Vice President, Commercial Operations

Position: 





Vice President, Commercial Operations






Location:

Birmingham, ALJob Id: 



4271






# of Openings: 



1





Vice President, Commercial OperationsGeneral SummaryAs Vice President, Commercial Operations (VPCO), you will be a member of the Executive Leadership Team (ELT) and a strategic leader for Southern Research.  You will be at the helm of our sales, marketing, and client services operations (Commercial Operations Team, COT) and your leadership will be instrumental in maturing SR’s commercial business operations and team while driving forecasting accuracy, revenue and profitability, and client satisfaction and retention.  As VPCO, you will also collaborate with other members of the ELT regarding business strategy and tactics, operational excellence, and governance. Key ResponsibilitiesLead, mentor, and inspire a high-performing COT. Foster a collaborative environment that prioritizes communication, problem-solving, and continuous improvement. Drive process improvement initiatives or identify and share work stream best practices.Lead sales operations team to ensure rigor and efficiency in sales processes, including sales forecasting, pipeline management, and deal reviews.Optimize sales workflows, systems, and technologies to streamline operations and enhance productivity.Support sales enablement programs to empower the sales team with the necessary tools, resources, and training to drive revenue growth.Lead client services operations team to scale, elevate, and gauge client satisfaction while ensuring seamless coordination, collaboration, and communication across sales, finance, operations, and the client.Develop and implement strategies to maximize client lifetime value and profitability through customer focus and retention.Serve as the ultimate escalation point for all client concerns. Approach challenges with a solutions-oriented mindset and ensure swift resolution while maintaining positive client relationships.Develop a marketing strategy that drives pipeline and revenue growth, lead marketing operations regarding actualization of marketing strategy. Optimize digital advertising and footprint to maximize ROI while updating content, refreshing layouts, and improving website navigation for better site performance.Establish KPIs and other metrics to evaluate sales performance, productivity, and revenue growth.Evaluates and looks for trends in market, uses analysis, market research and competitive intelligence to deliver actionable recommendations to company.Builds databases and infrastructure to support analytics and insights.Conduct regular performance reviews including weekly forecasting, MBR (Monthly Business Review), QBR (Quarterly Business Review), etc., analyze sales data, and generate actionable insights and recommendations for continuous improvement.Prepare and present comprehensive sales reports, forecasts, and dashboards to members of the ELT, Board of Directors, and other stakeholders.Collaborate closely with operations and finance to align sales strategies with overall business objectives, pricing strategies, budget guidelines, etc.Drive cross-functional initiatives to improve customer acquisition, retention, and upsell opportunities through data-driven insights and customer feedback.Work with ELT members to effectively communicate and illustrate performance history, current initiatives, and go forward strategies for CEO and board level presentations.Requirements/Minimum QualificationsBS degree in related discipline. Advanced degree preferred (e.g., MBA, PharmD, PhD).Twenty (20) or more years of experience within the pharmaceutical or biotechnology industries including at least ten (10) years in commercial ops and senior leadership roles.Proven track record of driving year-on-year revenue growth.Experience building and optimizing commercial teams and capabilities, driving operational excellence.Experience in and understanding of commercial functions (e.g., marketing, market access, sales operations, sales training, insights/analytics, business development, client services, etc.).Must be a true team player – authentic, humble, professional, flexible, and collaborative – able to build a positive team spirit and lead teams through the ebb and flow of preclinical contract research, puts success of the company and the overall commercial organization above own interests and supports everyone’s efforts to succeed, grow, and develop.Demonstrated ability to motivate and lead teams and have the managerial courage to make and stand by difficult decisions.Highly skilled in influencing cross-functional teams, including interfacing with key internal and external stakeholders.Must be a resourceful, creative problem solver who seeks out, and is receptive to, new ideas and approaches to solving persistent challenges.Excellent interpersonal, oral and written communication skills (including ability to successfully convey insights and recommendations via PowerPoint, PowerBI, etc.), including ability to synthesize data and deliver a clear overview of the state of the business, drivers of performance, opportunities and risks, and recommended action plans. Strong executive presence and comfortable presenting to CEO, COO, Board of Directors, and other stakeholders.Demonstrated ability to attract top talent with diverse backgrounds and to build cohesive, high performing teams.Demonstrated ability to adapt to changing priorities and work in a fast-paced environment. Manages competing demands. Changes approach or method to best fit the situation.Enthusiasm for digital solutions, and ability to use various needed collaboration tools.Core ValuesCultivating human connection – putting people first.  