Vice President, Growth and Commercial Excellence

Job Description:

• Drive the front-end growth agenda for the organization’s outpatient imaging network
• Oversee the sales center of excellence
• Develop strategic frameworks for health system partnerships, joint ventures, management arrangements, and other partnership structures
• Identify, qualify, and prioritize prospective health systems and strategic partners
• Develop partnership value propositions and theses for executive audiences
• Maintain a forward-looking partnership landscape covering competitive JV activity, incumbent relationships, and whitespace systems
• Orchestrate the top of the funnel for the de novo development pipeline
• Establish processes, cadence, and criteria for surfacing, screening, and advancing new-site opportunities
• Coordinate geographic prioritization with regional and market leaders
• Define and refine market evaluation inputs, including demographics, procedure demand, modality mix, payer landscape, competitive density, referral base, CON environment, real estate, and access considerations
• Build commercial cases for prioritized de novo opportunities
• Standardize opportunity packages and maintain the enterprise de novo opportunity pipeline
• Set strategy and performance expectations for sales onboarding and continuous development
• Oversee sales curricula covering marketing materials, imaging modalities, referral dynamics, CRM, business intelligence, territory management, and commercial capabilities
• Establish continuous-learning frameworks and sales leadership development programs
• Partner with Marketing, Clinical, and Compliance teams on content accuracy and regulatory alignment
• Define and track onboarding KPIs
• Develop referral-based targeting methodologies using claims data, physician specialties, and market opportunity modeling
• Define territory sizing standards and performance activity benchmarks
• Collaborate with Finance and Enterprise Analytics on territory alignment and headcount modeling
• Design and refresh incentive compensation plans
• Support volume budgeting and quarterly incentive-compensation goal setting
• Benchmark compensation structures with healthcare-services peers
• Define commercial reporting and coordinate ad hoc analyses for executive leadership
• Champion CRM data integrity and adoption
• Identify competitive challenges, JV volume leakage, whitespace opportunities, and performance outliers
• Coach Division Sales VPs on business planning, performance management, and talent development
• Develop standardized sales playbooks and operating cadences
• Partner with HR on succession planning and high-potential identification
• Perform ride-alongs with sales representatives
• Oversee sales administration, onboarding/offboarding, rosters, territory IDs, compliance, investigations, expense budgeting, and T&E monitoring

Requirements:

• Bachelor’s degree in Business, Healthcare Administration, Marketing, Finance, Economics, or a related discipline required; MBA or other advanced degree preferred
• 15+ years of progressive commercial/healthcare experience, including significant experience in healthcare services, preferably outpatient imaging or another referral-driven healthcare business
• 7+ years of leadership experience in commercial excellence, growth strategy, sales operations, sales enablement, or related disciplines, including experience leading through functional managers and cross-functional teams
• Demonstrated success developing and executing commercial strategies that drive measurable revenue growth, sales productivity, referral growth, market expansion, and/or customer retention across a multi-site or geographically distributed healthcare organization
• Experience in outpatient imaging, radiology, diagnostic services, physician practices, ambulatory healthcare, or another referral-driven healthcare services environment strongly preferred
• Proven experience with sales force effectiveness, territory and account planning, CRM optimization, commercial analytics, performance management, sales enablement, and development of standardized commercial processes
• Demonstrated ability to translate market, customer, referral, and commercial data into actionable growth strategies and measurable business outcomes
• Experience partnering with executive leadership, regional sales leaders, Marketing, Finance, Operations, Clinical, Compliance, and other enterprise functions to drive commercial priorities
• Public-company experience and/or experience operating in a highly regulated healthcare environment preferred
• Strong market and competitive analysis capability
• Executive presence and persuasive commercial-case development
• Commercial analytics fluency
• Sales enablement and capability-building expertise
• Coaching and influence without authority