Description:
The Chief Commercial Officer (CCO) is a key member of the executive leadership team responsible for driving enterprise-wide revenue growth, market expansion, and commercial excellence across the organization. This role provides strategic and operational leadership over all commercial functions, including sales, business development, marketing, payer strategy, and referral growth within the ambulatory infusion and home infusion sectors.
The CCO will lead and scale a high-performing sales organization, strengthen strategic partnerships with providers and health systems, optimize payer relationships, and expand the company’s footprint in core and adjacent markets. This leader will bring a deep understanding of specialty infusion services, reimbursement dynamics, and the patient care continuum.
DUTIES and RESPONSIBILITIES:
Commercial Strategy & Growth
-
Develop and execute a comprehensive commercial strategy aligned with the company’s growth objectives, including de novo expansion, acquisitions, and service line growth.
-
Identify new market opportunities across ambulatory infusion suites, including new therapies, geographies, and referral channels.
-
Drive sustainable revenue growth, margin expansion, and increased market share.
-
Partner with clinical and operations leadership to align commercial initiatives with patient outcomes and service excellence.
Sales Leadership & Execution
-
Lead, coach, and scale a national sales organization, including regional manager, account executives, and sales leadership.
-
Establish clear sales goals, KPIs, and performance metrics tied to revenue, referral growth, and account penetration.
-
Build a high-performance, accountability-driven sales culture with strong pipeline management and forecasting discipline.
-
Oversee sales training, onboarding, and professional development programs.
-
Implement CRM tools and data-driven sales processes to enhance productivity and visibility.
Business Development & Strategic Partnerships
-
Develop and manage strategic relationships with physicians, health systems, and specialty practices.
-
Expand partnerships with pharmaceutical manufacturers, specialty pharmacies, and referral sources.
-
Lead contract negotiations and partnership agreements to drive growth and improve access to therapies.
-
Evaluate and support M&A opportunities, including due diligence and commercial integration planning.
Payer Strategy & Market Access
-
Oversee payer strategy, including contracting, reimbursement optimization, and access to care.
-
Collaborate with revenue cycle and clinical teams to ensure alignment on reimbursement policies and utilization management.
-
Monitor and respond to changes in payer landscape, including Medicare, Medicaid, and commercial plans.
-
Drive initiatives that improve authorization success rates and reduce barriers to therapy access.
Marketing & Brand Strategy
-
Lead the development of marketing strategies that strengthen brand awareness and support referral growth.
-
Oversee digital marketing, physician engagement campaigns, and patient outreach initiatives.
-
Ensure consistent messaging across all channels aligned with the organization’s value proposition.
Data, Analytics & Performance Management
-
Establish a data-driven commercial organization leveraging analytics for decision-making.
-
Monitor sales performance, referral trends, payer mix, and market dynamics.
-
Provide regular reporting and insights to the executive team and Board of Directors.
-
Utilize market intelligence to inform strategy and competitive positioning.
QUALIFICATIONS and SKILLS:
Education & Experience
-
Bachelor’s degree required; MBA or advanced degree preferred.
-
10–15+ years of progressive commercial leadership experience in healthcare.
-
Significant experience in ambulatory infusion, home infusion, specialty pharmacy, or related healthcare services required.
-
Proven track record of scaling sales organizations and driving high-growth outcomes.
-
Deep understanding of reimbursement models, payer contracting, and healthcare regulatory environment.
Leadership Competencies
-
Strategic thinker with strong execution capabilities.
-
Proven ability to lead, inspire, and develop high-performing teams.
-
Strong relationship builder with executive presence and influencing skills.
-
Data-driven decision maker with strong financial and analytical acumen.
-
Entrepreneurial mindset with a focus on innovation and growth.
Key Performance Indicators (KPIs)
-
Revenue growth and EBITDA contribution
-
Referral volume and market share expansion
-
Sales team productivity and quota attainment
-
New market entry and de novo site performance
-
Payer mix optimization and reimbursement rates
-
Strategic partnership growth and retention
WORK ENVIRONMENT
The work environment characteristics described here are representative of those the employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Equal Opportunity Employer that Prohibits Discrimination and Harassment of any kind. The organization is committed to the principles of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment.
-
Noise level in the work environment is usually moderate
-
The employee is exposed to outside weather conditions when traveling
Requirements:
QUALIFICATIONS and SKILLS:Education & Experience
-
Bachelor’s degree required; MBA or advanced degree preferred.
-
10–15+ years of progressive commercial leadership experience in healthcare.
-
Significant experience in ambulatory infusion, home infusion, specialty pharmacy, or related healthcare services required.
-
Proven track record of scaling sales organizations and driving high-growth outcomes.
-
Deep understanding of reimbursement models, payer contracting, and healthcare regulatory environment.
