What are the responsibilities and job description for the Director, Clinical Decisions Commercial Excellence - Growth, US and Canada position at EBSCO?
EBSCO Information Services (EIS) provides a complete and optimized research solution comprised of e-journals, e-books, and research databases - all combined with the most powerful discovery service to support the information needs and maximize the research experience of our end-users. Headquartered in Ipswich, MA, EIS employs more than 2,700 people worldwide, most now working hybrid or remotely. We are the leader in our field due to our cutting-edge technology, forward-thinking philosophy, and outstanding team. EIS is a company that will motivate you, inspire you, and allow you to grow. Our mission is to transform lives by providing relevant and reliable information when, where, and how people need it. We are looking for bright and creative individuals whose unique differences will allow us to achieve this inclusive mission around the world.
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
- 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
- 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
- Work closely across commercial teams to ensure seamless launch processes and customer communication
- 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
- 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
