Vice President, Commercial Operations

Role Summary

Vice President, Commercial Operations responsible for establishing and leading the commercial operations function to enable successful product commercialization. Oversees sales operations, forecasting and analytics, incentive compensation, market research, data management, CRM systems, field effectiveness, and commercial training. Acts as a strategic partner across Sales, Marketing, Market Access, Patient Services, Medical Affairs, Finance, IT, and Compliance to drive commercial excellence and business growth.

This role offers an opportunity to shape the Commercial Operations function from the ground up, supporting a high-impact product launch and long-term business growth.

Responsibilities

• Commercial Strategy & Leadership:
  • Serve as a key member of the Commercial Leadership Team, developing and executing commercial strategy and operational plans.
  • Oversee the design and optimization of commercial operations, including market research, forecasting, data analytics, sales reporting, and performance tracking.
  • Develop a best-in-class commercial infrastructure that aligns with business objectives and supports pre-launch and post-launch activities.
  • Lead Quarterly Business Reviews (QBR) and Board of Directors (BoD) process preparation, including performance reporting and insights.
  • Partner cross-functionally with Marketing, Sales, Finance, Compliance, Market Access, and Medical Affairs to drive aligned strategic execution.
• Sales & Field Operations:
  • Design and implement field force structure, including sizing, territory alignment, and resource allocation.
  • Oversee field effectiveness, including CRM system implementation, sales enablement tools, and customer engagement reporting.
  • Develop and manage incentive compensation plans to motivate and retain top sales talent while ensuring compliance.
  • Establish field insights and reporting frameworks, providing timely and data-driven recommendations to sales leadership.
  • Support field training and development programs in collaboration with Sales Training teams.
• Market Insights, Analytics & Data Management:
  • Lead the development and governance of commercial data strategy, ensuring seamless integration and utilization of sales, claims, specialty pharmacy, and CRM data.
  • Develop competitive intelligence, customer targeting methodologies, and KPIs to assess commercial performance.
  • Design dashboards, analytics tools, and reporting mechanisms that provide actionable insights for leadership decision-making.
  • Partner with IT and external vendors to build and maintain a commercial data environment (CDE) that supports sales forecasting, revenue tracking, and strategic planning.
• Operational Excellence & Budget Management:
  • Manage commercial operations budgets, ensuring efficient allocation of human and financial resources.
  • Drive process improvements, system enhancements, and operational efficiencies to optimize commercial execution.
  • Oversee congress and event operations, including commercial presence at industry meetings.
  • Ensure compliance with industry regulations and internal policies in all commercial activities.

Qualifications

• Bachelor's degree required; MBA or advanced degree preferred.
• 12+ years in commercial operations, sales analytics, or related functions within the pharmaceutical, biotechnology, or healthcare industry. Experience in rare diseases, specialty pharma, or product launches strongly preferred.
• Proven ability to build and lead high-performing teams in a fast-paced, evolving environment.
• Strong business acumen with the ability to analyze complex data, forecast market trends, and drive strategic decision-making.
• Demonstrated ability to work effectively across multiple departments, influencing senior leadership and cross-functional teams.
• Experience with CRM systems, sales analytics, market insights, data governance, and incentive compensation design.
• Strong written and verbal communication skills, with experience presenting insights to executive leadership and board members.
• Ability to navigate ambiguity, prioritize initiatives, and implement innovative commercial solutions.

Work Location and Conditions

• Remote work opportunities within the United States; certain state restrictions apply.
• Preference for candidates residing within New England with occasional meetings at the Cambridge, MA office.
• Travel to the corporate location in Cambridge, MA several times a year and to attend company events as necessary.
• Must have access to a work setting that enables privacy, reliable internet, phone, and video conferencing.