Vice President, Commercial Operations - US Commercial

Reporting Line: General Manager Americas

Purpose of Position

The Vice President, Commercial Operations will be a foundational commercial leader who will contribute to shaping the future of our company as a commercial organization. He/she will be responsible for building from the ground up a commercial operations function including hiring & leading a team of commercial operations professionals, developing necessary processes, building necessary commercial operations infrastructure & capabilities, establishing organizational and cross functional scorecards to measure success in addition to developing and achieving strategic priorities.  This position will require a strong leader with diverse experience, broad capabilities, superior cross-functional collaboration skills, exceptional commercial acumen, and the ability to operate at a strategic as well as well as tactical level.   The role will collaborate closely with cross-functional leaders, including Marketing, Market Access, Sales, Patient Services, Legal/Compliance, Finance, Medical Affairs, IT, Human Resources, and Manufacturing. 

Roles & Responsibilities:

  • Serve as an active member of the US Commercial Leadership Team
  • Build commercial operational capabilities within the US, including the establishment of individual roles and teams, and all processes, systems and tools required to support Sales, Marketing, Market Access and other company functions as required.
  • Establish and manage a business planning and forecast process for the Commercial Operations group, reflecting clear alignment with the Commercial organization’s goals and objectives. Execute the plan according to timelines and budget.
  • Inspire, coach, lead and develop employees to achieve and grow as individuals and a cohesive team.
  • Effectively manage multiple external vendor/partner relationships to ensure high quality services, the utmost compliance with industry policies, practices and regulations, and seamless integration with internal processes and teams.
  • Will be responsible for building and managing with sales leadership the day to day activities of Sales Operations including sales planning, sales training and compliance, government reporting, field communications, territory design, incentive compensation, field technologies, sample management, and fleet management.
  • Build and lead Master Data Management, Reporting and, Sales Analytics function that will procure, collect and store all data for the commercial organization. Develop data governance to ensure centralized data acquisition and supplier management and implement data quality process for master data.
  • Educate Sales team on effective use of data and data reports to analyze and optimize their business.
  • Rigorously assess each commercial capability to determine whether to build from within or outsource and obtain organizational buy-in to recommendations. Partner with IT to make critical decisions on systems capabilities.
  • Build an effective and unified operations team capable of supporting the commercial organization
  • Work with the General Manager of the Americas and other cross-functional leadership to manage the process of assuring planning and implementation for market entry readiness in focus markets globally
  • Implementation and management of a Field Communication and Sales Execution Program; help to establish a management control policy and ensure excellence in communication and deployment of key sales initiatives to field and various internal departments; ensure management oversight of program
  • Collaborate with IT to lead overall commercial enterprise strategy related to data and CRM
  • Develop strategy with the IT to ensure quality assurance; support recommendations for current and future data sourcing from business partners
  • Design key performance reports within the CRM system for the sales organization and marketing team members so they have access to pertinent data that helps them sell more effectively and understand their business
  • Institute processes for data and reporting governance of ad-hoc field-based inquiries from the executive team and other Commercial functions
  • Implement and manage an incentive compensation program and corporate policy; establish a management control policy and ensure communication of policy to field and various internal departments; ensure management oversight of program; select and manage vendor of choice
  • Effectively manage a budget and provide insight into field budget forecasting
Qualifications / Requirements:
  • BA or BS, MBA preferred
  • Minimum of 15 years of experience in commercial functions within the biopharmaceutical industry including commercial operations, marketing, business analytics, and sales.
  • At least 4 years as a senior Marketing or Commercial Operations leader (Sr. Director or above)
  • Experience in designing/managing/implementing sales CRM, specialty reimbursement hubs, copay and patient assistance programs, and business intelligence reporting platforms
  • Valid driver’s license, ability to travel up to 35% of time
  • Demonstrated success building organizations, creating and leading high performing teams
  • Adept at creating and communicating a clear vision among direct reports, effectively aligning resources and motivating teams to achieve goals
  • Demonstrated analytical abilities and proficient planning and negotiating skills
  • Problem solving orientation with strong strategic and analytical abilities, diplomacy, negotiation and excellent oral and written communication skills
  • Ability to effectively collaborate cross-functionally with both internal and external partners
  • Ability to work in a fast-moving, dynamic small-company environment with limited oversight
  • Strong Pharmaceutical sales, marketing operations and market access experience
  • Solid business, planning and budget management acumen
  • Excellent diplomacy and facilitation skills; ability to influence without authority
  • Good understanding of regulatory and legal requirements to pharmaceutical commercial operations
  • High analytical capability with history of leveraging data and analytical techniques to optimize business decisions.
  • A fierce and motivating competitive spirit and demonstrated track record of outmaneuvering and winning against the competition in manner that is aligned with core values and rules of compliance.
  • Excellent interpersonal, oral and written communication skills, confident executive presence, and ability to communicate with and influence the Executive Team.
  • Record of attracting and developing strong talent both internally and externally. Proven ability to grow and develop others.
  • Experience preparing for and launching drugs in the US as a commercial operations leader
  • Familiarity with leading pharma industry commercial vendors
  • Ability to partner with IT to define systems requirements
  • Particular focus on field-based team strategy/performance/data analytics, sales force deployment, customer targeting/segmentation, CRM experience
  • Proven ability to work in a fast-paced environment
  • Proven leadership in developing new business processes and moving them to automated systems and implementation
  • Personal characteristics will be crucial, as the successful individual needs to have the self-sufficiency, energy and drive to take this opportunity and run with it; must possess a level of comfort with working in a high-growth, fast-paced matrix environment where influencing and negotiating across an organization are a prerequisite

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Accepted formats: PDF, Word Doc