Director, Clinical Decisions Commercial Excellence - Growth, US and Canada

EBSCO Information Services; Ipswich; Remote; GBP 125,000 - 150,000; Full time

Job description

EBSCO Information Services (EBSCO) delivers a fully optimized research experience, seamlessly integrated with a powerful discovery platform to support the information needs and maximize the research experience of our end-users. Headquartered in Ipswich, MA, EBSCO employs more than 2,700 people worldwide, with most embracing hybrid or remote work models. As an AI-enabled service leader, we thrive on innovation, forward-thinking strategies, and the dedication of our exceptional team. At EBSCO, we’re driven to inspire, empower and support research. Our mission is to transform lives by providing reliable and relevant information — when, where and how people need it. We’re seeking dynamic, creative individuals whose diverse perspectives will help us achieve this global, inclusive mission. Join us to help make an impact.

Your Opportunity

The Director Commercial Excellence – Growth, Eastern US and Canada is responsible for increasing market-share and revenue of the Clinical Decisions product portfolio through high retention and expansion of current customers in the Eastern US and Canada hospital market. This role leads, directs, and coaches a team of salespeople and customer success professionals in addition to establishing effective relationships with strategic channel partners. This leader is key to achieving Clinical Decisions’ growth objectives through effective execution of upsell, cross-sell, and customer success best practices. The ideal candidate will have extensive commercial leadership experience, a track record of achieving objectives, and deep knowledge of the healthcare industry.

This remote position is U.S.-based only (excluding U.S. territories).

What You'll Do

1. Strategic Leadership:
   • Cultivate a values-driven organization grounded in trust and respect, reflecting our healthcare customers' desire and need to enhance patient experiences and outcomes, while fostering a curious and learning-oriented culture.
2. Commercial Excellence:
   • Contribute to the development of and ensure effective execution of best practices for commercial activities, including go-to-market plans, compensation and incentive programs, and context for how we show up.
   • Drive initiatives to improve retention, upsell, and cross-sell effectiveness, including improving our net recurring revenue and usage.
   • Develop a highly skilled, trained, and educated team; establish, deploy, and assess baseline and ongoing sales training and product training processes. Ensure a skilled and motivated team.
3. Cross-Functional Collaboration:
   • Work closely across commercial teams to ensure seamless launch processes and customer communication.
4. Performance Management:
   • Set and monitor key performance indicators (KPIs) to assess commercial and customer success, as a team and individually.
   • Provide regular reports and presentations to the executive team on commercial performance.
5. Leadership and Development:
   • Build and mentor a high-performing team of commercial professionals.
   • Encourage a culture of continuous learning and development within the team.
   • Lead by example, demonstrating strong leadership, strategic thinking, and customer-centric focus.

About You

• Experience in a leadership role in commercial operations and effectiveness, preferably within a related industry.
• Ability to think strategically and make data-driven decisions.
• At least 7 years of commercial experience in comparable industries.
• Bachelor’s Degree, college graduate with management experience strongly preferred.
• Proven track record of achieving goals year over year.
• Ability to collaborate with colleagues and staff to create a results-driven, team-oriented environment.
• Ability to plan and manage at both the strategic and operational levels.
• Established contacts and relationships with potential customers and channel partners.
• Outstanding consultative business development abilities and excellent interpersonal skills with executive level customers and partners.

Pay Range

USD $130,200.00 - USD $186,000.00 /Yr.