Executive Director of Commercial Development

The Executive Director of Commercial Development will lead and oversee the strategic direction and operational execution of the Global Strategic Pricing and Commercial Analytics functions. The Executive Director will support business growth through innovative processes, strategic thinking, and a culture of continuous improvement. This position requires a strong understanding of biopharma buying behaviors and pricing strategies designed to maximize overall company profitability.  The Executive Director will oversee the production of Commercial Analytics that allow senior management to make informed commercial decisions.  The Executive Director will work closely with senior management and sales teams to direct strategic commercial frameworks and ensure BLS commercial success

Responsibilities:

• Provide supervisory oversight to direct reports (e.g., training, performance evaluation, workload leveling, project allocation, compliance to process and metrics, recruitment and selection of new employees, trouble shooting and issue resolution)
• Supports business growth through the generation of innovative processes, strategic thinking, effective priority setting, a culture of continuous improvement, waste elimination, and increased customer satisfaction
• Oversight and refinement of sales analytics for reporting, presentations, and decision making to business and sales management
• Development and maintenance of robust sales information system(s) Development and maintenance of analytics, data and modeling to support annual Sales Targeting exercise
• Participation in annual Net Orders Budget process, inclusive of target setting and creation of materials to support annual Budget presentation
• Ensure accuracy of reported orders and backlog information
• Ensures effective business continuity within Global Strategic Pricing (i.e. problem-solving against market concerns, resourcing issues, etc.)
• Determines implementation and development of Global Strategic Pricing policies, procedures and SOPs
• Drives rate development, commercial strategies and frameworks to support BLS – sales, operations, proposals etc.
• May drive tool development and lead algorithm discussions with operations
• Oversees support of the RFP process in regard to commercial strategies, challenge calls, costing strategy and compelling win strategies
• Ensures departmental productivity targets (including staffing) are met
• Executes defined reporting requirements around Global Strategic Pricing performance metrics (i.e. annual growth targets, discounting trends, win/loss analysis, productivity metrics, etc.)
• Builds current and future departmental organizational structure in support of the larger commercial organization
• Drives the provision of solution-oriented approaches to address client needs
• Maintains working knowledge of relevant, BU-specific technical and regulatory environments, relevant company policies (i.e. HR), etc.
• Reviews, analyzes, and interprets departmental/commercial reports
• Directs strategic commercial frameworks across BLS with clients in partnership with Senior Management, Sales, etc.
• Maintains and grows new and existing key client relationships
• Maintains and grows new and existing internal and external stakeholders and represents Global Strategic Pricing as necessary
• Actively supports strategic client relationships to increase the commercial pipeline
• Other duties as assigned

Minimum Requirements:

• BA or BS in Business or Life Sciences
• Minimum of 15 years in the pharmaceutical, CRO, or laboratory industry
• Minimum of 9 years supervisory experience preferred

Preferred Qualifications:

• Demonstrated ability to plan, multi-task and prioritize
• Demonstrated teamwork, communication and organizational skills
• Demonstrated problem solving skills
• Excellent customer service skills, attention to detail and ability to be persistent while maintaining tact
• Experience and comfort in a high volume, fast paced environment is essential
• Knowledge of software applications (SFDC, CMS, etc)
• Ability to communicate appropriately and effectively with clients and BLS senior management
• Positive attitude and sense of urgency
• In-depth knowledge of and ability to work across BLS BU lines
• Ability to negotiate and prepare proposal language to close deals
• Demonstrated leadership ability
• Proven track record in effective operations and/or commercial management
• Ability to deliver financial results
• Demonstrated commercial effectiveness

Skills and Competencies:

• Budget Management
• Financial planning
• P&L Management
• Negotiation Skills
• Analytical Thinking