Sr. Commercial Operations Director

ABOUT LGC:

LGC is a leading, global life science tools company, providing mission-critical components and solutions into high-growth application areas across the human healthcare and applied market segments. Its high-quality product portfolio is comprised of mission-critical tools for genomic analysis and for quality assurance applications, which are typically embedded and recurring within our customers’ products and workflows and are valued for their performance, quality, and range. 

The Sr. Commercial Operations Director is responsible for driving the efficiency, effectiveness, and scalability of the commercial function. This role plays a critical leadership position in helping to align sales, marketing, finance, and customer service teams through data-driven insights, through provision of scalable systems and support functions, and by developing and managing streamlined commercial processes. The director will oversee sales operations, commercial analytics, sales training, in addition to supporting performance management within the sales team.

Key Responsibilities

Strategic Planning & Execution

• Partner with executive leadership to align on and execute commercial strategy.
• Support annual planning processes, including revenue forecasting, territory design, quota setting, and commercial operations budgeting.

Sales Operations

• Lead commercial systems and tools strategy (CRM, Commissions Management, Business Intelligence), implementation, and optimization and support integration with associated complementary systems (marketing automation, ERP, reporting tools).
• Responsible for supporting and controlling customer master data including the systems and processes to maintain and scale with the business in both organic and inorganic expansion.
• Identify and work with sales and marketing leadership to manage sales process improvements, including pipeline management, lead-to-close conversion, and customer segmentation.
• Support sales enablement through tools, training, and performance analytics.
• Facilitate deployment of price increases, set and manage sales discounting policy and processes and coordinate with marketing function on any promotional offers and incentives
• Lead and manage the sales incentive planning process and execution in alignment with the goals and objectives of the business and in partnership with sales leadership
• Manage commercial contracts (NDA’s, supply and pricing agreements) in support of sales execution and scalability of the commercial organization.  Includes systems support, tracking, and support of key contract compliance terms in partnership with sales leadership and legal teams

Commercial Analytics & Reporting

• Develop and maintain dashboards and reporting to track KPIs, revenue performance, and customer trends.
• Provide actionable insights on sales performance and segment trends to sales leadership and senior management to inform strategic decisions.

Cross-Functional Collaboration

• Lead forecasting process with sales leadership by providing insights and trend analysis in concert with pipeline views and conversion metrics to enable improved visibility and forecast accuracy.
• Work closely with sales, marketing, operations, quality, finance and legal, to ensure alignment in commercial execution inclusive of marketing activities, product launches and operational readiness.
• Actively participate in SIOP to provide sales forecast information and input to the operations team and ensure visibility to product demand in coordination with product management.
• Facilitate cross-departmental communication to ensure operational harmony and shared accountability.

Team Leadership

• Build, lead, and mentor a high-performing commercial operations team.
• Foster a culture of continuous improvement, accountability, and innovation.

To perform this job successfully, an individual must be able to capably perform each of the following essential duties: 

• Business Impact: Regular projects and tasks the role is responsible for, along with the associated time frames to completion (e.g., daily tasks, monthly reporting, projects with yearly timelines)
• Innovation & Change: Level of decision making and independent judgment required for primary tasks (e.g., following SOP’s and work instructions under regular supervision)
• Type of Work: Focus and structure of the type of work performed (tactical vs. strategic planning)
• Key Stakeholders: Size, scope, and location of stakeholders this role regularly communicates with (e.g., global vs. local, internal teams vs. external vendors, cross-functional vs. immediate team)
• Communications: Types of communications this role commonly engages with (e.g., customer presentations, lab documentation, manufacturing quality records, team meetings and notes, etc.)
• People Management: Responsibility for directly managing the performance and priorities of any roles on the team (e.g., staffing, recruiting, objective setting, training, budgeting, performance management, talent development, etc.)
• Process Oversight: Any business processes or systems the role manages or participates in, either indirectly (through team management or business influence) or directly (sole responsibility for managing or executing)
• Subject Matter Expertise: Any specialized business or technical knowledge regularly exhibited/utilized through daily tasks/projects
• Continuous Improvement: Identifying and pursuing methods and approaches to ensure continued effectiveness of role and function (e.g., Continuously seek and support new approaches and practices to improve the efficiency of direct team/function and business processes, striving to exceed team outputs)
• Data & Metrics: Data and metrics, such as key performance indicators (KPI’s), that the role is required to work with, analyze, report on, etc.
• Physical Demands: Regular tasks which might require a certain level of physical ability or output, or work in certain spaces (labs, cold-storage rooms, warehouses, etc.)
• Adhere to company Personal Protection Equipment (PPE) policy
• Perform other duties as required, or assigned by management, to meet business needs

Knowledge, Experience, Skills, and Certifications

Essential Knowledge & Qualifications:

• Bachelor’s degree in Business Administration, Life Sciences, Engineering, or a related field. MBA or advanced degree preferred.

• Minimum of 10 years of progressive experience in commercial operations, sales enablement, or strategic marketing within the life sciences, biotechnology, or medical diagnostics/tools industry.
• Proficiency in the deployment, use and management of the following tools and technology platforms; CRM, Data Analytics, ERP, Marketing Automation, Sales Operations or Sales Compensation Platforms, Commercial Modelling Tools

Physical Demands 

• The physical demands are representative of those that must be met by an employee to successfully perform the essential functions of the job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 
• Requires prolonged sitting and working at a computer. Repetitive motion using a keyboard for long periods of time. May occasionally be required to lift and move material weighing up to 10 lbs. 

Work Environment 

• The work environment characteristics are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 
• Agreeable work environment typical of an open office setting with some exposure to noise from office machines. 
• Occasional travel, including overnight and international, is required. 

Preferred Knowledge & Qualifications:

• Experience across multiple businesses or business segments preferred
• Experience in the deployment, use and management of the following tools and technology platforms preferred; Salesforce, Tableau, SAP, IFS, Hubspot, Pardot, Adaptive Planning, Jira and Asana.

Behavioural & Interpersonal Competencies: 

• Resonate and operate in line with LGC’s core value behaviors: Passion, Curiosity, Integrity, Brilliance, and Respect
• Demonstrated ability to navigate quickly across complex strategic, commercial and regulatory terrain and make well-reasoned decisions. 
• Highly effective oral and written communication skills, with effective meeting and presentation skills. 
• Sound creative judgement, including the ability to write compelling, relevant and distinctive briefs for use inside and outside the business. 
• Effective analytical and financial skills, with a demonstrated ability to prepare business cases and support them with financial justification. 
• Ability to lead and motivate others, including managing complex projects and directing activities of multidisciplinary teams. 
• Narrative / storytelling ability to inspire and excite others around key recommendations. 

OUR VALUES

• PASSION
• CURIOSITY 
• INTEGRITY
• BRILLIANCE
• RESPECT

EQUAL OPPORTUNITIES 

LGC strongly believes that every job applicant and employee should be valued for their individual talents regardless of age, disability, race, color, ethnic or national origin, sex, sexual orientation, gender reassignment, marital or civil partnership, pregnancy or maternity, religion, or belief. Short listing, interviewing and selection will always be carried out without regard to gender, sexual orientation, marital status, color, race, nationality, ethnic or national origins, religion or belief, age, or trade union membership.

For more information about LGC, please visit our website www.lgcgroup.com

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