Manager, Commercial Excellence

Job Description

WebMD is an Equal Opportunity/Affirmative Action employer and does not discriminate on the basis of race, ancestry, color, religion, sex, gender, age, marital status, sexual orientation, gender identity, national origin, medical condition, disability, veterans status, or any other basis protected by law.

Position Summary:
The Manager of Commercial Excellence plays a critical leadership role within the Commercial Excellence team, ensuring that the operational processes, commercial systems, reporting, and KPI’s meet/exceed the needs of the Commercial Organization. Hallmarks of this role include driving efficiency, consistency, and compliance across all phases of the sales lifecycle—from opportunity management to commercial transactions to post-sale governance.
This highly cross-functional position serves as the primary conduit between Ignite executive and commercial leadership teams and the broader Customer Operations Organization, translating business strategy into scalable, compliant, and efficient operational execution. The Manager will be responsible for defining and enhancing core business processes, optimizing system capabilities, enabling the sales team, and managing complex workflows with a strong focus on user adoption, data integrity, scalability, continuous improvement, and process integrity.
The ideal candidate combines strategic thinking with hands-on operational execution, ensuring commercial activities support broader business objectives.

Key Responsibilities:

• Strategic Leadership & Cross-Functional Alignment
• Serve as the central operational liaison between executive leadership, commercial teams, and customer operations—translating business goals into actionable system, process, and reporting strategies.
• Partner with Sales, Legal, Compliance, Finance, Marketing, and Product teams to ensure commercial operations align with company strategy and healthcare regulatory requirements.
• Lead strategic initiatives, change management efforts, and adoption to improve commercial scalability and operational integrity across systems and workflows.

Operational Process & Commercial Systems Ownership

• Design, implement, and continuously optimize commercial systems and operational processes that support quoting, contracting, invoicing, and renewals.
• Own functional requirements and enhancement requirements for Salesforce, CPQ, and other commercial platforms that support the contract lifecycle management process to ensure a seamless and compliant sales process.
• Define and maintain governance frameworks for sales enablement, pricing approvals, document workflows, and operational policy compliance. Ensuring that the entire user community is fluent in all processes, procedures, and system operations.

Strategic Partner to Sales Operations & Sales Opportunity Management

• Support end-to-end opportunity management including scope, pricing, quote generation, and coordination of commercial documentation (MSAs, BAAs, security/legal reviews).
• Oversee RFP processes, contract renewal tracking, and sales operations workflows to drive predictability and efficiency.
• Develop and deliver enablement tools and best practices that empower the sales team to work more effectively and in alignment with commercial goals.
• Standardize and document key commercial processes, ensuring best practices are followed across business units.
• Partner with sales leadership to identify skill gaps and build targeted training interventions

Strategic Partner to Commercial Transactions & Compliance

• Enable systems and processes for invoicing, vendor onboarding, and partner contract administration, ensuring accuracy, compliance, and timely execution.
• Coordinate with Finance to ensure alignment with revenue recognition, customer billing, and renewal strategies.
• Ensure all transactional workflows meet regulatory standards and internal audit requirements, particularly in alignment with HIPAA and healthcare compliance mandates.

Reporting, KPIs & Operational Excellence

• Define, monitor, and analyze key performance indicators (KPIs) to measure commercial performance and identify areas for improvement.
• Create and maintain dashboards and reports that provide actionable insights to senior leadership.
• Drive continuous improvement initiatives that support business growth, improve customer satisfaction, and reduce operational risk.

Qualifications:

• Bachelor’s degree in Business, Operations, or a related field (MBA or relevant certification a plus).
• 5+ years of experience in Commercial Operations, Sales Enablement, or Business Operations within a healthcare technology or digital health organization, with demonstrated experience in the Salesforce ecosystem
• Skilled at navigating and improving CRM, quote-to-cash, and contract lifecycle workflows.
• Strong understanding of healthcare-specific requirements such as HIPAA, BAAs, and complex contract structures.
• Proficiency with Salesforce, CPQ systems, Docusign, Concur, and contract management platforms.
• Strong experience developing scalable business processes and systems to support a rapidly growing organization.
• Proven ability to work cross-functionally and influence without direct authority.
• Strong analytical, project management, and communication skills.

Preferred Attributes:

• Experience supporting enterprise healthcare sales or payer/provider organizations.
• Ability to thrive in a fast-paced, change-oriented environment.
• High attention to detail with a strong orientation toward compliance and quality.

Salary Range: $111,000 - $121,000