Head of Commercial Strategy, MedTech

Career Guide
Leads commercial strategy for medical technology portfolios, defining go-to-market, pricing, and market access to drive revenue and adoption. Oversees product launches, forecasting, partnerships, and sales/marketing alignment using market and financial analysis.

Key Responsibilities

  • Define portfolio go-to-market strategy and segmentation
  • Set pricing, packaging, and market access strategies
  • Lead launch planning and commercialization roadmaps
  • Own revenue forecasting, pipeline analytics, and KPIs
  • Oversee channel and distributor strategy and partnerships
  • Conduct competitive intelligence and market research
  • Align sales, marketing, clinical, and regulatory for execution

Career Progression

Can Lead To
Chief Commercial Officer (CCO)
VP, Strategy & Business Development
General Manager / Business Unit Leader
Transition Opportunities
Product Management Leader
Market Access Director
Corporate Development / M&A (MedTech)

Common Skill Gaps

Often Missing Skills
Reimbursement and market access for devices (coding, coverage, payment)Device-specific pricing strategy (capital, disposables, service)Salesforce/BI-driven forecasting and pipeline analyticsDistributor management and international market entry
Development SuggestionsComplete Professional Pricing Society CPP coursework and an ISPOR/AMCP market access course; lead a cross-functional launch project and build a Tableau/Power BI dashboard using Salesforce data.

Salary & Demand

Median Salary Range
Entry Level$115,000 - $145,000
Mid Level$150,000 - $200,000
Senior Level$225,000 - $300,000
Growth Trend
growing

Companies Hiring

Major Employers
MedtronicAbbottStryker
Industry Sectors
Medical Devices & DiagnosticsDigital Health & Health ITHealthcare Consulting

Recommended Next Steps

1
Earn the Certified Pricing Professional (CPP) and take an ISPOR short course on market access for devices.
2
Develop a portfolio piece: a GTM plan with TAM/SAM, pricing model, and launch KPI dashboard (Tableau/Power BI).
3
Network in MedTech (AdvaMed/The MedTech Conference, DeviceTalks) and conduct 8–10 informational interviews with commercial leaders.