Vice President, Growth and Commercial Excellence in Raleigh

The Vice President of Growth and Commercial Excellence drives the front-end growth agenda for the organization's outpatient imaging network and oversees the sales center of excellence. Reporting to the Chief Growth Officer, this leader operates across two connected mandates: orchestrating the front end of enterprise growth — from health system partnership strategy to the top of the de novo development funnel, and building and sustaining the systems, talent, processes, and analytics that enable the sales force to perform at its highest level.

Core Responsibilities – Growth (50%)

• Strategic Partnerships Strategy & Growth Planning
  • Support the front-end growth agenda for health system partnerships, developing the strategic framework for where and how the organization pursues joint ventures, management arrangements, and other partnership structures.
  • Partner with corporate development and regional leadership to identify, qualify, and prioritize prospective health systems and other strategic partners.
  • Support the development of the value proposition and partnership thesis for target partners — articulating the clinical, financial, and operational case for partnership for executive audiences.
  • Build and maintain a forward-looking view of the partnership landscape, including competitive JV activity, at-risk incumbent relationships, and white-space systems where no outpatient partner is entrenched.
  • Serve as the strategic connective tissue between the field-facing relationship owners and senior leadership, ensuring partnership pursuits are sequenced against enterprise priorities and resourcing capacity rather than pursued opportunistically.
  • Orchestrate the top of the funnel for the de novo development pipeline — establishing the process, cadence, and criteria by which new-site opportunities are surfaced, screened, and advanced into formal approval.
  • Coordinate with regional and market leaders to drive geographic prioritization, reconciling local market knowledge with an enterprise-level framework for where de novo investment creates the most durable competitive advantage.
  • Own the front-end market evaluation methodology: define and continuously refine the analytical inputs that determine market attractiveness and site viability.
  • Work with corporate development to build the commercial case for prioritized de novo opportunities — synthesizing market analysis, demand modeling, and volume ramp assumptions into a clear, defensible investment thesis.
  • Standardize how opportunities are packaged for review, creating a consistent set of criteria and deliverables so that leadership evaluates de novo candidates across regions.
  • Maintain the enterprise de novo opportunity pipeline as a managed portfolio — providing visibility into stage, priority, and expected value, and ensuring a healthy, continuously replenished funnel.

Commercial Excellence (50%)

• Sales Onboarding and Continuous Development
  • Set the strategy, priorities, and performance expectations for sales onboarding and continuous development.
  • Provide strategic direction and oversight of new-hire sales curricula.
  • Establish the framework and development priorities for continuous learning.
  • Build a sales leadership onboarding and continuous learning program.
  • Partner with Marketing, Clinical, and Compliance teams to ensure content accuracy and regulatory alignment.
  • Define and track onboarding KPIs to continuously improve program effectiveness.
• Benchmarks, Targeting, Territory Sizing & Structure
  • Establish the analytical framework that defines how the sales organization is structured.
  • Develop referral-based targeting methodologies using claims data, physician specialties, and market opportunity modeling.
  • Define territory sizing standards that balance market potential, call capacity, account maintenance and geographic coverage across all regions.
  • Set performance activity benchmarks by role, region, modality, and market segment to inform business planning.
  • Collaborate with Finance and Enterprise Analytics on annual territory alignment and headcount modeling during budget planning cycles.
• Incentive Compensation Design
  • Architect and communicate incentive compensation plans that are competitive, motivating, compliant, and aligned to business objectives.
  • Lead the annual design and refresh of field incentive compensation plans.
  • Ensure plans drive the right behaviors — balancing volume growth, modality mix, and margin contribution.
  • Lead development and oversight of special incentive program requests.
• Commercial & Sales Effectiveness Analytics
  • Serve as the primary business partner to the central Enterprise Analytics team.
  • Define the standard commercial reporting suite and ensure consistent delivery to leadership and the field.
  • Champion CRM data integrity and adoption.
  • Identify competitive challenges, JV volume leakage, whitespace opportunities, and performance outliers through regular analytics reviews.
• Coaching & Development of Division Sales VPs
  • Act as a strategic thought partner to Division Sales VPs.
  • Conduct regular business reviews with Division VPs.
  • Provide coaching on sales management practices, performance conversations, and talent development.
  • Develop standardized playbooks and sales operating cadences for consistent execution across regions.
  • Partner with HR on succession planning and high-potential identification within the field sales organization.

Required Knowledge, Skills, & Abilities:

• Strong market and competitive analysis capability.
• Executive presence and the ability to build a persuasive commercial case.
• Comfort operating at the intersection of strategy and execution.
• Commercial analytics fluency.
• Sales enablement and capability building.
• Coaching and influence without authority.

Required Education and Experience:

• Bachelor’s degree in Business, Healthcare Administration, Marketing, Finance, Economics, or a related discipline required; MBA or other advanced degree preferred.
• 15+ years of progressive commercial/healthcare experience.
• 7+ years of leadership experience in commercial excellence, growth strategy, sales operations, sales enablement, or related disciplines.
• Demonstrated success developing and executing commercial strategies.
• Experience in outpatient imaging, radiology, diagnostic services, physician practices, ambulatory healthcare, or another referral-driven healthcare services environment strongly preferred.
• Proven experience with sales force effectiveness, territory and account planning, CRM optimization, commercial analytics, performance management, sales enablement, and development of standardized commercial processes.
• Demonstrated ability to translate market, customer, referral, and commercial data into actionable growth strategies.
• Experience partnering with executive leadership, regional sales leaders, Marketing, Finance, Operations, Clinical, Compliance, and other enterprise functions to drive commercial priorities.