Sr Director, Commercial Operations

Work Schedule

Environmental Conditions

Job Description

Senior Director Commercial Operations

Position Summary

The Senior Director Commercial Operations will lead the advancement of commercial excellence sales force effectiveness and data-driven decision-making across the organization. Serving as a proactive forward-looking strategic partner to senior Sales and Commercial Leadership this individual will anticipate business needs identify emerging performance trends and translate data and market intelligence into actionable recommendations that improve commercial execution and accelerate sustainable growth.

This leader will be expected to look beyond historical reporting to provide leadership with a clear perspective on what is happening why it is happening what is likely to happen next and what actions should be taken. The Senior Director will establish the analytics operating mechanisms forecasting capabilities and leading indicators necessary to identify opportunities and risks early and enable faster better-informed commercial decisions.

A key mandate for the role will be advancing the use of artificial intelligence predictive analytics automation and modern sales technologies to improve seller productivity forecasting accuracy pipeline management customer and opportunity prioritization and overall commercial effectiveness.

The Senior Director will lead a diverse distributed team and collaborate closely with Sales Marketing Finance Digital/IT and other cross-functional partners to optimize commercial processes and enable disciplined data-driven decision-making. This leader will oversee key initiatives involving sales planning performance management sales compensation territory alignment commercial analytics CRM effectiveness forecasting pipeline management and sales enablement technologies.

Success in this role requires a highly collaborative commercially minded and influential leader who can anticipate business needs translate complex information into clear recommendations leverage emerging technologies to create competitive advantage and lead meaningful organizational transformation within a global matrixed environment.

Key Responsibilities

Strategic Commercial Partnership

• Serve as a trusted proactive strategic advisor to Sales and Commercial Leadership bringing a forward-looking perspective to business performance opportunities and risks.
• Anticipate leadership needs and proactively identify emerging trends performance gaps market dynamics and commercial opportunities before they become evident through traditional reporting.
• Translate commercial data and market information into clear executive insights and recommendations articulating what is changing why it matters what is likely to happen next and what leadership should do about it.
• Develop and execute the Commercial Operations strategy in alignment with business objectives growth priorities and customer needs.

Commercial Analytics & Performance Management

• Establish comprehensive commercial analytics dashboards KPIs and performance-management frameworks that enable timely data-driven decision-making.
• Move the organization beyond retrospective reporting toward predictive and prescriptive insights that identify opportunities risks and recommended actions.

Forecasting & Pipeline Management

• Lead the continuous improvement of sales forecasting processes methodologies tools and governance to improve forecast accuracy and business predictability.
• Proactively identify pipeline gaps forecast risks and emerging opportunities and recommend specific actions to Sales Leadership.
• Partner with Sales Leadership to strengthen accountability for opportunity management forecast quality pipeline development and execution.
• Develop scenario modeling and predictive capabilities that allow leadership to understand potential commercial outcomes and identify actions required to achieve growth objectives.

AI Automation & Sales Technology

• Champion the responsible application of AI predictive analytics automation and emerging technologies across Commercial Operations and the broader sales organization.
• Identify prioritize and implement AI-enabled solutions that improve seller productivity forecasting pipeline management opportunity prioritization and leadership decision-making.
• Develop and deploy next-generation sales tools that help sellers and managers identify the highest-value opportunities recognize risk earlier and determine appropriate next actions.
• Use AI and automation to reduce administrative burden and enable sales teams to spend more time engaging customers and driving growth.
• Partner with Digital/IT data and technology teams to translate commercial requirements into scalable secure and sustainable solutions.
• Establish appropriate governance and performance measures to ensure AI-enabled tools are responsible trusted adopted and delivering measurable commercial value.
• Maintain awareness of emerging commercial technologies and proactively recommend innovations that can create competitive advantage or materially improve sales effectiveness.

Sales Force Effectiveness & Commercial Excellence

• Lead initiatives to enhance sales force effectiveness productivity and accountability across the organization.
• Lead sales planning activities including territory design and alignment resource deployment capacity planning quota setting and performance measurement.
• Develop and administer effective sales compensation and incentive programs that align employee behaviors with strategic and financial objectives.
• Identify opportunities to simplify commercial processes eliminate inefficiencies and improve the customer and employee experience.
• Promote consistency and scalable best practices across regions functions and businesses while adapting programs to local market requirements.

