Executive Director Commercial Excellence – Specialty Diagnostics

Core Objectives

• Optimize product and revenue growth with product-specific strategies and targeted actions by segment.
• Improve forecast accuracy and pipeline hygiene via standardized process governance
• Expand health system penetration and workflow integration (e.g., EMR/order pathways)
• Elevate technology adoption and data quality (CRM, dashboards, enablement platforms)
• Maintain a governed, unified framework for consistent messaging and cross-functional execution
• Drive launch excellence for new assays and major enhancements through standardized readiness, field enablement, and post-launch optimization
• Establish a closed-loop field intelligence system to continuously refine strategy, messaging, and targeting

• Produce regular insights that identify growth opportunities, performance drivers, and emerging risks; lead creation of growth plans and playbooks that align with strategic goals and identified opportunities
• Track post-launch adoption, friction points, and payer-related barriers; adjust strategy in real time
• Serve as the primary analytics partner to sales leadership
• Participate in QBRs and forecast cycles with clear data storytelling and strategic recommendations
• Partner with Finance and Sales Ops to model sales compensation plan scenarios; recommend plan adjustments to incentivize product focus, health system penetration, and strategic cross-sell; track comp effectiveness and ROI
• Co-create with Medical Affairs a scientific differentiation toolkit (clinical evidence narratives, tumor-board assets, comparator charts) and provider education programs and systematically deploy into the market and strategic accounts, measure impact on adoption
• Partner with Marketing, Medical, Lab Ops, and other key stakeholders to ensure analytical insights align to strategic priorities, clinical accuracy, and operational efficiencies
• Coordinate with the Sales Trainers to align insights into field skills and content needs
• Lead and mentor a high-performing team of commercial excellence professionals

• Monitor competitive dynamics and quantify likely impact to territory performance
• Maintain dynamic targeting lists refreshed monthly based on Definitive Healthcare data, field insights, market forces, and strategic goals
• Recommend territory design to optimize coverage, workload, opportunity concentration, and strategic alignment
• Segment accounts by site-of-care, health system affiliation, payer mix, and clinical complexity to inform differentiated selling strategies
• Define KPIs and metrics such as adoption rates, revenue contribution by product, health system penetration, and account-level performance to measure impact

• Own CRM dashboards and reporting, ensuring data relevance and usability for the field
• Drive adoption of sales technologies, dashboards, and analytics through training and clear documentation
• Lead continuous gap analysis to identify additional needs and drive feedback sessions, requirements gathering, and decisions on what additional tools and technologies may be needed

• Bachelor’s degree
• 10+ years in sales management, sales operations, business analytics, and/or commercial strategy within a healthcare environment.

• Master’s or PhD preferred
• At least 2 years of diagnostic and/or specialty experience, including oncology

• Expertise in the intricacies of specialty market trends, provider needs, customer experience priorities (e.g., patient reporting, technology, EMR integration)
• Strong proficiency with CRM systems (SFDC), data visualization tools (e.g., CRMA, Tableau), and industry and specialty diagnostics datasets (e.g., Definitive Healthcare, claims, lab data)
• Ability to simplify complex data and communicate actionable insights to non-technical audiences
• Excellent cross-functional collaboration and stakeholder management skills
• Demonstrated ability to lead, motivate, and develop high-performing commercial excellence professionals
• Strong executive presence

The Executive Director, Growth & Commercial Excellence in Specialty Diagnostics owns the unified…