Key Facts

Remote From:

Anywhere

Full time

Senior (5-10 years)

English

Hard Skills

Other Skills

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Microsoft Excel
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Team Leadership
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Communication
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Teamwork
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Analytical Thinking
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Strategic Thinking
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Problem Solving

Roles & Responsibilities

8+ years of experience in commercial operations, sales operations, finance, or sales leadership within medical device or healthcare.
MBA strongly preferred, or an equivalent combination of education and experience.
Experience in vascular/intravascular, cardiovascular, interventional, or hospital-based procedural markets strongly preferred.
Advanced Excel and financial modeling skills with proven expertise in complex sales modeling and data analysis.

Requirements:

Serve as operational lead and strategic thought partner to the Vice President of Sales, driving revenue growth, sales force effectiveness, and commercial scalability; manage sales planning, forecasting, incentive compensation planning, CRM strategy, and cross-functional execution.
Lead development of commercial dashboards and KPIs for executive and board reporting; support annual sales planning, territory design, quota allocation, headcount modeling; drive quarterly business reviews with regional sales leaders; support new account penetration and share-of-wallet expansion.
Develop and own the commercial operating model; drive sales productivity and pipeline visibility through partnership with sales leadership; establish standardized forecasting methodology and improve forecast accuracy; conduct whitespace and territory optimization analyses; monitor metrics such as revenue per rep, sales cycle length, pipeline coverage, and ASP trends; implement process improvements.
Oversee end-to-end incentive compensation process, including design and modeling, quota communication, performance tracking, quarterly updates, payout calculations and processing; ensure incentive plans drive desired commercial behaviors and align with company objectives.

Job description

Title: Sr Commercial Excellence Manager, Stroke
Location: This position is based in our Campbell, California office. This position is full time and remote

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
The Senior Commercial Excellence Manager, Stroke serves as a strategic partner and operational leader directly reporting to the Vice President of Commercial Operations and supporting the Vice President of Stroke Sales in driving revenue growth, sales force effectiveness, and commercial scalability.
This role is responsible for building and optimizing the commercial infrastructure required to deliver consistent revenue growth for the thrombectomy medical device business. The Senior Manager will lead sales planning, forecasting, incentive compensation planning, CRM strategy, and cross-functional commercial execution.
Commercial Strategy & Executive Support

Serve as operational lead and strategic thought partner to the Vice President of Sales.
Support annual sales planning, territory design, quota allocation, and headcount modeling.
Lead development of commercial dashboards and KPIs 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.

Sales Force Effectiveness and Productivity

Develop, improve, and own the commercial operating model supporting all business units.
Drive sales productivity and pipeline visibility through deep partnership with sales leadership.
Establish standardized forecasting methodology and improve forecast accuracy.
Conduct white space and territory optimization analyses.
Monitor revenue per rep, sales cycle length, pipeline coverage ratios, and ASP trends.
Identify and implement process improvements to increase sales efficiency and effectiveness.

Forecasting, Quotas, & S&OP

Lead forecasting process and participate in S&OP cadence.
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 performance analysis to senior leadership.

Incentive Compensation & Performance Management

Oversee end-to-end sales compensation process including:
- Incentive design and modeling
- Quota communication
- Performance tracking
- Quarterly updates
- Payout calculations and processing
Ensure incentive plans drive desired commercial behaviors and align with company objectives.
Partner with Finance to ensure accuracy and compliance in payout administration.

Cross Functional Alignment

Partner with Marketing on targeting strategy, campaign tracking, and lead management.
Collaborate with Clinical Affairs to support account adoption and conversion strategies.
Align with Operations and Supply Chain to mitigate revenue disruption risks.
Ensure accurate sales process documentation and onboarding of new representatives.

What You’ll Bring

Bachelor’s degree in Business, Finance, or related field; MBA strongly preferred, or a combination of training/education and experience.
8+ years of experience in commercial operations, sales operations, finance, or sales leadership within medical device or healthcare.
Experience in vascular/intravascular, cardiovascular, interventional, or hospital-based procedural markets strongly preferred.
Startup or high-growth med tech experience highly valued.
2+ years supervisory experience preferred.
Strong knowledge of hospital purchasing environments, IDNs, and GPO structures.
Proven expertise with complex sales modeling and data analysis
Advanced Excel and financial modeling skills required.
Excellent communication and executive presentation skills.
Demonstrated ability to influence senior leaders and field sales teams.

Employee Benefits include a stake in our collective success with stock options, bonus, competitive salaries, a 401k plan, health benefits, generous PTO, and a parental leave program.
Salary Range: $155,000 – 175,000 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

The use of external recruiters/staffing agencies requires prior approval from our Human Resources Department. The Human Resources Department at Imperative Care requests that external recruiters/staffing agencies not to contact Imperative Care employees directly in an attempt to present candidates. Complying with this request will be a factor in determining future professional relationships with Imperative Care.

Imperative Care will not accept unsolicited resumes from any source other than candidates themselves for either current or future positions. Submission of unsolicited resumes in advance of an agreement between the Human Resources Department and the external recruiter/staffing agency does not create any implied obligation on the part of Imperative Care.

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