Head, B2B and Digital Commerce

About the Job

The Head, B2B and Digital Commerce is a senior commercial leader within a commercial Business Unit in a health care company, responsible for defining and driving the strategic direction of the company's B2B digital commerce platform and for how the commercial organization uses other customer-facing digital tools, such as analytics offerings, to create customer value. This role operates at the intersection of business strategy, customer experience, and digital capability—translating complex market dynamics into a clear, actionable digital commerce vision that delivers measurable growth.

Sitting within the Commercial business unit and reporting to the Vice President, Business & Technology Modernization, this leader commands visibility at senior business unit leader levels and engages sales and marketing leaders as a thought partner on digital commerce and commercial transformation. This leader interacts closely with the Digital/Tech organization—co-owning the platform roadmap, shaping priorities, and influencing execution—while retaining full accountability for the commercial strategy and e-commerce and digital business outcomes.

Main Responsibilities

Digital Commerce & Transformation Strategy & Vision

• Own the US B2B / e-commerce commercial digital strategy, defining the vision, priorities, and multi-year roadmap that drives customer acquisition, retention, and revenue growth
• Identify digital opportunities aimed at deepening existing customer relationships and reducing churn, with a particular focus on healthcare providers, institutional buyers, and other B2B account segments, across commerce and other customer-facing digital offerings
• Identify and evaluate new business models, market expansion opportunities, and innovative channel strategies to position the company as a leader in digital B2B commerce and customer engagement within the healthcare sector

Customer Retention, Growth & Experience

• Work successfully with Digital and CX organizations accountable for technical delivery and engineering to deliver business outcomes
• Identify friction points and opportunities across the end-to-end digital buying journey; partner with Digital and Marketing to design improvements that increase customer lifetime value
• Define and monitor key performance indicators (KPIs) for platform adoption, customer engagement, digital revenue contribution, customer-realized value, and retention; hold the organization accountable to outcomes
• Collaborate closely with the sales organization to ensure e-commerce and rep-led channels are complementary and mutually reinforcing—creating a seamless omnichannel customer experience
• Ensure commercial teams define and own the expected customer and business value of digital investments up front, and track whether that value is realized through adoption, usage, and outcomes

Innovation & Market Intelligence

• Maintain a continuous pulse on emerging B2B e-commerce and digital customer platforms, innovations, and trends, competitive moves, and adjacent industry practices (particularly in healthcare and life sciences); translate insights into strategic recommendations
• Champion a test-and-learn culture, working with the team to design structured pilots and experiments that validate new commercial ideas before scaled deployment
• Evaluate and recommend technology, partnership, and capability investments that could unlock new commercial value on the B2B platform or other customer-facing digital offerings

Roadmap Co-Ownership & Digital Partnership

• Partner with the Digital E-Commerce organization as a co-owner of the platform roadmap, ensuring business priorities are clearly articulated, sequenced, and reflected in technology delivery plans
• Influence Digital team priorities and resource allocation through strong relationships, compelling data, and a clear commercial perspective—without direct engineering authority
• Serve as the primary commercial interface to the Digital organization, bridging the gap between business strategy and platform execution
• Lead business-side prioritization of customer and commercial needs across digital initiatives, translating them into clear requirements, sequencing, and success measures for Digital and Technology partners
• Drive accountability for User Acceptance Testing (UAT) and commercial readiness activities within the team; ensure new platform capabilities are validated against real customer scenarios before deployment

Cross-Functional Leadership & Stakeholder Engagement

• Lead and develop a team of e-commerce professionals in the commercial team, fostering a high-performance culture grounded in strategic thinking, analytical rigor, and customer centricity, and focus on their career development
• Build and maintain strong relationships across Commercial, Digital, Marketing, Customer Experience, Data & Analytics, Customer Support, Legal, Finance to ensure alignment and remove barriers to execution
• Represent the commercial e-commerce function in senior leadership forums; prepare and deliver executive-level communications, business reviews, and investment proposals with clarity and conviction
• Partner with Finance and Commercial leadership to develop annual plans, investment cases, and performance tracking frameworks tied to e-commerce and digital transformation strategy

About You

Education & Experience

• Demonstrated experience leading B2B e-commerce or customer-facing platform strategy and/or digital channel development, ideally in a complex, multi-stakeholder environment, demonstrating success in driving sales growth
• Experience leading commercial digital transformation from the business side—defining strategy, prioritizing business needs, and driving adoption and measurable value realization
• Industry experience in healthcare, life sciences, medical devices, diagnostics, specialty distribution, health technology, or other B2B sectors involved in direct supply chain; experience in regulated or relationship-intensive industries valued
• Bachelor's degree required; MBA or advanced degree strongly preferred, particularly from a top-tier institution with a focus in business strategy, marketing, or a related field
• 10+ years of progressive experience, with meaningful depth in B2B e-commerce strategy, digital channel development, customer-facing digital offerings, or digital marketing in a complex commercial environment
• Management consulting experience (strategy or commercial practice) is strongly preferred; 3–4 years in a consulting role
• Track record of operating successfully in a matrixed organization, influencing without direct authority and building coalitions across functions and levels
• Experience presenting to and engaging with senior executives (C-suite or equivalent) as a strategic thought partner

Knowledge & Skills

• Strategic Thinking & Synthesis: Structures ambiguous problems, synthesizes complex data and market dynamics, and delivers clear, compelling recommendations (a consulting-trained mindset)
• B2B Commercial Acumen: Deep understanding of B2B buying dynamics and the interplay between digital and field sales channels in a relationship-driven selling environment
• Digital Commerce and Transformation Fluency: Strong knowledge of B2B/e-commerce platforms and the product/roadmap development process; engages Digital and Technology partners as a credible peer
• Value Realization: Works with commercial teams to define the expected value of digital investments up front and to confirm it is delivered after launch
• Customer-Centric mindset: Translates customer insights into practical commercial strategies and experience improvements, with a focus on retention and growth, and brings an outside-in view of customers and the market to strategy and prioritization
• Influence & Stakeholder Management: Shapes priorities and drives alignment across Digital, Commercial, and senior leadership through strong communication and relationship-building
• Analytical Rigor: Leverages data and performance analytics to drive decisions, build business cases, and track outcomes, including customer adoption and value realization
• Innovation Orientation: Comfortable with ambiguity; energized by identifying and testing new ideas in a structured, hypothesis-driven way
• Team Leadership: Builds high-performing teams, creates clarity of purpose, and holds people accountable to results while investing in their development
• Effective Communication: Distills complex concepts into crisp narratives; highly effective across written, verbal, and presentation formats