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VP of Commercial Sales & Operations – Durable Medical Equipment

SUMMARY OF RESPONSIBILTY:

The Vice President of Field Commercial is part of a cross-functional (Sales, Ops, Service) leadership team, responsible for the development and performance of all sales activities within the assigned territory. This position will direct the business strategy, organizational imperatives, and provide leadership to develop new business towards the achievement of revenue growth with maximum profitability in line with company vision and values. Establishes plans and strategies to expand the customer base in the assigned territory and contributes to the development, education and training of commercial employees, while leveraging support staff from the cross-functional matrix.

Essential Functions

• Leadership & Team Development

  • Lead and support the sales team to ensure monthly sales targets are consistently achieved.
  • Evaluate the competency, capacity, and performance of direct reports and the broader team.
  • Manage hiring, development, and restructuring of the sales department to align with the company’s growth strategies.
  • Provide leadership development opportunities and conduct performance evaluations.

• Strategic Planning & Growth

  • Develop and execute sales strategies to expand the referral base and penetrate new markets.
  • Research, develop, and implement new platforms and programs to drive market growth.
  • Analyze sales activities, costs, operations, and forecasts to measure progress and implement necessary adjustments.

• Account & Client Management

  • Maintain key customer relationships and manage national accounts, including quarterly performance reviews, advocacy, and relationship management.
  • Collaborate with sales and marketing teams to address client needs and implement strategic growth initiatives.

• Training & Education

  • Design and deliver training programs and processes to enhance team performance.
  • Stay informed on industry trends and technical developments to ensure the team remains competitive and compliant.

• Cross-Functional Collaboration

  • Partner closely with cross-functional leaders in operations, finance, and other business units to align processes with strategic goals.
  • Drive change management initiatives to improve efficiency and achieve business commitments.

• Customer Service

  • Provide exceptional service to both internal and external customers, ensuring solutions are implemented for any concerns.

Qualifications, Skills, and Experience

Required

• Bachelor’s degree in a related field or equivalent experience with significant operational responsibilities.
• A minimum of 7 years of commercial management experience.
• At least 5 years of experience in healthcare operations, managing multi-location functions and strategic activities.
• Proven expertise in team leadership, organizational development, and sales strategy implementation.
• Strong financial acumen and an ability to align work with strategic and profitability goals.
• Exceptional interpersonal and problem-solving skills to address customer and team challenges.
• Advanced proficiency in MS Word, Excel, PowerPoint, and Outlook.

Preferred

• Experience in clinical/therapy, CRT, DME, or a related healthcare field.
• Proven success in business development and growth initiatives.
• Familiarity with Salesforce or similar CRM platforms.
• Demonstrated ability to thrive in a matrixed environment and lead cross-functional teams.
• Knowledge of industry regulations and compliance requirements.

Physical Requirements

• Must be highly mobile, able to access all areas of the premises.
• Ability to concentrate while managing multiple tasks and responsibilities.
• Willingness to travel approximately 40% of the time.
• Capacity to work extended hours as necessary.

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Vice President of Field Commercial – Durable Medical Equipment

SUMMARY OF RESPONSIBILTY:

The Vice President of Field Commercial is part of a cross-functional (Sales, Ops, Service) leadership team, responsible for the development and performance of all sales activities within the assigned territory. This position will direct the business strategy, organizational imperatives, and provide leadership to develop new business towards the achievement of revenue growth with maximum profitability in line with company vision and values. Establishes plans and strategies to expand the customer base in the assigned territory and contributes to the development, education and training of commercial employees, while leveraging support staff from the cross-functional matrix.

ESSENTIAL FUNCTIONS:

• Leads activities of direct reports to ensure monthly sales goals are met.
• Assesses competency, capacity and performance of direct reports and team.
• Participates in the hiring, development and reorganization of the sales department, appropriate for the territory, and the company’s current and future growth strategies.
• Assists leaders in preparation of proposals, negotiations, presentations, as necessary.
• National account management including but not limited to:
• QPRs/score carding,
• Advocacy and relationship management,
• Communication to Commercial and cross functional leaders regarding performance.
• Responsible for development and implementation of strategic growth initiatives to expand territory referral base.
• Maintains key customer relationships.
• Development and delivery of training and education processes and programs.
• Initiates and coordinates development of sales plans and programs to penetrate new markets.
• Research and development of new platforms and programs.
• Analyze activities, costs, operations, and forecast data to determine territory progress toward stated goals and objectives and implement change where necessary to achieve said goals; review and approve accounting analysis for budgetary planning and implementation.
• Enables engagement with and adherence to company & function policies, activities to develop and implement long range goals and objectives that meet annual business and profitability growth objectives.
• Maintaining up-to-date understanding of industry trends and technical developments that effect business unit growth and funding.
• Engages and partners closely with cross functional business leaders and units, providing open communication and ensuring processes align to the achievement of the most important shared goals.
• Develop and execute on change efforts as required to improve efficiencies and execute on business commitments.
• Utilize Leadership Principles to perform job with integrity, compliance, and values consistent with company’s mission.
• Adhere to employee or customer confidentiality and comply with company’s policies and federal regulations.
• Provide excellent customer service for all internal and external customers of the operations at all times. Provide solutions for customer concerns and continually focus on customer service as our top priority.
• The above duties and responsibilities are not an all-inclusive list but rather a general representation of the duties and responsibilities associated with this position. The duties and responsibilities will be subject to change based on organizational needs and/or as deemed necessary by management.

QUALIFICATIONS, SKILLS AND EXPERIENCE:

Required

• Bachelor’s Degree in related field or equivalent combination of education and experience, with significant responsibility for operational activities.
• Minimum of seven years commercial management experience.
• Minimum of five years’ experience within a healthcare area with responsibility for: Functional and strategic aspects of multi-location operations
• Management and development of teams
• Leadership and organizational development

Preferred

• Experience in a clinical/therapy, CRT, DME or related field.
• Proven successful experience in business development.
• Salesforce experience.
• Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.
• Ability to develop a comprehensive organization wide sales strategic plan that is aligned with the organization’s annual revenue and EBITDA requirements. Ability to implement this plan throughout the sales organization.
• Develops strategies to achieve organizational goals; understands organization’s strengths & weaknesses; analyzes market and competition; identifies external threats and opportunities; adapts strategy to changing conditions.
• Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; takes calculated risks to accomplish goals. Expects goal achievement from subordinates.
• Inspires and motivates others to perform well; effectively influences actions and opinions of others; provides vision and inspiration to peers and subordinates.
• Demonstrated ability to thrive in a matrixed environment, working with cross functional team members to achieve shared goals
• Able to use technology to optimize efficiency and effectiveness.
• Proven ability to act as a change agent and change embracer within a rapidly changing environment
• Demonstration of exceptional interpersonal and problem-solving skills both internally and externally with customers
• Superior communication skills, both written and verbal, to effectively address all levels within the organization
• Knowledge of MS Word, Excel, PowerPoint and Outlook

PHYSICAL REQUIREMENTS:

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Must be highly mobile, able to access all areas of the premises.
• Ability to concentrate and remain focused while handling multiple tasks, responsibilities and projects.
• Ability to work over eight hours in a workday, and over 40 in a work week as necessary.
• Ability to comprehend and carry out written and verbal instructions.
• Ability to travel approximately 40% of the time.

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Bachelor’s Degree