Senior Consulting Manager- Life Science Commercial Sales SME

Cognizant is a global community of experts dedicated to helping clients reimagine their business. As a Senior Manager – Consulting, you will serve as a subject matter expert for commercial transformation initiatives in the MedTech and Medical Device sectors, leading consulting engagements and collaborating with various stakeholders to enhance commercial sales processes and strategies.

Responsibilities:

• Lead MedTech / Medical Device commercial sales consulting engagements—shaping target operating models, roadmaps, and execution plans and advising senior stakeholders
• Serve as a subject matter expert for MedTech commercial sales motions, including capital equipment and/or consumables selling, complex deal cycles, and account-based selling into hospitals, health systems, IDNs, and physician practices
• Design and improve end-to-end commercial sales processes across lead-to-order (lead/opportunity management, deal desk, contracting, order handoff), pipeline governance, and forecasting—driving speed, win rate, and customer experience
• Define commercial strategy and sales effectiveness levers such as territory design, quota setting, incentive compensation, targeting/segmentation, account planning, and field force productivity for MedTech sales teams
• Translate business requirements into functional solution designs for MedTech sales enablement (e.g., CRM and commercial analytics, CPQ/configuration support where applicable, approvals/workflows, master/customer data), working closely with product owners, technical teams, and delivery leads
• Support commercial execution models including distributor/channel partner management, tender/RFP enablement, and pricing/contracting governance in regulated healthcare environments
• Partner with cross-functional stakeholders (Marketing, Market Access/Reimbursement, Finance, Legal/Compliance, Medical Affairs, Customer Operations, and IT) to align governance, KPIs, and operating cadence
• Develop accelerators, frameworks, and reusable assets for MedTech commercial sales engagements; mentor consultants and managers on domain processes and consulting best practices

Requirements:

• Bachelor's or master's degree in business, Life Sciences, Biomedical Engineering, Industrial Engineering, or a related field
• 14–18 years of experience in MedTech / Medical Device commercial consulting and/or industry roles focused on commercial sales strategy, sales operations, and sales effectiveness
• Proven experience leading complex, multi-workstream programs (process, data, technology, change management) and senior client relationships
• Strong functional expertise in MedTech commercial sales domains such as territory and quota design, incentive compensation, pipeline governance, forecasting, account planning, and field force productivity
• Demonstrated ability to translate MedTech sales business needs into functional requirements and solution designs for commercial sales enablement capabilities (e.g., CRM, CPQ where relevant, sales analytics), working effectively with product owners and delivery teams
• MBA or advanced degree
• Experience with MedTech commercial models such as capital equipment selling, consumables/attachments, and/or solution selling into hospitals/health systems (IDNs) and outpatient settings
• Knowledge of contracting and pricing models in Medical Devices (e.g., GPO/IDN contracting, tenders/RFPs, rebate administration) and related governance/controls
• Familiarity with reimbursement, health economics, and the commercial implications for device adoption and utilization (as applicable by product segment)
• Hands-on experience with MedTech commercial platforms (e.g., Salesforce Sales Cloud, Veeva CRM, Microsoft Dynamics 365 Sales) and commercial data/analytics ecosystems (MDM, data warehouse/lake, marketing automation)
• Omnichannel commercial execution experience (field, inside sales, digital) and change management/adoption in regulated healthcare environments, including relevant HCP/HCO compliance considerations
• Commercial analytics and reporting experience (e.g., pipeline health, forecast accuracy, attainment, activity effectiveness) and storytelling with data
• AI and automation use cases in CRM (NBA, recommendations)