Insulet started in 2000 with an idea and a mission to enable our customers to enjoy simplicity, freedom and healthier lives through the use of our Omnipod® product platform. In the last two decades we have improved the lives of hundreds of thousands of patients by using innovative technology that is wearable, waterproof, and lifestyle accommodating.

Position Summary

The Senior Commercial Operations & Tender Lead drives the end-to-end tender strategy and execution, order-to-cash operations, and patient logistics (home delivery) to enable sustainable growth in Spain. The role serves as the company’s internal subject-matter expert for Spanish public procurement, and SAP order management—acting as the primary source of guidance for sales, market access, supply chain, finance, and customer care. Operating with a high degree of independence, this role owns key processes, leads cross-functional improvements, and informs commercial decision-making through data-driven insights.

Key Responsibilities

1) Tender Strategy & Execution

·       Own the national tender lifecycle end-to-end: market scanning, bid/no-bid assessments, pricing and commercial guardrails, submission, award management, and contract governance.

·       Continuously research the public procurement and competitive landscape; maintain a rolling tender pipeline and competitive intelligence to guide commercial plans.

·       Coordinate cross-functionally to secure internal approvals and ensure compliant, on-time submissions aligned with Spanish public procurement law and local requirements.

·       Establish and maintain a tender playbook, templates, and SOPs; coach field teams and internal stakeholders on best practices.

·       Track performance (win rate, margin, reimbursement alignment) and implement corrective actions to improve competitiveness and profitability.

·       Responsible for overseeing and managing audits of public tender processes, ensuring full compliance with regulatory requirements and maintaining continuous audit readiness.

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2) Commercial Operations & Order-to-Cash

·       Review order management in SAP SD: contract set-up, pricing/discount structures within guardrails, order validation, delivery, billing, and credit/debit notes.

·       Ensure data integrity across customer, contract, and pricing masters; partner with Finance to reconcile AR and accelerate collections (DSO).

·       Define and monitor operational KPIs (OTIF, order cycle time, invoice accuracy); drive root-cause analysis and continuous improvement projects.

·       In close collaboration with the Commercial Operations Manager, lead the deployment of process changes and digital tools across Spain to scale operations and improve customer experience.

·       Support the Head of Comm Ops in budget and forecast management, ensuring control, accuracy, and alignment with commercial plans in Spain.

3) Patient Logistics & Home Delivery

·       Lead home delivery operations for  PODs in partnership with 3PL providers; define SLAs, oversee performance, and resolve incidents to protect patient experience.

·       Ensure compliance with healthcare distribution, data privacy and quality standards in coordination with Quality and Legal.

·       Optimize inventory and resupply processes to support onboarding and adherence; align with Customer Care and Clinical teams on patient journeys.

4) Cross-Functional Leadership & Process Improvement

·       Act as the operational hub between Sales, Market Access, Finance, Supply Chain, Quality, and Customer Care—translating strategy into scalable processes.

·       Lead Lean/continuous-improvement initiatives to remove waste, simplify SOPs, and strengthen internal controls; own the commercial operations roadmap for Spain.

·       Steer vendor/partner performance reviews and corrective action plans; drive cross-functional workshops to standardize best practices.

5) Data, Reporting & Insights

·       Build dashboards and reports covering tenders, order-to-cash, and patient logistics; communicate insights and recommendations to leadership.

·       Model pricing and contracting scenarios, including sensitivity and margin analyses, to inform decision-making.

·       Ensure data quality and consistency across systems; partner with IT/Analytics on data governance.

6) Compliance & Risk Management

·       Champion compliance with Spanish public procurement and electronic invoicing requirements; maintain auditable records for tenders, contracts, orders, and invoices.

·       In close cooperation with the Commercial Operations Manager oversee SOPs, work instructions and training for commercial operations; ensure alignment with privacy, quality and ethical standards.

·       Identify operational risks and implement controls/mitigations, including business continuity for critical supply and logistics processes.

Key Decision Rights

·       Recommend bid/no-bid and pricing approaches for tenders within approved guardrails; secure required internal approvals.

·       Control and register of standard credit/debit notes, returns, and order adjustments within delegated authority levels.

·       Select and steer 3PL and other operational vendors in line with procurement policy and budgetary thresholds.

·       Define and change operational processes and SOPs for Spain’s commercial operations in alignment with regional/global standards.

·       Prioritize and sequence the commercial operations improvement roadmap and associated resources for Spain.

Performance Measures (KPIs)

·       Public tender win rate and margin vs. plan.

·       Order-to-cash KPIs: OTIF, order cycle time, invoice accuracy, DSO.

·       Home delivery SLAs: on-time resupply, incident resolution time, patient satisfaction.

·       Process efficiency and control: SOP adherence, audit/compliance results, cycle-time reductions.

·       Data quality and insight adoption by leadership.

·       Qualifications

Required

·       Bachelor’s degree in Business, Economics, Engineering, Healthcare Management or related field (Master’s preferred).

·       3-5 years’ experience in MedTech/Pharma commercial operations or market access, with proven leadership of Spanish public tenders.

·       Advanced SAP (SD) proficiency; strong understanding of pricing, contracts, and order/billing flows.

·       Hands-on experience with electronic invoicing to Spanish public hospitals and AR reconciliation.

·       Demonstrated track record leading cross-functional process improvements and delivering measurable operational KPIs.

·       Fluency in Spanish and advanced level of written English.

Competencies & Behaviors

·       Problem Solving: Resolves complex/atypical issues using analytical thinking; introduces innovative solutions and scales best practices.

·       Business Expertise: Understands how teams integrate to achieve objectives; interprets internal/external business issues and recommends best practices.

·       Coordinate cross-functional projects; provides guidance/mentoring to junior staff; influences without formal authority.

·       Impact: Directly impacts achievement of customer, operational and service objectives; work guided by department objectives.

·       Interpersonal Skills: Communicates complex information effectively to internal and external stakeholders; applies negotiation skills when needed.

Additional Information

·       Travel: ~10–20% domestic travel to customers, partners and internal meetings.

·       We are an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.