Executive Director, Commercial Excellence

CSL•Summit, NJ

About The Position

Provide enterprise leadership and governance for the NA Commercial Excellence function, setting long-term strategic direction across multiple commercial capability areas to enable sustained performance and value creation. Architect, lead and optimize enterprise commercial excellence capabilities, operating models and organizational structures to enable scalable growth, operational effectiveness, and long term business transformation. Drive enterprise-wide strategic initiatives in partnership with executive leadership, influencing commercial priorities, resource allocation, capability investments, and transformation roadmaps across the North America Commercial organization. Accountable for enterprise commercial capability investments, prioritization decisions, and operational governance impacting field effectiveness, customer engagement, analytics maturity and organizational performance outcomes. Drive the evolution of the role to global capability dependent on company-wide business need. Optimize Sales operations capability to ensure continuous improvement across the field organization. Develop and enhance the tools and resources needed to support the sales team to maximize their capabilities and effectiveness, including key performance indicator dashboards. Determine, evaluate, and acquire the appropriate data assets to assist the NA Commercial organization in making strategic, fact-based decisions to drive revenue-generating activities. Collaborate with sales leadership to identify strategic opportunities that can translate to meaningful sales growth. Lead strategic initiatives in collaboration with sales / marketing to develop the NA Commercial organization such as future commercial modelling exercises, sales force sizing and deployment, and targeting and segmentation in collaboration with sales/marketing. Provide direction over these key functional areas within the sales ops team: Sales Enablement-CRM/Customer Master, field technology, incentive compensation, and fleet management in partnership CSL.

Requirements

Experience leading teams of multiple disciplines such as sales, marketing, commercial/business operations, data & analytics, training, or project management
Experience designing a function / department and building out that team to become a high performing team
Exceptional leadership and people management competencies, including strategic thinking, building and optimizing teams, and developing, mentoring and coaching direct reports and colleagues
Knowledge of relevant business, legal, compliance and regulatory requirements
Strong understanding of the life-science market dynamics and landscape
Demonstrated communication, interpersonal, and problem-solving skills
Ability to partner with IT to define project requirements/lead overall commercial strategy specific to data and CRM
Experience in leading a hybrid environment of commercial support services through guiding internal teams and while also managing vendor relationships.
Bachelor’s degree in business or science discipline; MBA preferred
Minimum of 15 years of progressive leadership experience, including experience leading leaders, operating at enterprise or regional level, and driving large-scale transformation in complex, matrixed organizations.
Experience operating with enterprise level accountability and influencing executive-level accountability and influencing strategic and operational decisions
Experience in building a commercial excellence team is a plus; global team expansion experience desired
Strong biotech sales and marketing operations experience
Exceptional leadership and people management competencies, including strategic thinking, building and optimizing teams, and developing, mentoring and coaching
Knowledge of relevant business, legal, compliance and regulatory requirements
Strong understanding of the life-science market dynamics and landscape
Communication, interpersonal, and problem-solving skills
Ability to partner with IT to define project requirements/lead overall commercial strategy specific to data and CRM
Experience in leading a hybrid environment of commercial support services through guiding internal teams and while also managing vendor relationships.

Nice To Haves

MBA preferred
global team expansion experience desired

Responsibilities

Re-imagine and build enhanced commercial analytics and action capability
Lead an ongoing effort to elevate Seqirus’ commercial analytic capabilities, which will fuel its efforts to continuously improve its revenue performance
Accountable for the overall data strategy for the enterprise to include data governance, advanced analytics, strategic planning, forecasting, and competitive intelligence.
Provide broader analytical support for the greater organization beyond sales to include Marketing, Customer Operations, Pricing and Contracting, & Market Access & Reimbursement.
Partner with finance to ensure timely delivery of key analytics specific to commercial performance, brand performance, and the budgeting and forecasting process.
Lead the Commercial Learning and Development team in delivering evolved sales capabilities.
Develop and build the learning and development programs to support NA Commercial through analysing the business environment and gaining stakeholder feedback for future L & D needs. The L & D team will partner with commercial leadership to design, develop, and deliver programs across sales, marketing, customer operations, and other departments as needed.
Collaborate with Marketing and Sales leadership to ensure alignment of ongoing training curriculum with the brand strategy to enable all field sales teams are delivering a cohesive message to customers.
Support colleague and leadership development for NA Commercial at all levels of the function by developing a curriculum for continued skill and leadership development for all colleagues as it relates to Commercial Operations.
Lead an aligned approach for marketing operations.
Accountable for the team responsible for the medical, regulatory, and legal review and approval for promotional materials.
Ensure delivery of all field-directed brand communications in collaboration with the marketing team including time-sensitive market driven “talking points”, competitive intelligence, and general brand updates.
Plan all on-cycle sales meetings (POA) and conventions, as well as select ad hoc meetings.
Enhance the Project Management Office (PMO) function within the team that will create and manage key cross-functional projects in support of the North America commercial business.
Oversee a coordinated management hub for all key projects to assist NA Commercial team in the scoping out, developing, and executing project plans in alignment with corporate strategy and goals.
Partner with commercial leadership in determining alignment of resources needed to complete projects-including both internal resources and potential external resources (vendor, consultants)
Develop and maintain timelines, track milestones, and provide frequent updates through project team meetings--developing agendas, recording minutes, and tracking follow up action items
Identify potential risks to program timelines and communicate to key stakeholders, including potential contingency plans for risk mitigation
Develop a prioritization schedule for key projects with commercial leadership to ensure timelines and budget considerations are kept in scope
Act as an executive enterprise leader, modeling the CSL Values and The CSL Way, and influencing strategy, prioritization, and investment decisions beyond direct functional accountability
Serve as a valued member of the North American Leadership Team
Inspire, coach, and lead employees to achieve and grow both individually and as a team
Manage a budget for the commercial excellence organization inclusive of prioritizing across multiple departments and stakeholders
Work in a collaborative manner to partner with shared services functions (IE. I&T, Data & Analytics, Compliance, Etc.) with our parent organization, CSL Behring
Accountable for managing key relationships with commercial vendors including knowledge and understanding of a contract sales organization
Manage a blend of internal and outsourced commercial operations functions.