Director, Commercial Contracts Operations

Nature and Scope

The Director, Commercial Contracts & Operations serves as a strategic leader within ARI’s Commercial organization, accountable for shaping and executing the company’s contracting, sales operations, and patient support infrastructure. This role provides enterprise-level oversight of commercial contracting, HUB and copay services, business rules governance, and operational processes that directly impact revenue performance, market access, and customer experience. The Director, Commercial Contracts & Operations partners with senior leadership to design and implement strategies that ensure ARI remains competitive, compliant, and operationally efficient in a dynamic marketplace. In addition to driving excellence in contract administration and sales operations, this role provides leadership for the design and governance of incentive compensation plans, territory alignment, and field analytics tools, enabling effective decision-making at the executive and field level. The Director, Commercial Contracts & Operations collaborates cross-functionally with Marketing, Market Access, Finance, Legal, Compliance, and IT to ensure alignment of policies, systems, and communication across the organization. This position requires both strategic vision and hands-on operational expertise to ensure ARI’s commercial infrastructure supports long-term growth, patient access, and overall organizational success.

Essential Duties and Responsibilities

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

Commercial Contracts & Operations:

• Provide strategic oversight for the execution, maintenance, and governance of commercial contracts across all customer segments including wholesalers, GPOs, specialty distributors, and institutional providers.
• Ensure accurate implementation of contract terms within internal systems, including pricing, eligibility, and customer onboarding processes.
• Lead and manage the team responsible for commercial contract operations, administrative workflows, and compliance with internal policies.
• Establish and maintain SOPs for contract processing, approvals, documentation, and archiving.
• Direct cross-functional initiatives related to commercial operations to support product launches, pricing changes and market access strategies.
• Partner closely with Legal, Compliance, and Finance to ensure policies, procedures, and risk mitigation frameworks are upheld across commercial agreements.
• Provide operational leadership during audits and ensure integrity of documentation across systems and processes.

HUB, Copay, and Patient Support Programs:

• Oversee the strategy, governance, and operational management of HUB and copay service providers to ensure seamless patient and provider support.
• Develop and enforce business rules related to HUB and copay programs to align with compliance, financial, and commercial objectives.
• Monitor vendor performance and ensure proper reporting, service quality, and alignment with contractual obligations.
• Partner with Marketing to ensure that all applicable promotional materials, patient support resources, and webpages are accurate, compliant, and updated in a timely manner.
• Manage approval processes for product replenishment and ensure operational controls are in place.

Sales Operations:

• Direct territory alignment planning and execution for customer-facing teams in partnership with sales leadership and commercial operations.
• Oversee the design, governance, and implementation of incentive compensation plans, including methodology, goal setting, performance tracking, and communication to field teams.
• Manage the end-to-end incentive compensation cycle including calculation, validation, reconciliation, and final approval for payment.
• Provide leadership for the development and maintenance of sales dashboards, call reporting systems, and field performance analytics tools.
• Collaborate with internal stakeholders to deliver actionable insights that inform sales execution, resource deployment, and commercial effectiveness.
• Ensure data governance, accuracy, and compliance with defined business rules across sales incentive, CRM, and territory management platforms.
• Lead strategic initiatives to optimize field force structure and develop reporting to measure sales effectiveness and ROI.
• Perform any other tasks/duties as assigned by management.

Education Requirements and Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required.