Head, B2B and Digital Commerce

Job Title: Head, B2B and Digital Commerce,

• Location: Morristown, NJ

About the Job

The Head, B2B and Digital Commerce, is a senior commercial leader within a commercial Business Unit in a health care company and responsible for defining and driving the strategic direction of the company's B2B digital commerce platform, and for how the commercial organization uses other customer-facing digital tools, such as analytics offerings, to create customer value. This role operates at the intersection of business strategy, customer experience, and digital capability-translating complex market dynamics into a clear, actionable digital commerce vision that delivers measurable growth, bringing an outside-in view of customers and the market to commercial digital transformation.

Sitting within the Commercial business unit and reporting to the Vice President, Business & Technology Modernization, this leader commands visibility at the senior business unit leader levels and engages sales and marketing leaders as a thought partner on digital commerce and commercial transformation. This leader interacts closely with the Digital/Tech organization-co-owning the platform roadmap, shaping priorities, and influencing execution-while retaining full accountability for the commercial strategy and e-commerce and digital business outcomes.

The ideal candidate has extensive hands-on B2B commercial experience and demonstrated sales growth, in healthcare or specialty distribution, medical devices, diagnostics, or other sectors where supply chains and relationship-driven selling intersect with digital channel growth, and with experience with other customer-facing digital solutions (e.g., analytics offerings). They are equally at home synthesizing market intelligence into strategic frameworks and driving cross-functional teams toward concrete results as well as understanding the tech stack, and have shaped commercial digital transformation-defining the business need, prioritizing investments, and ensuring customers and sales teams realize the value. The ideal candidate has management consulting experience (2-4 years). Above all, this leader is obsessed with the driving e-commerce growth - through retention, deepening relationships, accelerating growth, operational excellence, and identifying the next wave of innovation in B2B digital commerce.

Main Responsibilities:
Digital Commerce & Transformation Strategy & Vision

• Own the US B2B / e-commerce commercial digital strategy, defining the vision, priorities, and multi-year roadmap that drives customer acquisition, retention, and revenue growth

• Identify digital opportunities aimed at deepening existing customer relationships and reducing churn, with a particular focus on healthcare providers, institutional buyers, and other B2B account segments, across commerce and other customer-facing digital offerings.

• Identify and evaluate new business models, market expansion opportunities, and innovative channel strategies to position the company as a leader in digital B2B commerce and customer engagement within the healthcare sector.

Customer Retention, Growth & Experience

• Work successfully with Digital and CX organizations accountable for technical delivery and engineering to deliver business outcomes

• Identify friction points and opportunities across the end-to-end digital buying journey; partner with Digital and Marketing to design improvements that increase customer lifetime value.

• Define and monitor key performance indicators (KPIs) for platform adoption, customer engagement, digital revenue contribution, customer-realized value, and retention; hold the organization accountable to outcomes.

• Collaborate closely with the sales organization to ensure e-commerce and rep-led channels are complementary and mutually reinforcing-creating a seamless omnichannel customer experience.

• Ensure commercial teams define and own the expected customer and business value of digital investments up front, and track whether that value is realized through adoption, usage, and outcomes.

Innovation & Market Intelligence

• Maintain a continuous pulse on emerging B2B e-commerce and digital customer platforms, innovations, and trends, competitive moves, and adjacent industry practices (particularly in healthcare and life sciences); translate insights into strategic recommendations.

• Champion a test-and-learn culture, working with the team to design structured pilots and experiments that validate new commercial ideas before scaled deployment.

• Evaluate and recommend technology, partnership, and capability investments that could unlock new commercial value on the B2B platform or other customer-facing digital offerings.

Roadmap Co-Ownership & Digital Partnership

• Partner with the Digital E-Commerce organization as a co-owner of the platform roadmap, ensuring business priorities are clearly articulated, sequenced, and reflected in technology delivery plans.

• Influence Digital team priorities and resource allocation through strong relationships, compelling data, and a clear commercial perspective-without direct engineering authority.

• Serve as the primary commercial interface to the Digital organization, bridging the gap between business strategy and platform execution

• Lead business-side prioritization of customer and commercial needs across digital initiatives, translating them into clear requirements, sequencing, and success measures for Digital and Technology partners.

• Drive accountability for User Acceptance Testing (UAT) and commercial readiness activities within the team; ensure new platform capabilities are validated against real customer scenarios before deployment.

Cross-Functional Leadership & Stakeholder Engagement

• Lead and develop a team of e-commerce professionals in the commercial team, fostering a high-performance culture grounded in strategic thinking, analytical rigor, and customer centricity, and focus on their career development.

• Build and maintain strong relationships across Commercial, Digital, Marketing, Customer Experience, Data & Analytics, Customer Support, Legal, Finance to ensure alignment and remove barriers to execution.

• Represent the commercial e-commerce function in senior leadership forums; prepare and deliver executive-level communications, business reviews, and investment proposals with clarity and conviction.

• Partner with Finance and Commercial leadership to develop annual plans, investment cases, and performance tracking frameworks tied to e-commerce and digital transformation strategy.

About You

Education & Experience

• Demonstrated experience leading B2B e-commerce or customer-facing platform strategy and/or digital channel development, ideally in a complex, multi-stakeholder environment, demonstrating success in driving sales growth

• Experience leading commercial digital transformation from the business side-defining strategy, prioritizing business needs, and driving adoption and measurable value realization.

• Industry experience in healthcare, life sciences, medical devices, diagnostics, specialty distribution, health technology, or other B2B sectors involved in direct supply chain; experience in regulated or relationship-intensive industries valued

• Bachelor's degree required; MBA or advanced degree strongly preferred, particularly from a top-tier institution with a focus in business strategy, marketing, or a related field.

• 10+ years of progressive experience, with meaningful depth in B2B e-commerce strategy, digital channel development, customer-facing digital offerings, or digital marketing in a complex commercial environment.

• Management consulting experience (strategy or commercial practice) is strongly preferred; 3-4 years in a consulting role

• Track record of operating successfully in a matrixed organization, influencing without direct authority and building coalitions across functions and levels.

• Experience presenting to and engaging with senior executives (C-suite or equivalent) as a strategic thought partner.

Knowledge & Skills

• Strategic Thinking & Synthesis: Structures ambiguous problems, synthesizes complex data and market dynamics, and delivers clear, compelling recommendations (a consulting-trained mindset)

• B2B Commercial Acumen: Deep understanding of B2B buying dynamics and the interplay between digital and field sales channels in a relationship-driven selling environment.

• Digital Commerce and Transformation Fluency: Strong knowledge of B2B/e-commerce platforms and the product/roadmap development process; engages Digital and Technology partners as a credible peer

• Value Realization: Works with commercial teams to define the expected value of digital investments up front and to confirm it is delivered after launch

• Customer -Centric mindset: Translates customer insights into practical commercial strategies and experience improvements, with a focus on retention and growth, and brings an outside-in view of customers and the market to strategy and prioritization.

• Influence & Stakeholder Management: Shapes priorities and drives alignment across Digital, Commercial, and senior leadership through strong communication and relationship-building.

• Analytical Rigor: Leverages data and performance analytics to drive decisions, build business cases, and track outcomes, including customer adoption and value realization.

• Innovation Orientation: Comfortable with ambiguity; energized by identifying and testing new ideas in a structured, hypothesis-driven way.

• Team Leadership: Builds high-performing teams, creates clarity of purpose, and holds people accountable to results while investing in their development.

• Effective Communication: Distills complex concepts into crisp narratives; highly effective across written, verbal, and presentation formats