Notice to third party agencies
Please note that we do not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Services Agreement, we will not consider payment of any referral compensation or recruiter fee. In the event that a recruiter or agency submits a resume without a signed agreement, we reserve the right to hire those candidates without any financial obligation to the recruiter or agency. Beware of Job Scams
Please beware of potentially fraudulent job postings or suspicious recruiting activity. LivaNova will never ask for fees or sensitive personal information in the recruitment process. If you are concerned, verify by visiting the official Careers page and ensure emails come from an livanova.com address.
#J-18808-Ljbffr