Cortiva Business Unit - Commercial Operations Manager

Department: Commercial | Location: Hybrid - Can be based out of any US Location (Alachua, FL, Eden Prairie, MN, or West Lafayette, IN)

Bonus Eligibility: $15,000 annually

Position Summary

A hands-on, player-coach role leading Commercial Operations for the Cortiva business unit. Cortiva Allograft Dermis is an acellular dermal matrix (ADM) used primarily in soft-tissue support during implant-based breast reconstruction. This person directs the team while working directly in the day-to-day - forecasting, pricing, contracting, reporting, consignment, and field support - rolling up their sleeves alongside the team rather than managing from a distance. They own the business unit's forecasting, reporting, and commercial data environment, help lead the launch of a dedicated Contract Lifecycle Management (CLM) program, look for smarter and faster ways to get work done, and partner across Sales, Finance, Legal, IT/Analytics, Regulatory, and Customer Service to align processes and drive adoption.

Key Responsibilities
• Act as a hands-on player-coach - leading and developing the Commercial Operations team while personally owning day-to-day deliverables, jumping into the work alongside the team, and setting the standard through direct execution.
• Lead and personally run the monthly and long-range forecasting processes for the business unit - building the Base + Growth + Churn framework, driving the Lean Weekly Management (LWM) cadence, and delivering revenue, quota, and phasing analysis to sales and executive leadership.
• Own and actively maintain the business intelligence and reporting environment, including the design and governance of Microsoft Power BI reports, DAX/Power Query data models, and certified metric definitions that the team relies on daily.
• Champion the use of AI and automation to make daily work easier and faster - hands-on experience with tools such as Microsoft Copilot, Copilot Studio agents, and Power Automate, and a forward-thinking mindset for identifying and piloting new ways to streamline commercial workflows.
• Help lead the launch of a dedicated Contract Lifecycle Management (CLM) program for the Cortiva business unit - driving the migration of contract data (pricing, consignment, distribution, B2C, and territory) from interim SharePoint lists into a purpose-built CLM system, and assisting with the project management and development effort from requirements and data mapping through configuration, testing, and go-live.
• Serve as the business-unit process owner for contract lifecycle management - defining workflows, milestone tracking, approval routing, and data-governance standards that carry forward into the new CLM platform.
• Manage the Cortiva business unit's GPO/IDN agreement portfolio and pricing strategy - including access- and tier-based pricing across major GPOs (Vizient, Premier, HealthTrust, Ascension), margin analysis, and large RFP/RFQ responses.
• Serve as the Commercial Operations functional lead on enterprise data and systems initiatives (ERP/NetSuite migration, Enterprise Data Warehouse, and star-schema data-governance modeling) across discovery, requirements, data migration, and go-live readiness.
• Manage customer master, pricing, and territory data governance in the ERP system, ensuring accuracy, standardization, and compliance with regulatory and business rules.
• Lead commercial funnel management, targeting, and territory analytics - including CRM/pipeline administration, KPI tracking, and territory design incorporating outside data sources (e.g., TAM and IDN strength).
• Lead and coach the consignment team on day-to-day inventory operations - inventory-on-hand analysis, back-order monitoring, and near-expiration reporting - working hands-on with the team to make timely recommendations to the field.
• Support the rollout of the EvergenConnect Field Inventory app by gathering and compiling field-user feedback, identifying enhancement opportunities, and helping drive adoption across the consignment team and field.
• Roll up knowledge of the full assigned portfolio to support field-generated inquiries and personally handle day-to-day ad hoc requests including contracting, pricing quotes, approvals, reporting, and consignment or Temp Purchase Orders (POs).

Requirements

Education
• Bachelor's degree in business, industrial engineering, data analytics, or a related field. MBA or advanced degree preferred.

Experience
• 5+ years of commercial, sales, or sales support experience, including 2+ years leading teams, projects, or cross-functional initiatives.
• Demonstrated player-coach experience - leading a team (e.g., a consignment or commercial operations team) while remaining hands-on in the day-to-day work.
• Demonstrated experience owning forecasting, sales analytics, and Power BI / business intelligence reporting for a commercial organization.
• Experience managing GPO and IDN agreements for a specialty medical device / biologics portfolio (e.g., allograft or dermal matrix products such as Cortiva) - including access- and tier-based pricing across major GPOs (Vizient, Premier, HealthTrust, Ascension) and end-to-end contract lifecycle processes.
• Experience with contract lifecycle management (CLM) processes and, ideally, implementing or migrating to a dedicated CLM or contract management system - including project management, data migration, and cross-functional rollout.
• Additional experience may substitute for education requirements.

Required Skills
• Player-coach leadership - able to lead and develop a team (including a consignment team) while staying hands-on and directly executing day-to-day work
• Project management - planning, coordinating, and driving cross-functional initiatives (e.g., a CLM system implementation) from requirements through go-live
• Contract lifecycle management (CLM) process design and, ideally, CLM/contract-management system implementation or migration
• Sales forecasting, quota/budget analysis, and commercial financial modeling
• Microsoft Power BI report development and management, including DAX and Power Query data modeling
• GPO/IDN contract management for the Cortiva portfolio - access/tier-based pricing and pricing strategy
• Consignment inventory management - on-hand analysis, back-order monitoring, and near-expiration reporting
• Hands-on use of AI and automation tools (e.g., Microsoft Copilot, Copilot Studio agents, Power Automate) with a forward-thinking mindset for improving daily work
• Strong verbal and written communication and executive presentation
• Customer Relationship Management (CRM) and pipeline/funnel management
• Enterprise Resource Planning (ERP) software (e.g., SAP, NetSuite)
• Microsoft Office Suite, advanced Excel skills

Preferred Skills
• Hands-on experience with a dedicated CLM platform (e.g., Contracts365, Icertis, Agiloft, Conga, DocuSign CLM, Ironclad, or similar)
• SharePoint list/site administration and Power Platform (Power Apps) solution building
• Experience supporting or rolling out mobile apps and compiling user feedback
• Data governance and modeling, including star-schema / enterprise data warehouse concepts and certified metric definitions
• Territory analytics and integration of outside / third-party data sources

Travel
• Up to 10% - occasional travel for national/regional sales meetings and business reviews.

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