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Reference Number: N/A
Location: Massachusetts, United States

Executive Director, US & LATAM Commercial Operations:

My client, a small, global, publicly traded biopharmaceutical company based in CT, combines groundbreaking science with a steadfast commitment to meeting the needs of patients living with severe, life-threatening, and often ultra-rare diseases. The company’s scientists are among the first in the world to unlock the therapeutic potential of inhibiting terminal complement, a group of proteins that play an important role in the body's immune response and can destroy healthy tissue in certain patients.  They are driven by the following values:  Find Answers, Change the World, and Create a Legacy.

The company offers a collaborative culture of like-minded individuals gathered around a common goal. Smart, driven, high-performing colleagues for you to partner with!  Some opportunities happen only once in a lifetime – like a job where you can make a real difference. My client’s people work every day to discover, develop and deliver therapies for patients with severe, life-threatening and ultra-rare diseases. They are growing rapidly as they enter new markets, begin innovative and focused clinical development programs, bring new education programs to physicians, intensify their efforts to support patients, and develop new manufacturing capabilities.  

The company is consistently ranked year after year in the Forbes’ annual list of The World’s Most Innovative Companies and recognized as Biotech’s New Innovation Powerhouse, as well as the Forbes’ annual list of Fasting Growing Companies.   

I am currently looking for an Executive Director, US & LATAM Commercial Operations. This role will be about 90% US focused, and 10% LATAM.  


  • 15+ years pharmaceutical/biotech experience, with strong experience across the various commercial operations functions
  • Client-side pharma experience required
  • Ability to translate data into business insights
  • Prior people management experience required
  • Prefer small company experience, as well as big pharma
  • Ability and willingness to roll up your sleeves and get your hands dirty
  • Rare disease/orphan product experience is a plus
  • Global experience is a plus
  • Must be authorized to work for any employer without sponsorship 


TITLE:  Executive, US & LATAM Commercial Operations

REPORTS TO:  Vice President



The Executive Director of US and LATAM Commercial Operations will be leading an organization to drive Commercial Insights, Business Informatics, Sales Excellence, Incentive Compensation, Speaker Event Management and Marketing Excellence functions to in the US & LATAM Regions.  The role will be accountable for all Commercial Operations for the US and LATAM Region and for leading global strategy and implementation of Business Systems and Speaker Events functions supporting the company’s  entire Global Commercial Organization. The unique aspect of this role is that it has both global and regional/country responsibilities supporting the US and LATAM Regions in a matrix organizational structure. This individual will oversee the development and implementation of strategic operational projects supporting the US and LATAM Regions/Markets and capabilities to enable market-based best practices to be scaled enterprise-wide supporting multiple promotional channels in established and emerging markets.

The primary duties will be to collaborate and partner with Senior Leaders in the US and LATAM Business Units, Medical, Affairs, Pharmacovigilance, Regulatory, Compliance, and Finance to understand their strategic drivers, key objectives as well as business needs and priorities to identify opportunities improve results and provide an operational point-of-view / perspective to achieve their key objectives in a compliant way.

Oversee Global Commercial processes and systems related to the engagement of Healthcare Providers (HCPs) for Advisory Boards, Speaker Training Programs, Speaker Programs, Consulting Arrangements, and Sponsorships. The role is responsible for ensuring Commercial capabilities related to HCP Engagements, including Aggregate Spend Management, Advisory Boards, Consulting Engagement, are adequate to ensure proper and compliant operations.

Leads and directs the US/LATAM Commercial Operations organization by recruiting, selecting, hiring, developing and motivating high performance personnel and teams. This individual will a member of the US Leadership Team and a partner in providing support to achieve the Commercial Organization’s goals and objectives.


  • Strategic Leadership
    • Utilizing a deep understanding of industry trends and solutions cultivates, develops, and directs the department to build and foster strategic partnerships, provide invaluable insights and recommendations for driving business performance to the US/LATAM Commercial Organizations and exceed Commercial leaders’ expectations
    • Participate in the formation of Commercial strategy for US/LATAM Regions. Partners with supporting organizations such as IT, Finance, Legal, Compliance to deliver capabilities in support of Commercial Strategy
    • Provides direction and insight on escalated business issues and offer recommendations solutions and tools in order to Commercial initiatives
    • Understands, adheres, and directs all team members to adhere to the company’s codes of conduct and appropriate laws and compliance guidelines
    • Support the assessment and monitoring of launch readiness through tracking of internal milestones using Global frameworks and launch tools
    • Support the CRM team and Commercial/Sales operations to ensure a global CRM strategy that strengthens customer allegiance and commercial performance
    • Partner with Finance to design and manage key metrics and analytics to support US/LATAM Commercial leadership
  • Operational Management
    • Supports the US/LATAM regional Business Operations team ensuring activities are aligned with Commercial objectives and shared effectively with Regional Leadership
    • Ensure strong collaboration with regional TA Heads for alignment with commercial strategies
    • Provide effective leadership working across functions and sites to ensure competitive information is easily and readily available on products, disease areas and market data
    • Manage relationship with key external partners
    • Facilitates a culture and environment in US/LATAM Commercial Operations that is built on strong planning and project management, using consistent tools and approaches
    • Maintains a compliant mindset to ensure all operational tasks are compliant and that appropriate analysis is performed for evaluate performance
    • Sets the vision, and provides the necessary direction and appropriate support, guidance and advice to continuously improve the services delivered by the US/LATAM Business Operations department
    • Leads and directs the US/LATAM Region Commercial Operations organization via the recruiting, selection, hiring, development and motivation of high performance personnel and teams
  • Financial Leadership
    • Develops and manages the US/Regional Commercial Operations budget. Ensure Global demand is understood for Business Systems Capabilities and aligned with IT budgets
    • Ensures long range plans and budgets are derived from sound assessment of business current and future needs
    • Ensures ROI is considered with business recommendations and solutions and as a factor in the ongoing cost effective spending approaches



  • Bachelor’s degree required in a relevant field
  • Master’s degree in Business or related field, preferred
  • 15 years in pharmaceutical/biotech industry with commercial experience in market research, sales, sales leadership, marketing, and business operations, informatics and analytics
  • Successful experience establishing best practices and addressing challenges and defining, implementing and enhancing sales compensation processes and procedures for a high performing field sales organization.
  • Sound understanding of Sales Force Effectiveness; experience with data warehousing and CRM tools required
  • Demonstrated focus on being able to translate data and metrics into predictable, value-add business insights
  • Proven leadership experience, managing and motivating high-performance teams and objectively measuring employee performance to goals
  • Demonstrated experience managing a global and virtual team in a complex global commercial environment preferred, including working with and supporting global teams and interfacing with executive level commercial leads
  • Demonstrated networking and influencing capabilities and ability to provide a vision to achieving opportunities that inspire staff
  • Excellent oral and written communication and presentation skills
  • Expertise in financial planning and analysis and financial root cause analysis is preferred.
  • Ability to effectively manage priorities across the organization and adjust as needed, diplomatically resolving conflicts that may arise