Director of Clinical Commercial Sales, West Region - Trenton - EBSCO Information Services

Description

Overview

EBSCO Information Services (EBSCO) delivers a fully optimized research experience, seamlessly integrated with a powerful discovery platform to support the information needs and maximize the research experience of our end-users. Headquartered in Ipswich, MA, EBSCO employs more than 2,700 people worldwide, with most embracing hybrid or remote work models. As an AI-enabled service leader, we thrive on innovation, forward-thinking strategies, and the dedication of our exceptional team. At EBSCO, we're driven to inspire, empower and support research. Our mission is to transform lives by providing reliable and relevant information — when, where and how people need it. We're seeking dynamic, creative individuals whose diverse perspectives will help us achieve this global, inclusive mission. Join us to help make an impact.

Your Opportunity

The Director of Clinical Commercial Sales, West Region is responsible for driving market share and revenue growth for the Clinical Decisions product portfolio by maximizing retention and expanding existing customer relationships across the hospital market in the Eastern U.S. and Canada.

This role leads, recruits, and coaches a cross-functional POD of sales and customer success professionals, providing end-to-end support across the pre- and post-sales lifecycle for healthcare customers. In addition to POD leadership, the Director builds and maintains strong relationships with strategic channel partners to extend market reach and impact.

This leader plays a critical role in achieving Clinical Decisions' growth objectives through disciplined execution of upsell, cross-sell, renewal retention, and customer success best practices, while building and sustaining a consistently strong pipeline that drives adoption, expansion, and long-term customer value.

This remote position is North American based (excluding U.S. territories).

What You'll Do

1. Strategic Leadership:

2. Cultivate a values-driven organization grounded in trust and respect, reflecting our healthcare customers' desire and need to enhance patient experiences and outcomes, while fostering a curious and learning-oriented culture

3. Commercial Excellence:

4. Contribute to the development of and ensure effective execution of best practices for commercial activities, including go-to-market plans, compensation and incentive programs, and context for how we show up

5. Drive initiatives to improve retention, upsell, and cross-sell effectiveness, including improving our net recurring revenue and usage

6. Develop a highly skilled, trained, and educated team; establish, deploy, and assess baseline and ongoing sales training and product training processes. Ensure a skilled and motivated team

7. Cross-Functional Collaboration:

8. Work closely across commercial teams to ensure seamless launch processes and customer communication

9. Performance Management:

10. Set and monitor key performance indicators (KPIs) to assess commercial and customer success, as a team and individually

11. Provide regular reports and presentations to the executive team on commercial performance

12. Leadership and Development:

13. Build and mentor a high-performing team of commercial professionals

14. Encourage a culture of continuous learning and development within the team

15. Lead by example, demonstrating strong leadership, strategic thinking, and customer-centric focus

About You

The ideal candidate combines strong commercial leadership with a proven ability to grow renewal retention, cross-sell, and up-sell results in healthcare settings. They are an exceptional coach who empowers teams to build healthy pipelines, consistently maintain high renewal rates, and apply deep healthcare expertise to achieve sustained success.

• Experience in a leadership role in commercial operations and effectiveness, preferably within the healthcare industry

• Ability to think strategically and make data-driven decisions

• At least 7 years of commercial experience in comparable industries

• Bachelor's Degree, college graduate with management experience

• Proven track record of achieving goals year over year; and understands why they were successful and how to achieve that again

• Ability to collaborate with colleagues and staff to create a results-driven, team-oriented environment

• Ability to plan and manage at both the strategic and operational levels

• Established contacts and relationships with potential customers and channel partners

• Outstanding consultative business development abilities and excellent interpersonal skills with executive level customers and partners

Pay Range

USD $130, USD $186,000.00 /Yr.

The actual salary offer will carefully consider a wide range of factors including your skills, qualifications, education, training, and experience, as well as the position's work location.

Benefits

EBSCO provides a generous benefits program including:

• Medical, Dental, Vision, Life and Disability Insurance and Flexible spending accounts

• Retirement Savings Plan

• Paid Parental Leave

• Holidays and Paid Time Off (PTO)

• Mentoring program

• And much more Check it out here:

We are an equal opportunity employer and comply with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex, pregnancy status, age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment.

We comply with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law.

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Location US-Remote

ID

Category Medical Products and Services

Position Type Full-Time Regular

Remote Yes