Job Summary:The Director, Clinical Commercial Operations builds and runs the commercial operating infrastructure that enables predictable, effective sales execution. The role provides commercial reporting, governance, analytics, strategic pricing support, quote-generation processes, SFDC management, and sales-process training. It converts commercial data into actionable insight for sales leaders while improving data quality, operating discipline, and decision support.
Sales leaders remain accountable for customer relationships, sales strategy, forecast commitments, territory execution, and revenue delivery. Product Management and leadership retain ownership of portfolio strategy and approved pricing direction. Finance and HR retain their respective approval and control responsibilities. This role supplies the processes, systems, analysis, and governance that support those decisions.
Responsibilities:Commercial Reporting and Operating Governance- Establish and maintain standard commercial reporting, definitions, dashboards, and review cadences.
- Support funnel, forecast, orders, revenue, backlog, win/loss, installed-base, utilization, and commercial-performance reviews.
- Provide leaders with accurate, timely, and decision-ready views of commercial performance, opportunities, risks, and required actions.
- Maintain action and decision logs from commercial reviews and support disciplined follow-through.
SFDC Management and Sales Enablement- Own the Clinical business requirements, governance, data standards, and adoption expectations for SFDC in partnership with IT and enterprise system owners.
- Define required opportunity, account, contact, product, stage, probability, timing, and loss-reason data standards.
- Monitor data completeness, timeliness, consistency, and usage; identify gaps and coordinate corrective actions with sales leadership.
- Develop and deliver role-based training, onboarding, job aids, and coaching so sales teams use SFDC consistently and effectively.
- Translate commercial process needs into prioritized system enhancements, reports, dashboards, and workflows.
Commercial Analytics- Analyze funnel progression, opportunity conversion, sales-cycle movement, loss reasons, revenue progression, and installed-base development.
- Develop analytics that help sales leadership identify performance gaps, growth opportunities, customer and segment patterns, and execution priorities.
- Support annual territory analysis using market opportunity, account potential, installed base, workload, coverage, and sales performance data.
- Provide scenario analysis to help leadership evaluate territory design, coverage models, and resource deployment.
Strategic Pricing and Quote Operations- Support strategic pricing through pricing analytics, competitor and market inputs, price realization analysis, discount patterns, and margin visibility.
- Build and maintain disciplined quote-generation processes, tools, templates, approval workflows, and turnaround standards.
- Coordinate complex or nonstandard quotes across Sales, Product Management, Finance, Legal, Service, and other required functions.
- Monitor pricing and quote performance, including discounting, exceptions, approval cycle time, and price realization.
- Maintain clear governance so approved pricing strategy and approval authorities remain with designated business, Product Management, Commercial, and Finance leaders.
Annual Quota and Compensation-Plan Support- Support annual quota development with historical performance, market opportunity, territory potential, pipeline, installed-base, and coverage analytics.
- Provide analysis and modeling to support sales compensation-plan development in partnership with Sales leadership, Finance, and HR.
- Test proposed quota and compensation structures for clarity, alignment, internal consistency, and potential execution issues.
- Support annual rollout materials, reporting requirements, and ongoing performance visibility while Finance and HR retain control and approval responsibilities.
Commercial Process Improvement- Identify and prioritize improvements to lead management, opportunity management, forecast processes, quoting, pricing approvals, customer handoffs, and reporting.
- Facilitate targeted commercial-process improvements with Sales, Marketing, Product Management, Finance, Service, Operations, and IT.
- Document and maintain commercial standard work, process ownership, controls, and training materials.
Experience Requirements:- Bachelor's degree in business, finance, analytics, marketing, life sciences, or a related discipline; advanced degree preferred.
- 10+ years in commercial operations, sales operations, business analytics, pricing, revenue operations, or related roles.
- Experience supporting a complex global or multi-region commercial organization, preferably in medical devices, diagnostics, life sciences, or healthcare.
- Strong experience with SFDC governance, reporting, dashboard development, data quality, training, and sales-process adoption.
- Demonstrated capability in commercial analytics, forecasting support, funnel analysis, pricing, quoting, territory analysis, and sales performance reporting.
- Experience supporting annual quota and compensation-plan development with Sales, Finance, and HR.
- Ability to translate data into practical recommendations and influence commercial leaders without replacing their accountability.
Physical Requirements and Working Conditions:• Typical office environment and use of standard office equipment.
• Ability to communicate effectively with internal and external stakeholders.
• Ability to remain stationary for extended periods and review digital and printed materials.
• Ability to travel as business needs require.
Why Work for Nova Biomedical- Flexible Medical, Dental, & Vision Coverage
- Competitive 401k company match
- Bonus Program, Generous PTO and paid holidays
- Generous Tuition reimbursement
- Hybrid and flexible work arrangements
- Professional development, engagement and events
- Company marketplace for lunch and snacks in our Norwood, MA, Billerica, MA and Westbrook, ME offices
- Company subsidized cafeteria in our Waltham, MA office
Work Location: Work schedule in Waltham, MA or Norwood, MA
Targeted Salary Range: $170,000-$215,000
Nova Biomedical believes in transparency and integrity throughout all we do, including compensation. The provided salary range for this role represents the expected base salary or hourly rate for this opening. Actual compensation will be commensurate with the candidate's experience and may vary based on individual factors such as location, skills, and education.
