Job Description Summary
The General Manager, Business & Commercial Operations for Surgical Innovations (SI) will lead the strategy and execution of the people, processes, and technologies that enable a differentiated customer experience and strong commercial and operational performance. With responsibility across Surgery and Surgical Visualization & Guidance (SVG/legacy bk Medical), this leader will bring together currently separate functional teams into one integrated SI Business & Commercial Operations organization.
The role will oversee OTR/Sales Operations, Demo Operations, Contracting, GPO & National Accounts, Logistics, and Commercial Excellence. As a key business partner, the GM will drive integration, standardization, and simplification across commercial processes, strengthen execution and operational rigor, and identify opportunities to improve the way SI serves its customers and supports its commercial teams.
Through strong cross-functional leadership and a continuous improvement mindset, the GM will build scalable processes and capabilities that enable profitable growth, improve the customer experience, and accelerate execution of the Surgical Innovations strategy.
Job Description
Essential Responsibilities:
The role will lead and direct the following tasks and activities:
Lead and integrate the SI Business & Commercial Operations organization, combining SVG and Surgery functional teams into one structure: OTR/Sales Operations, Demo Operations, Contracting, GPO & National Accounts, Logistics, and Commercial Excellence
Drive commercial intensity by working as part of a unified team focused on profitable growth through commercial and operational KPIs, forecast accuracy, and sales force effectiveness
Provide strategic commercial insights to drive growth and support SI leadership to make profitable decisions regarding standard work, training, commercial deployment and resource optimization
Improve and strengthen SI’s winning culture and growth mindset through simplification and adoption of commercial processes
Manage order and sales forecasting, as well as revenue management, at the regional and segment levels
Drive backlog quality, sales and installation quality, and conversion acceleration
Lead OTR/Sales Operations, including demand planning and order fulfillment in partnership with global supply chain and logistics
Lead orders and sales management operating mechanisms and coordinate commercial implementation
Oversee pricing delegation of authority to ensure profitable pricing strategy, inclusive of monthly and quarterly reporting on pricing performance in partnership with Finance
Manage regional pricing approval processes and support any strategic pricing initiatives
Support deal structuring for strategic deals and partnerships to ensure the optimal solution is offered to the customer while supporting profitable growth
Lead Commercial Contracting and Request for Proposal processes across SI to ensure timely answers to customer requests
Lead distribution management, including distributor contracts and due diligence
Ensure proactive, coordinated communication with customers during order fulfillment issues
Lead the transition to Apttus, ensuring effective process and system adoption
Establish and lead GPO & National Accounts management for all of SI
Lead Demo Operations across SI
Own SI commercial data and reporting quality, including Salesforce.com data integrity, reporting efficiency, funnel forecasting, and Dynamics
Drive commercial readiness and operational support for Lighthouse NPIs
Enhance Heartbeat practices and mindset across SI to increase standard work across Commercial, Operations, and Finance and improve margin, speed, and growth.
Qualifications/Requirements:
Bachelor’s degree & 10 + years of experience in business management, sales, or marketing, OR equivalent years of experience in operations with progressive leadership in the healthcare industry.
Demonstrated ability to drive and execute results through…