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United States
Remote only
This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Director, Commercial Strategy & Operations (Ophthalmology) based in the United States.
The Director, Commercial Strategy & Operations will lead commercial growth strategy and operational excellence within the ophthalmology clinical trials sector. This senior role combines strategic planning, market intelligence, pipeline development, and commercial governance to support sustainable business expansion. You will work closely with commercial leadership to identify priority markets, strengthen customer relationships, and convert market opportunities into qualified business. A key focus will be building a disciplined, data-driven commercial operations function, including CRM management, forecasting, pricing, and proposal processes. You will also lead and develop team capabilities while improving collaboration across scientific, operational, finance, and marketing functions. This is a remote opportunity within the United States, offering the chance to contribute to high-quality clinical research and the advancement of ophthalmic trial data.
Partner with commercial leadership to develop annual growth plans, define target market segments, prioritize strategic accounts, and establish commercial initiatives.
Analyze market trends, clinical development pipelines, customer needs, and competitor activity to identify business opportunities and inform market positioning.
Provide leadership with actionable insights into pipeline quality, customer opportunities, pricing trends, and commercial priorities.
Support strategic account planning, opportunity qualification, and win strategies for high-priority pursuits.
Lead commercial operations, including Salesforce governance, pipeline reporting, forecasting processes, performance dashboards, and KPI development.
Oversee and continuously improve proposal, budget, and pricing workflows, ensuring accurate and timely delivery and appropriate approvals.
Establish and maintain commercial controls for pricing, discounts, and non-standard contractual terms in collaboration with relevant decision-makers.
Improve CRM data quality, reporting consistency, win/loss analysis, and adoption of effective commercial tools and processes.
Lead and develop lead-generation capabilities, setting measurable expectations for qualified meetings, accepted opportunities, and pipeline contribution.
Define target account priorities and research-driven prospecting strategies to generate a consistent flow of relevant opportunities.
Engage directly with prospective customers when senior-level involvement can strengthen relationships or accelerate opportunity qualification.
Establish qualification criteria, lead follow-up standards, and conversion feedback processes to improve pipeline quality.
Align prospecting priorities with commercial leadership, sales capacity, customer strategies, and conversion objectives.
Coordinate with marketing and other enterprise stakeholders on campaigns, conferences, and market engagement initiatives while respecting functional ownership.
Facilitate collaboration across finance, scientific, operational, and other teams to support effective commercial decisions and execution.
Coach and develop assigned team members, establish clear performance expectations, and encourage accountability.
Monitor commercial processes and recommend improvements to efficiency, turnaround times, governance, reporting, and productivity.
Promote a proactive, analytical, and growth-oriented commercial culture.
Typically 8–10+ years of progressive experience in commercial strategy, commercial operations, or sales operations.
Demonstrated success in new-customer acquisition, pipeline generation, prospecting strategy, and customer relationship development.
Strong experience with Salesforce, commercial forecasting, analytics, pricing governance, and process improvement.
Experience in pharmaceutical, biotechnology, contract research organizations (CROs), clinical trials, or the broader life sciences sector is preferred.
Experience building or leading a small team and influencing stakeholders across a global organization.
Strong commercial judgment and the ability to translate market intelligence and business data into practical growth strategies.
Excellent analytical, communication, presentation, and stakeholder-management skills.
Ability to work collaboratively across commercial, scientific, operational, finance, and marketing functions.
Experience in ophthalmology or clinical endpoint services is an advantage.
Strong organizational skills, with the ability to manage multiple priorities and drive initiatives through to completion.
Flexible approved time off.
Tuition reimbursement.
401(k) retirement plan.
Work-from-home flexibility anywhere in the United States.
Maternal and paternal leave.
Casual dress code and work environment.
Opportunities to participate in community engagement and volunteer initiatives.
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