Executive Director, Commercial Excellence

Accountability Description:

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.

Principal Accountabilities:

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

Additional Key Responsibilities:
• 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.

JOB CRITERIA:

The CE leader for North America will liaise with international counterparts to share best practices and capitalize on scale of resources where appropriate for cross-regional efficiencies. Further, this individual will liaise with our CSL partners in the areas where there are overlapping programs and platforms to maximize shared services where appropriate (IE. IT, VEEVA, Data Warehouse, etc.).

Key Relationships:

The CE leader will interact across all NALT members to ensure alignment on key projects and deliverables. Further, there may be a need to meet with all support functions at times including but not limited to legal, HR, compliance, regulatory, and medical. External stakeholders will consist of consultants and subject matter expertise where appropriate to inform our decision-making process.

Decision Making:
This position exercises independent executive judgment on matters including commercial capability investments, operating model design, resource allocation, vendor strategy, and sequencing of transformation initiatives. Decisions frequently carry significant financial, operational, and organizational impact and require balancing enterprise priorities with regional execution needs.

Innovation:
Innovation will be a cornerstone of the CE team as the team seeks to maximize the commercial organization’s operational effectiveness. A central focus of the CE team will be to identify opportunities and develop new techniques, resources, and tools to drive efficiencies, and allow team members to make well-informed decisions that are supported through data and facts.

Knowledge, Skills, & Competencies:
• 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.

Minimum Education Requirements:
• Bachelor’s degree in business or science discipline; MBA preferred

Minimum Experience Requirements:
• 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.