Director, Commercial Excellence

CRM & Opportunity Funnel Management

Own and drive adoption of Salesforce.com as the enterprise CRM platform, ensuring consistent utilization across the commercial organization and alignment with defined sales processes.

Lead opportunity funnel management discipline — designing and enforcing stage definitions, pipeline hygiene standards, and forecast cadences that provide reliable visibility into revenue potential.

Develop and publish CRM-based reporting and dashboards that give sales leadership real-time visibility into pipeline health, rep activity, and deal progression.

• Partner with Sales, Finance, and IT to continuously improve Salesforce configuration, data integrity, and integration with adjacent commercial systems.
• Design and deliver training programs that drive CRM competency and process compliance across field sales teams.

Customer Business Review (CBR) Program

Design and operationalize a structured Customer Business Review (CBR) program targeting Masimo's highest-priority hospital accounts, with the goal of deepening strategic relationships and increasing share of monitoring spend wallet.

• Develop standardized CBR frameworks including account segmentation criteria, review cadence, agenda templates, pre-work data packages, and executive summary outputs.
• Partner with regional sales leadership to prioritize target accounts, prepare sales teams for CBR execution, and track action items and commitments arising from each review.
• Leverage hospital-level data — including installed base, utilization, contract status, and competitive exposure — to develop insights that inform CBR conversations and identify expansion opportunities.

Measure and Report on CBR Program Outcomes

• Measure and report on CBR program outcomes including account retention, incremental revenue, and relationship health metrics.

Commercial Excellence & Sales Effectiveness

Define and track KPIs that measure sales process effectiveness, CRM adoption, pipeline conversion, and CBR program outcomes, providing regular reporting to commercial leadership.

• Identify and remove friction across the commercial value chain by partnering with Sales, Marketing, Finance, and Supply Chain to streamline processes and improve the selling experience.
• Support the development and delivery of sales enablement content, tools, and training that improve rep productivity and accelerate time-to-close.

Leadership & Cross-Functional Collaboration

• Build and lead a team focused on CRM operations, sales process execution, and customer engagement, fostering a culture of accountability and continuous improvement.
• Serve as a trusted operational partner to VP-level commercial leadership, translating strategic priorities into executable programs with clear accountability and measurable outcomes.
• Collaborate with IT on Salesforce roadmap planning, system enhancements, and integration projects that support commercial scalability.