Leads commercial excellence for a medical device sales organization, overseeing commercial planning, sales force effectiveness, territory and quota planning, forecasting, dashboards, launch readiness, and business performance analysis. Partners with sales, marketing, finance, and clinical affairs to improve operating processes, sales productivity, pipeline visibility, revenue modeling, and growth execution across vascular and stroke markets.
Title: Principal Commercial Excellence Manager
Location: This position is full time and onsite/hybrid
Why Imperative Care?
Do you want to make a real impact on patients? Imperative Care is changing the way stroke and vascular diseases are treated. As part of our team, you’d be supporting breakthroughs that will revolutionize the future of stroke care. Every day, the technologies that we develop at Imperative Care directly impact human lives. Our focus is on the needs of the patient, and they come first in everything we do
What You’ll Do
This is a strategic, operational role designed to make a specialized medical device sales team faster, smarter, and more efficient. The Principal Commercial Excellence Manager leads commercial planning and sales effectiveness activities for the thrombectomy medical device business. Reporting to the Vice President of Commercial Operations, the role supports the Vice Presidents of Vascular and Stroke Sales by establishing operating processes, performance measures, and cross-functional alignment that enable revenue growth and commercial scale. Responsible for turning strategy into consistent field execution, stronger forecasting, better launch readiness, and clearer operating discipline across stroke and vascular. Working in close partnership with Commercial Operations, Marketing, Finance, and field leadership, this role establishes and maintains the commercial infrastructure required to support consistent revenue growth and is accountable for data analysis, go-to-market planning, sales planning and deployment, and forecasting.
Commercial Strategy & Executive Support
- Lead commercial excellence activities for the Vascular and Stroke Sales organization and provide decision support to the Vice President.
- Commercial operating model improvement, including change management, process governance, and rollout of new ways of working.
- Manage the annual sales planning process, including territory design, quota allocation, and sales headcount planning.
- Provide insights to the development and maintain commercial dashboards and key performance indicators 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 both businesses.
- Drive sales productivity and pipeline visibility through deep partnership with sales leadership.
- Conduct white space and territory optimization analysis and propose recommendations to accelerate growth.
- Monitor revenue per rep, sales cycle length, pipeline coverage ratios, and ASP trends.
- Launch readiness and commercial readiness for new products, not just ongoing growth support.
- Identify and implement process improvements to increase sales efficiency and effectiveness.
- Lead the standardized forecasting methodology and improve forecast accuracy.
- 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 business performance analysis to senior leadership.
- Partner with Marketing on targeting strategy, campaign tracking, and lead management.
- Collaborate with Clinical Affairs to support account adoption and conversion strategies.
What You’ll Bring
- Bachelor’s degree in Business, Finance, or related field
- 12+ years of experience in commercial operations, sales operations, finance, with 5+ years of sales or marketing leadership experience within medical device or healthcare required, or equivalent combination of education and work experience.
- MBA or other advanced degree strongly preferred.
- Demonstrated knowledge of hospital purchasing environments, IDNs, and GPO structures.
- Demonstrated ability to lead and influence executive leaders, board ready communications, and cross-functional decision-making authority.
- Direct experience with commercial systems and analytics tools, such as Salesforce, Power BI/Tableau, Excel modeling, and reporting automation.
- Prior ownership of incentive compensation, quota setting, and sales force effectiveness processes.
- Proven expertise with complex sales modeling and data analysis required.
- Experience in vascular, cardiovascular, interventional, or hospital-based procedural markets strongly preferred.
- Startup or high-growth med tech experience highly preferred.
- Excellent communication and executive presentation skills.
Salary Range: $185,000 – 215,000/annually
Please note that the salary information is a general guideline only. Imperative Care considers factors such as scope and responsibilities of the position, candidate's work experience, education/training, key skills, and internal equity, as well as location, market and business considerations when extending an offer
Join Us! Imperative Care
Imperative Care Campbell, California, USA Office
Dell Ave, Campbell, CA, United States, 95008
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