Commercial Revenue Officer

Job Description

Job Description

AliMed is a leading medical products manufacturer and distributor with a vast portfolio of high-quality offerings designed to improve patient outcomes and experiences spanning hospital to home. We remain committed to serving the needs of both patients and providers in the acute, rehab, and post-acute care communities by continuing to build on our strong foundation of innovation, responsiveness, and exceptional customer service that starts with our team of dedicated and talented employees.

As a part of the healthcare industry for over 50 years, AliMed is proud to continue to be able to make a difference through our people, processes, and products. If you would like to be a part of our community and thrive in an environment where you can create, implement, and drive results, we want to hear from you! We are actively seeking a Commercial Revenue Officer to join our team.

This senior executive oversees all sales activities, departments and personnel involved in the commercial growth of the company, including any contractors or independent sales reps. Responsible for the sales budgets, including but not limited to setting quotas, commissions, payroll, discretionary expenses, and promotional expenses as well as the reporting of progress toward budgets. Provide leadership to the day-to-day operations of the sales and sales operations departments and align resources to the company's financial and strategic goals. Collaborating with Marketing and Product Management functions to ensure strategic alignment on growth initiatives.

Essential Duties and Responsibilities:

• Set sales objectives and other performance goals that align with the company's financial goals, develop and institute metrics to track progress, and be accountable for delivering budgeted results.
• Responsible for all sales and sales operations staffing and incentives, including developing the compensation plans and managing the budget for promotions, SPIFs, and other financial incentives.
• Lead all sales management and sales representatives, direct or indirect and conduct all performance reviews.
• Participate in the development of growth strategies tailored by customer type or channel and be responsible for execution through the sales of the company.
• Understand the key customers' strategic priorities and company goals, business objectives, clinical challenges, and capabilities to develop a client-specific strategy and tactical delivery plan that includes a roadmap to achieve key customers' goals, including but not limited to operational and regulatory imperatives, client revenue model, and budget cycle.
• Partner with Finance and Product Management to inform pricing strategy; be accountable for the execution of approved pricing models / strategies in the field.
• Oversee all hiring, training, and coaching of personnel involved in sales and sales operations and customer service.
• Manage all sales channels (i.e., distribution, in-house/direct, international sales) and customer classes (i.e., government agencies).
• Responsible for growth of AliMed's contracted positions through GPO's, LVA / LVC's, and distribution partnerships.
• Collaborate closely with Marketing and eCom on strategic marketing plans and develop sales plans for the company.
• Develop and track progress toward sales quotas.
• Collaborate closely with Product Management with respect to identifying, evaluating and driving growth in new products.
• Develop the Trade Show schedule with Director of Marketing and Director of Product Management. Responsible for assuring sales staff attends all appropriate Trade Shows.
• Develop, deploy, and manage various sales operations activities, including lead generation and qualification processes, key account management, quoting, and territory strategies
• Seek out and target new customers and new sales opportunities as well as initiate action plans to approach and secure new business for the company.
• Ensure that sales projects are on time and within budget.
• Work with Marketing to plan marketing and promotion of the company, including advertising, reviewing collateral, media and special sales.
• Coordinate ongoing sales training of appropriate AliMed and contracted personnel.
• Responsible for the proper adoption and effective use of and use of AliMed's information systems, including the CRM, business analytics, ERP, and various online systems. Supports client use of EDI in the selling process.
• Ensure alignment and manage appropriate resources with AliMed's customer care, sales support, marketing, eCommerce, product management and marketing/communications teams to meet sales goals.
• Maintain rolling 30/60/90-day tactical plans, along with longer term strategic timelines.
• Conduct regular business reviews with all major customers, distribution partners, and GPOs.
• Oversee the strict adherence to a high level of code of ethics.

Education and/or Work Experience Requirements:

• Minimum 15 years' experience in sales management capacity, with leadership positions that reflect a successful track record within the medical device and/or supply industry.
• Proven ability to develop and execute integrated commercial strategies that have delivered revenue growth, market share and profitability.
• Experience aligning sales, marketing, product development and customer success functions with business objectives.
• Proven leadership ability to influence, develop, and empower employees to achieve objectives with a team approach.
• Track record of expanding into new markets, launching new products and optimizing go-to-market strategies.
• Strong understanding of P&L management, pricing strategy and commercial forecasting.
• Familiarity with digital sales tools, CRM systems and eCommerce platforms.
• Demonstrated experience in using digital systems to develop and manage both the marketing and sales funnels.
• Successful work experience at mid-market businesses and smaller more nimble companies (ideally PE backed).

Critical Competencies / Critical Success Factors:

Technical & Functional

• Minimum five years' experience leading a commercial P&L with proven experience working in B2B medical products distribution with knowledge of selling into both acute and nonacute care centers.
• Intimate knowledge of GPO contracting and success with winning positions.
• Experience in both direct and distribution channel sales, and selling to Government entities such as
• DoD, DLA, and the VA, including through various contracts such as FSS, MSPV, and SDVOSB.
• Ability to navigate delicate relationships that include selling through competitors.
• Experience managing omni-channel sales models including relationships between direct sales channel (including independent rep agencies) and indirect channel partners.
• Proven experience in developing and executing comprehensive commercial/sales strategies aligned with overall business objectives.
• Ability to adapt to evolving market trends, technologies, and business priorities. Quick to recognize and act on opportunity bringing a sense of urgency to the customer space.

Leadership

• Collaborating: Improve internal collaboration across teams with centralized data and workflows.
• Change – Leading and Managing: Ability to effectively guide individuals and organizations through transformation, ensuring alignment with strategic goals while maintaining operational continuity.
• Relationship Building/Organizational Architect: Builds and leverages mutually beneficial relationships, networks and strategic alliances, internally and externally, which generate opportunities for the mutual benefit of all parties.
• Resourceful: Ability to thrive with uncertainty, constrained resources, and imperfect information.
• Results Oriented/Driving Results: Consistently sets and achieves challenging and attainable goals to deliver required outcomes. A self-motivated, forward-thinking, hungry, creative, and adaptable leader.
• Strategic Thinking: Identifies long-term or overall aims and interests and the means to achieve them.

Personal / Professional Attributes

• Entrepreneurial and ownership mindset and drive to seek out and engage in competitive situations and build enterprise value.
• Strong analytical mindset to identify trends and opportunities.
• Ability to operate successfully in a lean and nimble environment, without the benefit of large teams and significant resources available at national / global businesses.
• Deeply understands customer needs and behaviors.
• Executive presence with the ability to interact with customers, work with investors and lead and motivate a team.
• Must be able to travel 50% of the time.
• Bias towards working in the office with peers and team members as opposed to remote or offsite.

Physical Requirements:

• Ability to safely and successfully perform the essential job functions consistent with federal, state and local standards, including meeting qualitative and/or quantitative standards.
• Ability to maintain regular, punctual attendance.
• Must be able to lift and carry up to >10 lbs.
• Must be able to talk, listen and speak clearly.

AliMed is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment and/or promotion without regard to race (including natural or protective hairstyles), color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, military/veteran status, age, or any other federally protected class.