Manager, Commerical Excellence

Description

Position at WebMD

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, 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. This highly cross-functional people management position leads a small team of Program Leads and Business Analysts that gathers requirements from Marketing, Sales and Service leaders. These requirements are synthesized and translated into Business Requirements Documents (BRD’s). Hallmarks of this role include driving efficiency, consistency, and compliance across all phases of commercial activities, including go-to-market, sales excellence, FP&A, proposal management, and analysis of the business.

The Commercial Excellence Team partners with the Salesforce Center of Excellence team to outline the requirements, approve the solutions, and bring back Salesforce and process enhancements to the commercial teams. They also work directly with the Training team to deliver training and job aids that support the Commercial business. 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.

Compensation: $110,000 - $125,000

Bonus Eligible:
This position is also eligible for a discretionary company bonus, based upon business results.

Benefits:

• Employees in this position are eligible to participate in the company sponsored benefit programs, including the following within the first 12 months of employment:
• Health Insurance (medical, dental, and vision coverage)
• Paid Time Off (including vacation, sick leave, and flexible holiday days)
• 401(k) Retirement Plan with employer matching
• Life and Disability Insurance
• Employee Assistance Program (EAP)
• Commuter and/or Transit Benefits (if applicable)

Eligibility for specific benefits may vary based on job classification, schedule (e.g., full-time vs. part-time), work location and length of employment.