LivaNova
Director, Commercial Excellence - North American Epilepsy
LivaNova, Oklahoma City, Oklahoma, United States
Overview
Join us today and make a difference in people's lives! LivaNova is a global medical technology company built on nearly five decades of experience and a relentless commitment to improving the lives of patients around the world. Our advanced technologies and breakthrough treatments provide meaningful solutions for the benefit of patients, healthcare professionals, and healthcare systems. The company is listed on the NASDAQ stock exchange under the ticker symbol 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 continues to advance 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 in an effort 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, and Data Analytics (CIDA):
Collaborates with internal teams to understand industry insights, competitors and customers, sales training initiatives, training content, CRM tools, LMS content, and other day-to-day resources that support the sales force.
Pricing Strategies:
Collaborate with the downstream Epilepsy marketing function regarding 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 aligned to the commercial strategy to ensure efficiency and productivity.
Identify and execute detailed transformational sales initiatives and projects, bringing in best practices and insights from internal and external sources.
Establish sales force KPIs based on business intelligence and provide 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 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 to 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 the 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 at the Company's discretion.
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 or pay referral compensation. If a recruiter or agency submits a resume without a signed agreement, we reserve the right to pursue and hire those candidates without financial obligation.
Beware of Job Scams Please beware of potentially fraudulent job postings or suspicious recruiting activity. LivaNova will never ask for fees or banking details 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
Join us today and make a difference in people's lives! LivaNova is a global medical technology company built on nearly five decades of experience and a relentless commitment to improving the lives of patients around the world. Our advanced technologies and breakthrough treatments provide meaningful solutions for the benefit of patients, healthcare professionals, and healthcare systems. The company is listed on the NASDAQ stock exchange under the ticker symbol 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 continues to advance 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 in an effort 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, and Data Analytics (CIDA):
Collaborates with internal teams to understand industry insights, competitors and customers, sales training initiatives, training content, CRM tools, LMS content, and other day-to-day resources that support the sales force.
Pricing Strategies:
Collaborate with the downstream Epilepsy marketing function regarding 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 aligned to the commercial strategy to ensure efficiency and productivity.
Identify and execute detailed transformational sales initiatives and projects, bringing in best practices and insights from internal and external sources.
Establish sales force KPIs based on business intelligence and provide 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 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 to 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 the 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 at the Company's discretion.
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 or pay referral compensation. If a recruiter or agency submits a resume without a signed agreement, we reserve the right to pursue and hire those candidates without financial obligation.
Beware of Job Scams Please beware of potentially fraudulent job postings or suspicious recruiting activity. LivaNova will never ask for fees or banking details 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