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About the Role
The VP / Senior Director of Commercial Finance (DOE) will serve as the primary financial partner to the US Commercial organization - with a focused lens on driving revenue growth, profitability, market development, and share gain. This role carries significant executive exposure and functions as a trusted advisor to US commercial leadership across sales, marketing, and commercial operations.
This is a multi-dimensional role requiring insightful analytics, strong business acumen, and deep cross-functional collaboration across Field Sales, Marketing, and related commercial finance teams. The successful candidate will bring bold strategic thinking, clear communication, and the ability to move fluidly between granular financial detail and executive narrative.
Key Responsibilities
Financial Leadership & Strategic Advisory
• Serve as the trusted financial advisor to the US Sales SVP, driving market share growth and executing key financial objectives including Revenue, Operating Profit, and Free Cash Flow while managing risks and opportunities
• Partner with OU Finance, Marketing, and Commercial teams to establish revenue, margin, and operating profit expectations across all major forecast cycles including AOP, 7Q, 10Q, 1Q, and STRAT plan
• Translate complex financial data into clear, compelling narratives and recommendations for executive and senior leadership audiences
Commercial Performance & Insights
• Calibrate performance vs. expectations by monitoring key KPIs and trends related to revenue, mix, and volume across the commercial portfolio
• Keep Commercial VP and leadership apprised of deviations and updates to key assumptions while proactively managing risks and opportunities
• Lead the ongoing creation and refinement of analytics tools to improve visibility into trial volumes, conversion ratios, standard gross margin, sales trending, customer account activity, and ad hoc analytical needs
• Develop and own commercial dashboards that give leadership real-time visibility into market performance and competitive dynamics
Integrated Business Planning & Demand Management
• Drive strong partnership as the US Sales Finance Leader through the Integrated Business Planning (IBP) process in the creation of demand signals and supply projections through collaboration with demand planning, supply chain, and upstream/downstream marketing
• Represent the finance function throughout the IBP process including Regional Demand Reviews (RDR), Global Supply Reviews (GSR), and Sales and Operations Excellence (SOE) reviews
• Ensure financial rigor and accountability are embedded throughout all planning and forecasting cycles
Pricing, Revenue & Market Development
• Partner with Marketing and Commercial teams on new product launches, Phase-In / Phase-Out planning, strategic pricing, and establishing growth expectations for adjacencies and new product introductions
• Serve as liaison to Strategic Accounts, National Accounts, and Contract Administration to ensure pricing strategies and market growth initiatives are achieved
• Advise the Commercial SVP on optimization of cost structure, effective utilization of direct distribution resources, and tradeoffs between growth and efficiency within the P&L
• Identify opportunities to improve gross margin, revenue mix, and overall commercial profitability across the portfolio
Sales Operations & Resource Optimization
• Collaborate with sales operations and commercial leaders to optimize resource allocation including territory and customer realignments to maximize revenue growth and share gain opportunities
• Maintain a disciplined ROI lens for investments in field resources and commercial programs
• Engage with Total Rewards on compensation strategies including the annual Sales Incentive Plan process, as well as SPIFs, guarantees, retention, territory coverage bonuses, and floor calculations
Leadership & Team Development
• Lead, mentor, and develop a high-performing commercial finance team, providing professional development guidance and fostering a culture of analytical excellence and strategic partnership
• Build team capability in financial modeling, business storytelling, and commercial partnering skills within a complex, matrixed commercial environment
• Establish clear performance expectations and growth plans for all team members
• Foster an inclusive, collaborative, and high-accountability team culture aligned with the company's mission
Process Improvement & Innovation
• Drive continuous improvement of financial planning, reporting, and analytical processes across the commercial finance function
• Champion the adoption of automation and technology tools to increase efficiency and improve the speed and quality of financial insights
• Establish best practices for financial governance, controls, and compliance within the commercial finance function
Qualifications
Required
• Bachelor's degree in Finance, Accounting, Economics, or related field with 15+ years of progressive Finance experience; or advanced degree (MBA, CPA, or equivalent) with 13+ years
• 10+ years of managerial experience leading finance teams
Preferred
• MBA or CPA designation
• Demonstrated experience as a strategic business partner to commercial or sales leadership in a complex, matrixed organization
• Strong financial modeling, forecasting, and analytical capabilities with proven ability to translate complex data into clear executive-level insights
• Advanced proficiency in Excel, financial planning tools, and ERP systems
• Experience in healthcare, life sciences, medical device, consumer products, or pharmaceutical industries
• Background in commercial models that include recurring revenue streams, consumables, or subscription/service components
• Experience with integrated business planning (IBP) processes and cross-functional demand planning
• Proficiency in business intelligence tools such as Power BI, Tableau, or similar platforms
• Background in pricing strategy, sales incentive design, revenue management, or commercial operations