CRM & Sales Enablement

• Optimize CRM systems sales technology platforms and enablement tools to improve adoption data quality forecasting pipeline visibility and commercial execution.
• Ensure sales technologies provide sellers and leaders with actionable insights rather than simply capturing transactional information.
• Establish adoption and effectiveness metrics for commercial tools and continuously improve the seller and sales-leader experience.
• Partner with sales teams to identify friction points and develop technology-enabled solutions that simplify workflows and increase selling time.

Leadership & Organizational Transformation

• Develop a team capable of operating as strategic business partnersnot simply providers of reporting systems and administrative support.
• Foster a culture of curiosity innovation analytical rigor continuous improvement and accountability.
• Lead change-management and organizational-transformation initiatives ensuring effective communication stakeholder alignment and sustainable adoption.
• Manage multiple complex strategic initiatives simultaneously while maintaining strong governance execution discipline and stakeholder communication.
• Build strong partnerships across Sales Marketing Finance Digital/IT and other functions to advance enterprise commercial priorities.

Minimum Qualifications

• Bachelors degree in Business Science a related technical discipline or another relevant field.
• Minimum of 10 years of relevant experience in sales operations commercial operations sales effectiveness commercial excellence analytics or a related discipline.
• Significant leadership experience including responsibility for leading teams and enterprise-level commercial initiatives.
• Demonstrated ability to serve as a strategic and forward-looking advisor to senior Sales and Commercial Leadership proactively identifying trends risks opportunities and recommended actions.
• Experience with or a comparable CRM platform.
• Demonstrated experience applying AI advanced analytics predictive methodologies or automation to commercial or sales processes.
• Strong financial acumen including experience with revenue planning business performance management and sales compensation design.
• Advanced analytical and problem-solving capabilities with demonstrated ability to convert complex information into concise actionable business recommendations.
• Experience optimizing sales processes and leading large-scale change-management or organizational-transformation initiatives.
• Demonstrated ability to lead distributed teams and operate effectively within a global matrixed organization.
• Strong project and program-management skills with the ability to manage multiple strategic priorities simultaneously.
• Exceptional communication presentation and executive-engagement skills.
• Demonstrated ability to influence senior stakeholders and collaborate effectively across functions regions and cultures.
• Ability to travel approximately 2025%.

Preferred Qualifications

• Experience supporting complex scientific technical healthcare life sciences or similarly regulated markets.
• Experience implementing AI machine learning predictive analytics or automation capabilities within Sales or Commercial Operations.
• Experience leading commercial-transformation initiatives across multiple businesses regions or customer segments.

Leadership Expectations

The successful candidate will demonstrate strategic thinking commercial acumen operational discipline technological curiosity and a strong commitment to developing people.

Critically this leader must operate with a proactive and forward-looking mindset. The expectation is not simply to report what has already happened but to help Sales Leadership understand what is coming next. This individual will continually identify important trends emerging risks growth opportunities and leading indicators and translate those insights into clear recommendations and actions.

The Senior Director will be expected to look around corners anticipate questions before they are asked challenge existing practices constructively and use data AI and technology to create increasingly sophisticated commercial capabilities.

Success will ultimately be measured by the extent to which Commercial Operations enables Sales Leadership to make faster better-informed decisions; improves forecast and pipeline predictability; increases seller effectiveness; and drives more cons

Compensation and Benefits

This position may also be eligible to receive a variable annual bonus based on company team and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on which includes:

• A choice of national medical and dental plans and a national vision plan including health incentive programs

• Employee assistance and family support programs including commuter benefits and tuition reimbursement

• At least 120 hours paid time off (PTO) 10 paid holidays annually paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave) accident and life insurance and short- and long-term disability in accordance with company policy

• Retirement and savings programs such as our competitive 401(k) U.S. retirement savings plan

• Employees Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits please visit: Experience:

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