Director, Commercial Operations (DCO), U.S. HIV - West Region

Merck•North Wales, PA

7d•$231,900 - $365,000•Remote

About The Position

The Director, Commercial Operations (DCO), U.S. HIV, provides strategic and operational leadership for regional customer teams supporting the U.S. HIV business. The DCO builds and leads a high-performing field organization, develops regional business plans, allocates resources, and is accountable for business performance and a consistent, customer-centered experience across priority healthcare professionals and accounts. The role requires a strong understanding of the HIV treatment and care ecosystem, including local market dynamics, access and reimbursement considerations, and the needs of customers serving people living with HIV. In partnership with HIV Marketing, Market Access, Medical Affairs, community-facing teams, Learning & Development, and alliance stakeholders, the DCO translates national strategy into compliant regional execution, strengthens launch readiness, and advances the organization’s long-term commitment to HIV.

Requirements

BA/BS degree.
At least 10 years of experience in pharmaceutical or biotechnology Sales, Marketing, Market Access, account management, or a related commercial function.
At least two years of people-management experience, with demonstrated success leading geographically dispersed teams and developing leaders.
At least three years of experience developing and managing relationships with healthcare professionals, health systems, specialty accounts, or other complex customers.
Demonstrated ability to translate strategy into field execution and use performance data and customer insights to prioritize opportunities and allocate resources.
Experience working cross-functionally with Marketing, Market Access, Medical Affairs, Learning & Development, and other field-facing partners in a regulated environment.
Ability to travel within the West Region, including overnight travel.
Valid driving license.

Nice To Haves

MBA/MS degree.
Reside within the West Region of the United States.
Director-level or second-line field leadership experience.
Commercial experience in HIV treatment, infectious diseases, or another complex specialty market.
Understanding of the HIV treatment and care ecosystem, including specialty providers, health systems, community health settings, public health stakeholders, and access and reimbursement dynamics.
Experience leading product launches, field force expansion, or organizational transformation in a complex marketplace.
Experience working in a co-promotion or alliance model with defined governance, policy, and information-sharing requirements.

Responsibilities

Recruit, hire, develop, and retain a high-performing, inclusive, customer-centered regional HIV team.
Set individual and team expectations aligned with U.S. HIV priorities and assess performance based on business results, execution quality, leadership behaviors, and compliance.
Lead annual performance management, development planning, succession planning, compensation, and recognition processes, providing ongoing coaching and feedback.
Build field capabilities in HIV disease state and market dynamics, strategic account management, customer engagement, access awareness, data-driven business planning, and compliant execution.
Foster resilience, continuous learning, collaboration, inclusion, and accountability across the team.
Partner with Customer Team Leaders to prioritize talent and deploy field resources according to business opportunities, customer needs, and local HIV market dynamics.
Own the regional customer strategy and experience across priority HIV-treating healthcare professionals, health systems, integrated delivery networks, specialty practices, and other approved account segments.
Develop and sustain strategic relationships with key clinical and business decision-makers in the HIV ecosystem, consistent with role responsibilities and company policy.
Ensure customer teams use approved insights and available data to understand local HIV trends, account priorities, customer beliefs and behaviors, and barriers affecting appropriate access and utilization.
Coach Customer Team Leaders and field representatives in creating and executing customer- and account-level plans that prioritize customers, messages, resources, and follow-up.
Partner with Market Access counterparts to understand formulary, reimbursement, state-level access, and utilization-management developments and translate approved updates into timely, compliant field planning and customer engagement.
Collaborate with Medical Affairs, Marketing, community-facing teams, Learning & Development, and other approved partners to share insights, coordinate planning, and deliver a consistent experience while maintaining role boundaries.
Represent regional customer and market perspectives with senior leadership and cross-functional teams to inform national HIV strategy, field resources, capability priorities, and launch planning.
Own regional business results and contribute to defined financial goals for the U.S. HIV portfolio.
Translate national HIV treatment strategies into integrated regional plans with clear priorities, performance measures, and operating rhythms.
Lead launch readiness and execution across assigned geographies, including team training, current customer plans, risk identification, and using field insights for timely course correction.
Make data-informed resource-allocation decisions across people, time, programs, and approved promotional resources.
Use performance indicators, customer insights, account data, and local market intelligence to evaluate execution, identify gaps, and adjust regional plans.
Provide regional leadership in approved co-promotion or alliance activities, ensuring clear governance, disciplined communication, and adherence to policies and agreed ways of working.
Inform national HIV strategies and tactics through cross-functional participation and by elevating regional opportunities, customer needs, access developments, and implementation risks.
Ensure activities comply with applicable laws, regulations, approved product labeling, company policies, field guidance, and ethical business practices, while reinforcing appropriate role boundaries.