VP, Commercial Operations

Catalent

3d•$268,750 - $300,570•Onsite

About The Position

The position is responsible for managing a team that supports the overall Catalent business by providing commercial support of existing customer relationships, and on-site support for new customers and business development opportunities. Working with the site’s GM, Supply Chain, Product Development, Operations, Project Management, CGT Business Development and other cross functional teams, this position ensures that customer programs effectively transition from signed opportunity to development/tech transfer programs to commercial launch and routine production through the products life cycle. The position is also responsible for contracting and contract support and will ensure ongoing customer programs are managed according to contracted terms. The person in this position will be a member of the Site Leadership Team for the site(s) that the position is responsible for.

Requirements

Bachelor’s degree in science, business administration or other related field, Master’s of business administration preferred
10+ years of relevant experience in pharmaceutical or medical device manufacturing, quality or regulatory, general business management, technical project management and analysis.
10+ years of relevant CDMO experience in pharmaceutical, experience in quality, technical project management, business management and/or business development
Relevant industry knowledge of drug product development, analytical research and development, project scale-up, product manufacturing, quality, validations, and regulatory
Analytical, financial skills, business acumen
Knowledge of ERP/MRP/CRM systems
Superior customer services skills and professional demeanor
Prior direct contract negotiation experience preferred

Responsibilities

Manage a Commercial Operations team who act as key relationship managers for certain customers (existing and new) at the relevant site(s) to ensure a superior level of communication occurs between the parties. Supports other sites as needed.
Assist the proposal lead function and provide appropriate review of scope /pricing of new business proposals for development, tech transfer proposals and pipeline proposals.
Manage the process of determining a commercial price for all new products along those products that have relevant changes (gathering COGS, getting alignment on pricing, margin enhancement, maintenance of COGS for products and pricing letters as applicable).
Act as key site resource for development of commercial pricing; works with site finance to understand profitability and works with BD on pricing strategy.
Provide SME support to BD and Contract Negotiation teams on strategy/negotiation of proposals, development agreements and commercial supply agreements.
Accountable for management of all client contracts including commercial supply agreements, Development and Licensing Agreements, term sheets and other Client contracts to ensure capture of relevant provisions (e.g., fees, price increases, KPIs, forecasts, renewals).
Work with site leadership, Finance and BD to manage Accounts Receivable at the site; specifically engage with clients that are habitually late payers.
Manage client disputes for AR issues, batch issues and/or API reimbursement requests.
Serve as pricing leader for site and appropriately manage and execute against identified value pricing opportunities. Work with BD and site team to implement value pricing practices and processes.
Work as an integral member of the site, working closely with site GM, MSTAT, supply chain directors, and BD team to identify and pursue current fiscal year revenue opportunities with existing customers. Participate in budgets and forecasts related to customer revenue through participation in the site S&OP process and other relevant meetings/processes as needed.
Provide input for metrics tracking, reporting, budgeting and forecasting as needed, specifically related to funnel forecasting and pipeline management.
Continually evaluate and adapt new business and customer processes to create greater efficiency and effectiveness in pursuing new business and managing existing customers.
Responsible for Client Experience and the organization of new Client visits.
Support site GM in preparing yearly strategic plan and site budget.
Responsible for leading Revenue Leakage at site- training, implementation, follow up and tracking.