Director, Commercial Excellence – EMEA Structural Heart

Role Overview

• Support DVP in strategic decision-making by transforming market intelligence, field team experiences, and sales metrics into data-driven insights.
• Bring expertise for creating strategic frameworks and scenario analyses.
• Identify growth opportunities across product franchises and countries based on local dynamics.
• Work collaboratively with Marketing and Country General Managers to deliver EMEA’s growth agenda and to ensure respective Country alignment and progress with strategic priorities.
• In conjunction with DVP, coordinate periodic business reviews with Countries to identify and address business issues, opportunities, win/loss customer analysis to ensure progress toward business objectives.
• To support commercial input for ABT’s quarterly financial reporting (LBE process), optimize efficiency and consistency in roll-up of EMEA commercial business reviews for global stakeholders.
• Remove friction and reduce field team administrative burden by simplifying trackers and optimizing processes to focus rep efforts on selling and serving customers.
• Coordinate cross-functional partners (Marketing, Sales, Finance, HR, Training) in developing sales pull-through tools and processes.
• Serve as point of contact for project-managing new sales initiatives across EMEA.
• Provide frameworks to track sales activity and overall execution toward EMEA achieving commercial goals.
• Example activities: drive alignment of EMEA-consistent dashboards/KPIs, recommend product mix optimizations, analyze sales force alignments/expansion options, track competitive share shifting.
• Identify specific drivers of execution gaps. Craft structure to share best practices. Support development of commercial playbooks.
• Collaborate with Marketing to organize field communication cadence and to analyze market data for account segmentation/targeting insights that feed EMEA commercial strategy.
• Perform business analysis that yields practical insights for sales leadership team to enable market share capture, sales growth, and margin enhancement.
• Thoughtfully create/identify tools that help reps to prioritize the right customers, to streamline account openings, to track device adoption/slippage and to overall manage their local business.
• Partner with Director, Structural Heart Commercial Data to optimize meaningful performance metrics and dashboards.
• Articulate business needs to commercial data team for building field inputs into SFDC and for producing monthly KPI dashboards.

Requirements

• 10 years prior experience inclusive of either leading a business unit in implantable medical devices or top-tier consulting firm background with hands-on work in medtech sector
• Proven consultative mindset able to operate both as a strategic advisor to Divisional Vice President for EMEA Structural Heart and also as a hands-on leader with cross-functional partners
• Experience with P&L Management
• High-energy, self-starter with proven ability to project-manage multiple tasks in a dynamic environment
• Proven strategic planning skills: ability to define business issues, synthesize information from multiple sources, conduct analysis
• Excellent oral and written communication skills with executive presence and the ability to influence senior stakeholders
• Business acumen including financial literacy (budgets, forecasting, ROI, tight collaboration with finance partners)
• Deep understanding of medical device buying trends and variability in health economic environments across EMEA geographies
• University degree required; preference for Business Administration, Marketing or Economics.

Tech Stack

• SFDC

Benefits

• Not Applicable