Job BriefThe Vice President, Commercial is the senior commercial leader responsible for developing and executing Ellab Americas integrated commercial strategy and delivering sustainable, profitable revenue growth across the organization. This role has executive leadership accountability for Sales, Business Development, and Marketing, ensuring these functions operate as an integrated commercial engine rather than independent activities. The Vice President, Commercial establishes how Ellab identifies markets, generates demand, develops opportunities, wins customers, expands strategic relationships, and grows revenue across its products and services. Working closely with the President and leaders across all functions ensures that commercial strategy is aligned with market opportunity, customer demand, operational capacity, organizational capability, and financial objectives. The Vice President, Commercial is accountable not simply for achieving an annual revenue target, but for building a predictable, scalable, data-driven, and high-performing commercial organization capable of delivering sustained profitable growth.
ResponsibilitiesCommercial Strategy & Growth- Develop and execute overall commercial strategy in alignment with organizational objectives and long-term growth priorities.
- Translate growth objectives into actionable commercial priorities, market strategies, sales goals, demand generation, account strategies, and organizational investments.
- Establish clear priorities for customer acquisition, existing-account expansion, market penetration, portfolio growth, and customer retention.
- Evaluate market attractiveness, competitive positioning, customer investment trends, regulatory developments, customer needs, and emerging industry opportunities.
- Determine where Ellab should compete, how the company should differentiate itself, and where commercial resources and investments should be deployed.
- Identify new markets, customer segments, partnerships, channels, and commercial approaches capable of generating sustainable growth.
- Balance near-term revenue delivery with long-term market and brand development.
Revenue, Growth & Profitability- Own achievement of overall Americas sales, revenue, growth, and applicable profitability objectives.
- Establish annual and multi-year commercial plans in partnership with the President and Finance.
- Translate company objectives into regional, market, portfolio, customer, and functional targets.
- Monitor revenue, bookings, margin, pipeline, customer concentration, win rates, conversion, market penetration, and other key commercial indicators.
- Identify performance risks and establish corrective actions in commercial organization.
- Evaluate commercial opportunities based on revenue potential, profitability, strategic value, resource requirements, competitive position, and long-term customer value.
- Champion disciplined pricing and commercial decision-making.
- Ensure commercial growth is supported by appropriate organizational and operational capacity.
Sales, Marketing & Commercial Operations Leadership- Provide executive leadership and strategic direction across the commercial organization, ensuring all functions operate as an integrated commercial engine.
- Develop and execute an integrated commercial strategy that aligns market development, demand generation, customer acquisition, account expansion, commercial execution, and revenue growth with Ellab's business objectives.
- Lead, coach, and develop commercial organization, establishing clear performance expectations, accountability, and leadership standards.
- Own end-to-end commercial operating model, ensuring effective processes, governance, and accountability across lead generation, opportunity development, quoting, order handoff, CRM management, forecasting and broader quote-to-cash lifecycle.
- Hold leaders accountable for revenue performance, pipeline health, forecast accuracy, demand generation, market penetration, customer engagement, team effectiveness, and execution against strategic priorities.
- Establish clear roles and effective handoffs across Commercial. From market awareness and lead generation through opportunity development, conversion, account ownership, and customer expansion.
- Align resources, investments, campaigns, strategies, and market priorities with the customer segments and portfolio offering the greatest value.
- Establish measurable KPIs using commercial funnel data, customer insights, and performance analytics to evaluate effectiveness, identify gaps, and adjust strategy and resource allocation.
- Ensure the commercial organization effectively positions and cross-sells Ellab's portfolio, including Validation, Calibration, and Monitoring Services, Rentals, and other applicable products and services.
- Build organizational capability through talent assessment, recruiting, coaching, leadership development, performance management, succession planning, and appropriate organizational design in partnership with Human Resources.
- Foster a high-performing culture centered on customer focus, accountability, collaboration, disciplined execution, data-driven decision-making, continuous improvement, and sustainable profitable growth.
Pipeline, Forecasting and Revenue Predictability- Own the consolidated sales forecast and overall commercial pipeline.
- Establish standards for pipeline coverage, opportunity qualification, stage progression, probability, close dates, and forecasting.
- Hold sales leadership accountable for accurate regional forecasting.
- Establish a disciplined commercial operating cadence including pipeline reviews, forecast reviews, regional reviews, marketing-performance reviews, and quarterly business reviews.
- Evaluate whether pipeline volume and quality are sufficient to achieve future revenue objectives.
- Identify systemic pipeline gaps and determine whether corrective action should occur through Sales, Business Development, Marketing, or other commercial investment.
- Improve revenue predictability through consistent commercial processes, CRM discipline, analytics, and accountability.
Executive Reporting & Analytics- Provide the President and executive leadership with clear and actionable visibility into commercial performance.
- Report on revenue, bookings, pipeline, forecast, marketing effectiveness, lead generation, market trends, customer activity, sales productivity, and strategic initiatives.
- Communicate risks, opportunities, assumptions, and recommended actions.
- Establish leading and lagging indicators that measure both current performance and future revenue health.
- Use commercial analytics to guide investment, organization, market, and resource decisions.
- Support annual planning, budgeting, Board preparation, and strategic business reviews as required.
Requirements- Bachelor's degree in sales/marketing or science related field
- 12+ years of progressive Sales, Marketing, Business Development, or broader commercial experience
- Demonstrated success leading complex and regionally dispersed commercial organization.
- Proven Record of delivering revenue growth and achieving commercial objectives.
- Experience in integrating sales and marketing strategies
- Significant experience with strategic accounts, forecasting, territory strategy, pipeline management, and commercial planning.
- Strong financial and business acumen
- Demonstrated ability to lead in a matrixed organization
- Experience in ISO and/or FDA regulated industry preferred
- Travel Required 50% of the time
