Job Title

Head of Commercial Operations, Enterprise Informatics

Job Description

Head of Commercial Operations, Enterprise Informatics

The Head of Commercial Operations for Enterprise Informatics is accountable for designing, orchestrating, and continuously improving the commercial engine that drives predictable growth and profitability across the global Informatics portfolio. This role partners directly with Business Leadership, Sales, Service, Finance, Marketing, to ensure operational excellence across planning, execution, forecasting, funnel management, sales enablement, deal governance, and performance insights.

Your role:

Commercial Strategy & Execution

• Translate Enterprise Informatics’ growth strategy into a scalable, standardized commercial operating model across markets.
• Drive annual and multi-year commercial planning, including quota setting, and coverage models.
• Lead end-to-end sales process design, ensuring consistency across global and regional sales teams.

Sales Performance, Forecasting & Funnel Management

• Own the forecasting framework and governance to deliver accurate, timely, data-driven outlooks for revenue, orders, and pipeline health.
• Establish KPIs and performance dashboards that give leadership real-time visibility into commercial performance and risks.
• Partner with Sales Leaders to drive pipeline quality, conversion, and productivity improvements.

Commercial Excellence

• Ensure compliance with Philips’ commercial policies and risk standards.
• Champion continuous improvement in sales productivity, proposal quality, and commercial discipline.

Business Insights & Operational Rigor

• Build and lead a Commercial Operations organization with capabilities in analytics, forecasting, process management, and systems.
• Drive adoption and optimization of CRM, CPQ, and forecasting tools.
• Deliver insights and recommendations that improve profitability, pricing performance, and customer lifetime value.

Cross-Functional Leadership

• Serve as a key advisor to the Enterprise Informatics Business Leader and Leadership Team.
• Partner with Finance, Portfolio, Delivery, and Customer Success to ensure a cohesive customer and operational lifecycle.
• Lead governance routines: QBRs, MBRs, S&OP touchpoints, forecast reviews, and strategic planning cycles.

You're the right fit if:

• Bachelor's/ Master's Degree in Business Administration, Project Management, Sales, Marketing or equivalent
• 11+ years of experience in areas such as Sales Strategy, Business Development, E-commerce, Sales Operations, Marketing technology, Healthcare, MedTech or equivalent.
• 10+ years of experience leading diverse teams across different countries and regions.
• Experience in the Healthcare Informatics / Software industry and sales within regulated environments, including Government Sales.
• Solid track record and experience in running sales operations and contract management for direct and indirect channels partnerships.
• Deep understanding of Software Implementation and Customer Success processes with Healthcare Informatics customers.
• Deep understanding and experience in leading Indirect Channel Programs in Healthcare Informatics.
• Proven track record of improving processes and increasing Commercial/Sales effectiveness through leveraging standard tools, methodologies, and Daily Management practices.
• Understanding of the C-level, Software, and Solution-Selling process.
• Mergers & Acquisitions experience integrating different Sales Processes and IT-Systems into one simplified and streamlined platform.
• Excellent communication and interpersonal skills.

How we work together

We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week. Onsite roles require full-time presence in the company’s facilities. Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.

This is an office role.

About Philips

We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help improve the lives of others.

• Learn more about our business.
• Discover our rich and exciting history.
• Learn more about our purpose.
• Learn more about our culture.