Director Commercial Operations

Job Title: Director, Commercial Operations

Department: Sales

Reports To: Chief Sales Officer

FLSA Status: Exempt

Travel: 10% as needed

Job Summary

Reporting to the Chief Sales Offer, the Director of Commercial Operations will be responsible for leading and overseeing the strategy, implementation, and optimization of commercial processes across the organization. This position is responsible for ensuring that the company's commercial functions — including sales, marketing, and customer service — operate seamlessly and efficiently to drive revenue growth and enhance customer satisfaction. The Director of Commercial Operations will work closely with cross-functional teams, guiding them in the alignment of commercial goals, performance metrics, and best practices.

Essential Duties & Responsibilities

· Develop and execute a strategic roadmap for commercial operations that aligns with the company’s overall objectives and goals.

· Collaborate with senior leadership to define and align commercial strategies that drive growth and improve business performance.

· Provide leadership and direction to the commercial operations team, ensuring a high level of performance and engagement.

· Identify and implement best practices to streamline and improve commercial processes, from lead generation and sales pipeline management to customer retention.

· Ensure that sales and marketing operations are integrated, efficient, and scalable.

· Drive continuous improvement initiatives to reduce costs, improve productivity, and enhance operational effectiveness.

· Work closely with sales, marketing, finance, and customer service teams to ensure alignment of objectives, strategies, and resources.

· Act as a liaison between commercial teams and other departments to facilitate communication and problem-solving.

· Develop and implement tools, systems, and training programs to support commercial teams in achieving their objectives.

· Monitor key performance indicators (KPIs) related to commercial operations, sales effectiveness, and customer satisfaction.

· Provide regular reports and insights on commercial performance to senior management.

· Analyze data to identify trends, challenges, and opportunities to optimize commercial operations.

· Collaborate with finance and sales teams to develop revenue forecasts, setting clear targets and ensuring that commercial operations are aligned with these goals.

· Track the effectiveness of sales strategies and marketing campaigns, adjusting tactics as necessary to meet revenue targets.

· Oversee the selection, implementation, and use of commercial tools and technologies (CRM, marketing

automation, sales forecasting tools, etc.) to ensure efficiency and effectiveness.

· Drive the adoption of new technologies to improve commercial processes and enhance data-driven decision-making.

· Stay informed on industry trends, customer needs, and market conditions to inform commercial strategies and decision-making.

· Ensure that the customer experience is consistently positive across all touchpoints and channels, fostering long-term loyalty and satisfaction.

· Ensure that commercial operations are compliant with industry regulations and company policies.

· Proactively identify and manage risks within commercial operations, including operational, financial, and reputational risks.

· All other duties as assigned.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education Requirements/Work Experience

· Bachelor’s degree in business administration, Marketing, or related field of study. 8 years leadership experience in industrial commercial/sales with proven track record for high performance results. Life Sciences industry experience in packaging preferred.

Computer Skills

· To perform this job successfully, an individual should have knowledge of Microsoft Office -- MS Word, Excel, and PowerPoint; proficiency in use of ERP/MRP systems and workflow; proficiency in CRM – Salesforce preferred, systems and workflow.

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

· Integrity: Behaves in an honest, fair, and ethical manner. Speaks openly and truthfully with team members and accepts responsibility for actions. Understands the importance of maintaining confidentiality and fosters an environment where integrity, honesty and accountability flourish. Promotes transparent and accountable actions and acts decisively against dishonest conduct. Demonstrates the ability to gain confidence of their employees and customers by respecting the confidentiality and privacy of their concerns and needs and encourages collaboration, trust, foresight and listening between team members. Considerate of others' points of view and treats others with courtesy and professionalism.

· Accountability: Takes personal responsibility for the quality and timeliness of work and achieves results with little to minimal supervision. Consistently meets all deadlines and follows through on completing tasks while holding self and other accountable for actions and/or appointed responsibilities and manages one's own performance to proactively ensure team accountability.

· People Centric/Teamwork: Capable of being approached and easy to work with. Contributes to the success of the team, communicates clearly individually and in group settings while treating others with respect. Listens to others and works well within diverse groups. Consistently places team needs over individual needs and seeks input from people with different experiences and perspectives and recognizes the differences of opportunities to learn and gain by working together. Values and encourages unique skills and talents.

· Problem Resolution: Demonstrates the ability to effectively solve problems and set priorities while delivering results in a timely manner and effectively obtains results through planning and delegation. Analyzes problems skillfully and uses data to reach solutions while demonstrating the ability to appropriately take calculated risks or escalates decisions to consult with others when appropriate.

· Communication: Creates an environment of open communication amongst team members while providing regular, consistent, and meaningful information. Actively listens carefully to others and ensures messages are

understood. Demonstrates the ability to communicate information clearly, concisely, and thoroughly in a timely manner. Has the ability to tailor communication styles to the subject matter and to the needs of the recipient. Is credible and confident through communication and presentations and persuasively presents thoughts and ideas to the audience.

· Job Knowledge: Demonstrates relevant job knowledge and essential skills, such as work practices, policies, procedures, quality assurance, and technical abilities. Demonstrates self-improvement efforts to enhance skills and knowledge with changes impacting the job while adhering to workplace rules as well as to traditional or socially expected methods of doing business following processes and procedures.

· Continuous Improvement: Consistently finds ways to improve methods, processes and/or procedures to improve quality of work and to maximize efficiency. Quickly identifies process inefficiencies and takes independent action to make improvements. Willing supports new ideas while energizing others within the workforce to embrace changes that enhance efficiency. Understands and applies formal methods to analyze and eliminate non- value-added work and support process environments. Willingly seeks opportunities and shares different approaches to address problems while generating practical ideas and workable solutions to solve problems or address issues. Identifies and accepts failures as learning opportunities.

· Initiative: Ability to assess and initiate things independently with limited supervision required. Has the ability to manage resources to achieve results, while possessing the ability to manage multiple activities to accomplish goals. Actively seeks and does more than required or requested in the job and plans ahead for upcoming problems or opportunities and takes appropriate action when required.

· Planning & Organizing: Manages resources to ensure work is completed timely and accurately. Proactively anticipates potential problems and develops contingency plans to overcome obstacles. Anticipates deviations and plan and actively reorganizes work as necessary. Demonstrates the ability to manage time expertly to complete work ahead of schedule while utilizing available resources to complete work efficiently.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by those assigned to a particular position. This document in no way states or implies that this is as an exhaustive list of all responsibilities, duties, and skills required and personnel may be required to perform duties outside their normal responsibilities from time to time, as needed. The Company reserves the right to change, modify, amend, add to or delete from, any section of this document as it deems, in its judgment, to be proper.