Head of GSA Commercial Operations

The businesses of Merck KGaA, Darmstadt, Germany•Burlington, MA

About The Position

The Global Strategic Accounts Commercial Operations Leader will be responsible for overseeing the operational excellence of our global accounts, with a strong emphasis on both internal and external program management. This role requires a comprehensive understanding of commercial operations, strategic account management, and the ability to lead complex programs that enhance customer engagement, drive revenue growth, and ensure alignment across all stakeholders.

Requirements

Bachelor’s degree in business administration, Marketing, or a related field;
10+ years of experience in commercial operations, account management, or program management, with a focus on strategic accounts.
Proven track record of successfully managing complex internal and external programs and driving revenue growth.
Strong analytical skills and experience with data-driven decision-making.
Excellent communication, negotiation, and interpersonal skills.
Ability to work collaboratively in a fast-paced, cross-functional environment.
Proficiency in CRM software and project management tools.
Strategic thinking and problem-solving abilities.
Strong program management skills, including planning, execution, and monitoring of both internal initiatives and external partnerships.
Leadership and team management capabilities.
Deep understanding of market dynamics and customer needs.
Ability to influence and drive change across the organization and with external stakeholders.
High level of adaptability and resilience in a dynamic environment.

Nice To Haves

MBA preferred.

Responsibilities

Operational Leadership: Ensure the effective execution of operational plans for global strategic accounts to maximize revenue and profitability. Together with GSA commercial leaders, develop and execute comprehensive tactical plans, including program timelines, milestones, and resource allocation for both internal initiatives and external partnerships.
Program Management: Lead and oversee both internal and external programs designed to enhance customer experience and operational efficiency, ensuring alignment with strategic objectives.
Cross-Functional Collaboration: Work closely with internal teams (regional sales, customer service, finance, quality, supply chain, franchises) and external partners to coordinate efforts and resources for successful program execution.
RFP Process Execution: Manage RFP process with internal and external partners to maximize growth opportunities and ensure compliance with company policies and procedures.
Performance Monitoring: Establish key performance indicators (KPIs) to track program success and account performance, providing insights for continuous improvement.
Relationship Management: Build and maintain strong relationships with key stakeholders within strategic accounts and external partners, acting as a trusted advisor.
Team Leadership: Provide leadership and mentorship to the program management teams, fostering a culture of high performance and accountability.