Overview:
The Commercial Operations Sr. Principal is an industry expert responsible for developing and driving strategic commercial initiatives while ensuring smooth day-to-day execution across the Biologics business. This role partners with senior commercial and field leadership to design and optimize sales processes, enable field productivity, and create visibility into business performance. This role applies expert knowledge and complex specialization to design long-term solutions for business challenges
The successful candidate will balance strategic leadership with operational rigor and a strong orientation toward field execution. This individual should be outcome-oriented, collaborative, and capable of working effectively in a dynamic, cross-functional environment.
Responsibilities:
* Serve as a trusted advisor and thought leader, leveraging deep industry expertise to influence commercial strategy and execution.
* Collaborate with commercial excellence and senior regional field leadership to define, cascade, and track key global and regional performance metrics for sales execution and commercial effectiveness.
* Lead consistent reporting and performance tracking for the Biologics business, directly leveraging CRM and reporting tools to measure these key metrics across the Biologics business and highlighting critical sales actions and outcomes.
* Partner with regional field leadership to translate insights from key performance metrics into clear recommendations to enable improved sales execution. Likewise, solicit feedback to gather actionable market and customer insights that can enable stronger central commercial strategies.
* Monitor and optimize core sales processes (funnel management, opportunity progression, pipeline generation, account management) to ensure consistent, efficient execution while enabling regional nuances.
* Develop and execute sales performance improvement initiatives and new processes as needed, ensuring alignment with sales leadership's objectives and business goals.
* Collaborate with CRM and commercial tool teams to provide input on user requirements and enhancements; ensure stability, usability, and adoption among the field teams
* Provide input on creation of incentive plans, ensuring they directly drive sales actions and are in sync with overarching business goals and sales strategies.
* Guide territory alignment and coverage updates to ensure clarity, consistency, and accurate reflection within commercial systems.
This is a hybrid role based out of Milford, MA 3 days a week Tuesday, Wednesy & Thursday)
Qualifications:
Education:
* Bachelor's degree required; MA/MS/MBA or other advanced degree preferred
Experience:
* 12+ years in Commercial / Sales Operations, Commercial Excellence, or Sales; life science experience preferred
* Proven ability to work with / as field sales to interpret performance metrics and drive improvements in execution
* Demonstrated ability to build and manage commercial KPIs and reporting that inform decision-making
* Strong proficiency with Salesforce and Power BI and comfort with building dashboards and reports that create insights and inform commercial decision-making
* Exposure to territory design, incentive compensation planning, and sales coverage models
Competencies:
* Strategic and analytical mindset with ability to solve complex problems
* Operates with autonomy and sound judgment under shifting priorities
* Drives alignment and outcomes without formal authority
* Maintains high-quality execution while managing ambiguity and shifting demands
Share this job:
Share this Job
