Head of Commercial Operations & Analytics

Company: A global, fast-growing, publicly traded biotechnology company with an expanding commercial presence across the United States and other major international markets. Focused on developing, manufacturing, and commercializing high-quality innovative biologics and biosimilars, with a strong and growing portfolio across oncology and specialty therapeutics.

About the Role

We are seeking a strategic, analytical, and execution-oriented leader to head Commercial Operations & Analytics for the United States. This role will serve as the operational backbone of the US commercial business, enabling data-driven decision-making, launch readiness, field-force effectiveness, business planning, and commercial performance optimization across the company’s oncology, biosimilar, and specialty portfolio.

The successful candidate will combine strong analytical and financial capabilities with deep knowledge of US pharmaceutical commercialization, including commercial operations, sales force effectiveness, forecasting, CRM, incentive compensation, territory design, market analytics, and launch planning. As a key member of the US commercial leadership team, this individual will partner closely with Sales, Marketing, Market Access, Finance, Medical Affairs, IT, Compliance, and Global Commercial teams to translate data and insights into actionable business strategies and high-quality execution.

Responsibilities

• Commercial Operations Leadership
  • Lead the overall US Commercial Operations strategy and operating model to support business growth, launch excellence, and organizational scalability.
  • Build and implement scalable commercial processes, systems, governance, and infrastructure as the US organization evolves.
  • Lead commercial planning cycles, business reviews, operating reviews, KPI management, and performance-management processes.
  • Establish clear operating rhythms and governance mechanisms across Sales, Marketing, Market Access, and Commercial Development.
  • Identify opportunities to improve organizational efficiency, execution quality, and cross-functional alignment.
  • Serve as a strategic partner to the US Head of Commercial Development and broader commercial leadership team.
• Business Analytics & Commercial Insights
  • Lead the development of commercial analytics, business intelligence, and performance reporting across the US organization.
  • Translate sales, market, customer, patient, and competitive data into actionable commercial insights.
  • Develop executive dashboards and standardized reporting frameworks to monitor sales performance, market share, customer engagement, launch progress, and commercial KPIs.
  • Identify emerging trends, performance gaps, risks, and growth opportunities and provide clear recommendations to senior leadership.
  • Partner with Brand Marketing, Market Access, Sales, Finance, and Medical Affairs to integrate multiple data sources into a comprehensive view of business performance.
  • Establish data-driven decision-making processes and ensure consistent definitions, metrics, and reporting methodologies across the organization.
  • Support strategic business decisions through market sizing, segmentation, scenario analysis, and performance modeling.
• Forecasting & Business Planning
  • Own the US commercial forecasting process, including short-term, annual, and long-range revenue forecasting.
  • Partner with Finance and commercial leadership to develop business planning assumptions, demand forecasts, and scenario models.
  • Lead launch forecasting, market opportunity assessments, competitive impact analysis, and sensitivity modeling.
  • Establish forecasting methodologies, governance, KPIs, and performance tracking mechanisms.
  • Continuously improve forecast accuracy by incorporating market intelligence, customer insights, sales trends, competitive dynamics, and evolving access assumptions.
  • Provide senior leadership with clear visibility into revenue opportunities, risks, and key forecast drivers.
• Sales Force Effectiveness & Field Operations
  • Lead US sales force effectiveness and field operations strategy, including:
    • Customer targeting and segmentation
    • Territory design, alignment, and sizing
    • Field-force deployment and resource allocation
    • Incentive compensation design and administration
    • CRM optimization and adoption
    • Call planning and activity analytics
    • Field performance measurement
  • Partner closely with Sales leadership to optimize field-force productivity, customer coverage, and resource allocation.
  • Develop data-driven recommendations for field-force sizing and deployment based on market opportunity and customer dynamics.
  • Establish sales performance dashboards and KPIs that enable effective management of field execution.
  • Continuously evaluate field-force effectiveness and identify opportunities for productivity improvement.
• Commercial Excellence & Launch Readiness
  • Lead the operational aspects of US commercial launch readiness across oncology, biosimilar, and specialty product launches.
  • Establish launch-readiness frameworks, timelines, governance, KPIs, and cross-functional operating mechanisms.
  • Ensure commercial systems, CRM infrastructure, reporting, incentive plans, territories, customer data, and field tools are operational prior to launch.
  • Coordinate cross-functional launch activities across Sales, Marketing, Market Access, Finance, Medical Affairs, IT, and other relevant functions.
  • Develop and institutionalize commercial excellence frameworks, best practices, and standardized processes.
  • Capture launch learnings and continuously improve the organization’s commercial operating model.
  • Support rapid scaling of commercial capabilities as the company’s US portfolio expands.
• Cross-Functional Leadership
  • Serve as a strategic advisor to the US Head of Commercial Development on business performance, operational priorities, resource allocation, and commercial optimization.
  • Partner closely with Sales, Brand Marketing, Market Access, Finance, Medical Affairs, IT, Compliance, and Global Commercial teams.
  • Establish strong collaboration between commercial functions to ensure consistent execution against business objectives.
  • Translate global strategies and insights into effective US commercial processes and operating plans.
  • Ensure commercial operations, data management, reporting, and field processes comply with applicable company policies and industry requirements.
  • Lead cross-functional initiatives and influence stakeholders effectively within a highly matrixed organization.
• Data, Technology & Analytics Infrastructure
  • Drive the effective use of commercial technology and analytics platforms across the US organization.
  • Partner with IT and business stakeholders to optimize CRM, commercial analytics, reporting, forecasting, and incentive compensation systems.
  • Establish appropriate data governance, reporting standards, and analytical methodologies.
  • Evaluate opportunities to leverage advanced analytics, automation, and emerging technologies to improve commercial effectiveness.
  • Ensure commercial teams have timely, accurate, and actionable information to support decision-making.