We know that every individual makes a difference and that no one can do it alone.  We believe the world’s most powerful resource is human potential.  We are an inclusive and courageous team where innovation and diversity of though go hand in hand.  We understand that relationships move at the speed of trust.Operating with precise execution – measuring what matters and owning results as a team.  We leverage data to drive decisions that advance science.  We recognize the importance of a stable foundation coupled with an agile mindset.  We hold ourselves accountable and take pride in our work.  We give and receive candid feedback as a gift that keeps us growing.Harnessing relentless curiosity – our unstoppable, innovative force.  We are driven to ask sharp questions and push the boundaries of knowledge.  We use creativity and critical thinking as catalysts for finding solutions that change lives.  We learn by doing, consistently striving to improve our relationships, training, methodologies, questions and results.Stewarding a healthy community – implementing sustainable operations for a safe, engaging environment.  We don’t compromise on safety and health for our employees, customers or community.  We believe a healthy community begins with inclusive economic opportunities.  We respect the dignity of the patients we ultimately serve.  We are motivated to serve communities that are underserved and markets that are overlooked.Job Specific BehaviorsStrategic Vision and Leadership – Establishes multi-year business division vision.  Participates with other senior leaders to develop the overall organization mission, vision, and strategic plan.  Committed to leadership excellence and models leadership competencies.Strategic Decision Making - Obtains information and identifies key issues relevant to achieving a long-range goal; commits to a course of action to accomplish goal after developing alternatives based on logical assumptions, facts, constraints & resources.Strategic Relationship Building - Uses appropriate interpersonal skills to work effectively with others to meet mutual goals and objectives; understands the role & interrelationships of each organizational function.  Possess skills in managing across functional and organizational lines.Operational & Technical Excellence - Ensures that work products enable the organization to meet or exceed our customer’s expectations.Communication - Expresses thoughts and ideas effectively in individual and group situations; adjusts language to the needs of the audience.Goal Setting - Establishes stretch goals and manages to focused outcomes.  Demands excellence.  Demonstrates a strong commitment to organizational success; works to do what is best for all stakeholders.Change Leadership - Encourages others to seek opportunities for different and innovative approaches to addressing problems and opportunities; facilitates the implementation and acceptance of change within the workplace.Team Building - Creates a climate of teamwork to achieve objectives, taking advantage of our diversity; creates a sense of ownership and encourages individuals to stretch beyond their own capabilities.Coaching and Development - Selects for talent.  Sets expectations and provides clear and timely feedback.  Motivates, develops self and others to foster a learning environment and openly shares information that would guide others. Uses appropriate interpersonal style to guide direct reports to action.  Selects for talent, sets expectations, provides clear feedback, motivates, develops self and others; fosters a learning environment; recognizes performance success.Business Knowledge - Maintains external awareness of business sectors; applies knowledge of Institute’s culture, business processes and tools to achieve goals.Work Environment & ConditionsThis position is required to work in an office setting using a computer for extended periods of time.  Personal involvement and exposure, including travel, to other locations is required.  This position may also include entry to laboratory or workspace areas that will require use of appropriate PPE.Physical DemandsAbility to perform work utilizing a computer for extended periods of time.Ability to sit for extended periods of time without being able to leave the work area.As related to laboratory work (as applicable): ability to stand for extended periods of time without being able to leave the work area; ability to climb ladders and stairs in performing the work; ability to walk for reasonable distances in performing the work.Certifications, Licenses & RegistrationsNone required
Apply for this Position