Senior Director, Commercial Operations

Abbott (abbottcareers2 board); Lake Forest (IL); On-site; USD 171,000 - 209,000; Full time

Job summary

Abbott is seeking a Senior Director of Commercial Operations and Enablement to partner with the US Commercial Leadership Team. You will guide strategy, investments, and priorities across sales, marketing, pricing, and training to drive revenue growth and profitability.

The role oversees Marketing, Pricing & Contracting, Commercial Excellence, BI, Demand Planning, and Training, shaping enterprise-wide commercial performance and customer engagement.

Qualifications

• Bachelor's degree required.
• 15+ years of progressively responsible commercial experience across sales, marketing, operations, pricing/contracting, analytics or business planning.
• Demonstrated success leading senior leaders and cross-functional teams.
• Strong strategic planning and commercial financial acumen.
• Proven experience building business strategies that drive revenue or share gains.
• Experience developing future commercial leaders.
• Excellent verbal and written communication throughout the organization.

Responsibilities

• Translate business strategy into an integrated commercial execution framework for sales, marketing, pricing, contracting, and enablement.
• Oversee scalable commercial infrastructure supporting current priorities and future growth.
• Own forecasting, reviews, KPI governance, and strategic planning to identify performance gaps and corrective actions.
• Ensure readiness for major product launches, expansions, and portfolio shifts.
• Lead US Commercial Training to build capability and customer engagement expertise.
• Oversee Pricing & Contracting to balance value capture with profitability and access.
• Drive data-driven decision making, accountability, and continuous improvement.
• Lead cross-functional initiatives to improve BI, analytics, and field execution.

Skills

Strategic planning

Leadership

Communication skills

CRM knowledge

Education

Bachelor's degree

MBA (preferred)

Tools

CRM systems

Job description

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 122,000 colleagues serve people in more than 160 countries.

JOB DESCRIPTION:

The Opportunity

The Senior Director, Commercial Operations and Enablement serves as a key strategic partner to the Divisional Vice President, U.S. Commercial Operations, helping shape commercial strategy, organizational priorities, investment decisions, and long-range growth plans across the U.S. business, while also leading the teams providing operational support to the direct sales team.

As a member of the Commercial Leadership Team, this leader directly leads Marketing, Pricing & Contracting, Commercial Excellence, Training, Business Intelligence, and Demand Planning, Technical Operations, Distribution, and Retail Sales.

This role drives alignment across commercial functions to accelerate sustainable revenue growth, expand market share, improve profitability, and strengthen organizational effectiveness. Leveraging data, analytics, and market insights, the Senior Director influences enterprise-wide decisions that enhance commercial performance and customer engagement.

As a critical successor pipeline role for future senior commercial leadership positions, the individual is expected to operate with an enterprise mindset, lead through senior functional leaders, and play a pivotal role in shaping the future direction and growth of the U.S. commercial organization.

What You'll Work On

• Lead the translation of business strategy into an integrated commercial execution framework that aligns sales, marketing, pricing, contracting, and enablement functions.
• Oversee the development of a scalable and high-performing commercial infrastructure that supports both current business priorities and future growth ambitions.
• Own the commercial performance management operating system, including forecasting, business reviews, KPI governance and strategic planning, ensuring timely identification of performance gaps and implementation of corrective actions.
• Ensure organizational readiness for major product launches, market expansions, portfolio shifts, and evolving customer needs.
• Identify and implement opportunities to improve customer experience, sales productivity, and commercial effectiveness.
• Provide strategic leadership for the US Commercial Training function, ensuring the commercial organization possesses the capabilities, competencies, and customer engagement expertise required to translate the value of Abbott's Infectious Disease portfolio into measurable outcomes.
• Provide strategic oversight of Pricing & Contracting to ensure commercial strategies appropriately capture the value delivered by Abbott's Infectious Disease solutions while supporting sustainable growth, customer access, and profitability objectives.
• Champion a culture of accountability, data-driven decision making, and continuous improvement.
• Lead cross-functional commercial initiatives that improve customer access, enhance business intelligence and analytics capabilities, and establish scalable best practices across sales and marketing.
• Translate commercial performance insights into actionable recommendations for sales strategy, KPI development, field execution, sales management and organizational capability building.

Required Qualifications

• Bachelor's degree in relevant field
• Minimum 15 years of progressively responsible commercial experience, with demonstrated leadership across multiple commercial disciplines such as sales, marketing, commercial operations, pricing/contracting, analytics or business planning.
• Demonstrated success leading leaders and building high-performing, cross-functional commercial teams.
• Strong strategic planning and commercial financial acumen.
• Proven experience building and implementing business strategies that result in revenue and/or share gain
• Demonstrated ability to develop future commercial leaders.
• Results-driven with ability to influence and effectively interact with cross-functional teams
• Creative problem solver with strong interpersonal skills with capacity to work across boundaries using formal and influence skills
• CRM product and business process knowledge
• Excellent communication skills in both written and presentation methods

Preferred Qualifications

• MBA or advanced degree
• Prior P&L or significant commercial financial responsibility
• Experience leading large-scale product launches or portfolio transformations
• Demonstrated experience with sales force effectiveness, commercial analytics and CRM-enabled execution
• Experience operating in complex healthcare markets with sophisticated pricing, contracting and customer access dynamics
• Experience leading through other senior leaders

The base pay for this position is $190,000.00 -