Director / Senior Director, Commercial Operations

Role Summary

The Senior Director, Commercial Operations leads the buildout and ongoing leadership of the Commercial Operations function to support the launch and commercialization of Anaphylm and future Aquestive portfolio. Partners cross-functionally across Commercial, Sales, Marketing, Market Access, Medical Affairs, IT, Finance, Supply Chain, HR, and Compliance to establish infrastructure, systems, and processes. Drives analytics, forecasting, data strategy, vendor evaluation, CRM, incentive compensation, fleet, sales reimbursement, and eCommerce enablement.

Responsibilities

• Lead the implementation of a clear framework of goals and tactics for a first-in-class commercial operations organization, including Data Analytics, Forecasting, Sales/Business operations, Commercial Systems and processes.
• Establish and maintain analytics and operational infrastructure and processes for supporting the commercial business.
• Serve as a strategic partner to the Chief Commercial Officer, coordinating cross-functional initiatives and aligning on strategic priorities.
• Develop a high performing, diverse team and retain talent aligned with growth strategy.
• Utilize a data-driven approach to provide insights to the CEO, CFO, and Commercial Leadership Team.
• Partner with marketing to develop metrics for promotional activities and generate reports on promotional response analyses by brand and customer segments/channels.
• Collaborate cross-functionally with Sales, Marketing, Patient Services, Market Access, Medical Affairs, and Executive Leadership to achieve objectives.
• Deliver projects on time, within budget and to quality standards.

Data Analytics

• Forecast modeling for Anaphylm including monthly/quarterly updates, annual forecasts, and long-term outlook.
• Acquire and analyze market data including claims, product demand, channel inventory, payer data, and competitive data.
• Create an HCP targeting program using analytics and CRM, including segmentation.
• Establish a sustainable data infrastructure and analytics capabilities for regular product and market updates.
• Ensure competitive price tracking and analysis.
• Update trends and insights for internal and external reporting, including vendor management of data aggregators.
• Partner with finance and commercial team to inform planning and regular reporting.

Forecasting

• Design, develop, and execute forecasting models for products to inform long-range planning for therapeutic areas and brands.
• Conduct base-case and scenario analyses to support decisions across functions.
• Collaborate with internal partners to translate insights into high-quality forecasting.

Sales/Business Operations

• Establish key operations vendors and systems (CRM, data warehouse, secondary data vendors, promo material distribution, LMS, meeting planning).
• Manage analysis of field force size/structure and territory mapping.
• Lead incentive compensation design and ongoing evaluation and sales activity reporting.
• Establish field force processes including CRM integration with expense systems, vehicle reimbursement, credentialing, and field policies.

Systems/Processes

• Design, deploy, train, and maintain a field CRM system to capture field activity, physician demand/prescribing, and market data with MIRF integration and promotional material automation.
• Data warehouse management and promotional material ordering systems and infrastructure.

Leadership, Influence and Communication

• Lead and motivate a team aligned with core values.
• Serve as a trusted advisor to commercial teams and stakeholders.
• Present findings with clear strategic storytelling to maximize relevance and impact.
• Collaborate with senior leaders across functions and influence as needed.
• Communicate complex dynamics clearly and provide actionable insights to senior leaders.
• Navigate organizational complexity professionally; perform other duties as assigned.

Qualifications

• Bachelor‚Äôs degree in related business or analytical field.
• Minimum of 15 years of related experience in biotechnology or pharmaceutical industry.
• Experience building out business operations infrastructure to support product launch and commercialization through mature product lifecycle.
• Experience in both small/emerging biopharma and mature, full-scale biopharma organizations.
• Expertise in medical legal review of promotional materials and compliance infrastructure.
• Experience procuring and analyzing third-party data to inform market understanding and performance tracking.
• Experience with process development/project management in an emerging/growing company.
• Strong cross-functional collaboration across Sales, Market Access, Medical Affairs, Regulatory, Clinical, Legal, HR, and Compliance.
• Proven people management skills and ability to lead multiple projects simultaneously with strong communication and presentation abilities.
• Demonstrated leadership in analytics and insights with curiosity and problem-solving focus.

Preferred

• A master‚Äôs or advanced degree preferred.
• Experience building a business operations team from the ground up in nimble organizations and product launches.