Requirements

• Bachelor’s degree in Business, Life Sciences, Analytics, Economics, Finance, or a related discipline required. Advanced degree such as MBA, MS, or equivalent preferred.
• 12–15+ years of progressive pharmaceutical or biotechnology industry experience, with significant US commercial operations experience.
• Proven leadership experience across commercial operations, sales operations, forecasting, business analytics, or commercial excellence.
• Significant experience supporting US commercialization and product launches, ideally within oncology, specialty pharmaceuticals, biologics, or biosimilars.
• Strong expertise in:
  • Commercial forecasting and business planning
  • Sales force effectiveness
  • Territory design and customer segmentation
  • Incentive compensation
  • CRM strategy and optimization
  • Commercial performance analytics
  • Market and customer analytics
• Strong financial modeling, analytical, problem-solving, and strategic thinking capabilities.
• Demonstrated ability to translate complex data into clear business recommendations and executive-level decisions.
• Experience leading complex cross-functional initiatives within a matrixed organization.
• Strong understanding of the US pharmaceutical commercial environment and customer landscape.
• Excellent communication, influencing, stakeholder-management, and executive presentation skills.
• Ability to operate effectively in a fast-paced, entrepreneurial, and rapidly scaling biotech environment.

Preferred Qualifications

• Direct experience in biosimilars, specialty biologics, or oncology commercialization.
• Experience supporting multiple US product launches, including pre-launch commercial build-out.
• Experience working in both large pharmaceutical organizations and emerging/growth-stage biotech companies.
• Experience building commercial operations infrastructure within a newly established or rapidly expanding US organization.
• Familiarity with IQVIA, Symphony Health, Veeva, and other pharmaceutical commercial analytics platforms.
• Experience with CRM, incentive compensation, sales planning, and commercial performance systems.
• Experience supporting complex specialty products across buy-and-bill and specialty pharmacy channels.
• Demonstrated success improving sales-force effectiveness, forecast accuracy, commercial productivity, or launch execution.
• Experience working with global commercial organizations and translating global strategies into US operating models.

Leadership Profile

The ideal candidate will be a strategic operator and commercially minded analytics leader who can move comfortably between high-level business strategy and hands-on execution. Key attributes include:

• Strategic: Able to connect data, market dynamics, and business objectives to develop clear commercial priorities.
• Analytical: Highly comfortable with complex data, forecasting, financial modeling, and performance analytics.
• Execution-oriented: Able to turn strategy into practical processes, systems, and measurable outcomes.
• Collaborative: Effective at working across functions and influencing senior stakeholders in a matrixed organization.
• Entrepreneurial: Comfortable building capabilities and operating models in a fast-growing organization where processes are still evolving.
• Customer-focused: Understands how commercial operations ultimately drive customer engagement, access, and business growth.
• Leadership-driven: Capable of building strong teams, developing talent, and establishing a culture of accountability and continuous improvement.

Why Join

This is a high-impact opportunity to join a global, publicly traded, rapidly growing biotechnology company at an important stage of its US commercial expansion. The Head of Commercial Operations & Analytics will have a central role in building the US commercial operating model, analytics infrastructure, forecasting capabilities, and sales effectiveness framework that will support the company’s next phase of growth.