Director, Commercial Planning & Sales Operations for Multi-Billion MedTech
The Role
Director, Commercial Planning & Sales Operations
The Challenge
Lacking Sales Infrastructure and Strategy Amid Surge of High-Stakes Product Launches
A newly launching division within a global medical device company was preparing for multiple high-profile product launches—but the infrastructure to support scalable commercial growth hadn’t yet been established. The company was in the early stages of building its divisional sales team, and lacked the foundational processes, systems, and strategy necessary to execute effectively in the field.
The ideal hire needed to bring a unique blend of experience: deep sales operations expertise, strategic acumen, and the ability to operate hands-on in a fast-moving, resource-constrained setting. They had to serve as both architect and executor—building the commercial planning infrastructure while acting as a strategic thought partner to the division’s senior leadership.
That’s when our client turned to our experienced team for help.
Our Approach
Our client required a leader with at least 10 years of experience in sales operations, commercial strategy, or financial planning—ideally within best-in-class, $1B+ organizations. However, this person also had to thrive in ambiguity, capable of scaling a commercial operations team in parallel with the division’s sales force and product pipeline.
We focused our search on professionals who had:
Built or led sales operations teams during periods of rapid growth
Deep experience in sales planning, territory strategy, quota design, and sales compensation
Ownership of pricing, contracting, and inventory management processes
A strong foundation in data analytics, forecasting, and performance metrics
A history of cross-functional collaboration across sales, marketing, finance, and executive teams
Familiarity with compliance, regulatory expectations, and field sales dynamics in the medtech sector
We identified a select group of high-caliber candidates who could lead through complexity, influence across functions, and stand up scalable infrastructure under pressure.
The Results
The company hired a Director of Commercial Planning & Operations with a powerful combination of strategic insight and operational depth. With over a decade of experience in sales strategy, analytics, and salesforce enablement, the selected candidate had a track record of driving results across major healthcare organizations.
His ability to operate at both the strategic and tactical levels made him the ideal fit to build the sales operations function from the ground up. He quickly set the foundation for scalable growth—implementing planning processes, establishing compensation and territory models, supporting multiple product launches, and bringing data-driven rigor to performance management.
Most importantly, he became a trusted thought partner to commercial leadership, helping navigate the complexities of scaling a new division from the earliest stages. This hire enabled the organization to move from reactive execution to proactive planning—laying the groundwork for a high-performing, launch-ready sales organization built to scale.
“Your team not only delivered a stellar slate of candidates, and an ideal hire, but provided us with the transparent data and market coverage we needed to be ultimately confident in our decision.”
— Divisional Head of Sales
