Senior Director Commercial Sales

Job Description

#2679 Senior Director Commercial Sales

The Senior Director Commercial Sales- is a senior, hands-on commercial leader responsible for helping build and scale company’s U.S. generics business. This is not a traditional sales-only position. The role combines customer leadership, commercial strategy, pricing and contracting, portfolio input, launch execution, forecasting, business development support, and cross-functional problem solving.

The successful candidate will operate effectively in an emerging U.S. organization where leaders are expected to move between strategy and execution. The individual will own key customer relationships and revenue objectives while also working directly with Finance, Supply Chain, Regulatory, Quality, Portfolio, Business Development, and global R&D/manufacturing teams to identify opportunities, solve issues, and create scalable commercial capabilities.

The role requires a strong understanding of the U.S. generic pharmaceutical market, including wholesalers, retail and specialty customers, buying groups/GPOs, pricing dynamics, contracting, channel economics, product launches, competitive intelligence, and supply-demand management.

U.S. Commercial Strategy & Growth

• Partner with the Head of Commercial Operations to develop and execute the U.S. commercial strategy across a portfolio of generic and complex-generic products.
• Identify growth opportunities across products, customers, channels, partnerships, and new business opportunities.
• Provide market and commercial input into portfolio decisions, product launches, and growth priorities.

Customer, Contracting & Channel Leadership

• Build and grow strategic relationships with key U.S. wholesalers, retailers, specialty pharmacies, buying groups/GPOs, distributors, and other channel partners.
• Lead or support customer negotiations, RFPs, bids, pricing actions, and commercial agreements.
• Develop account and channel strategies that balance growth, market share, profitability, and long-term customer value.

Pricing, Forecasting & Commercial Analytics

• Develop sales forecasts and monitor commercial performance across pricing, volume, market share, customer mix, and profitability.
• Recommend pricing and contracting actions based on market dynamics, competitive intelligence, customer economics, and business performance.
• Provide commercial insights to support planning, decision-making, and performance improvement.

Launch & Cross-Functional Execution

• Lead the commercial readiness and execution of new U.S. product launches, including forecasting, pricing, contracting, customer targeting, and inventory readiness.
• Partner across Regulatory, Quality, Supply Chain, Finance, Portfolio, Business Development, and global teams to drive commercialization and resolve issues affecting business performance.
• Help establish scalable commercial processes and operating rhythms as the U.S. organization grows.

Business Development & Portfolio Support

• Provide commercial input into portfolio strategy, lifecycle decisions, and the evaluation of new market opportunities.
• Support the assessment of licensing, partnerships, acquisitions, and new-product opportunities through market, customer, competitive, and financial analysis.
• Identify customer needs and market gaps to inform company’s growth and portfolio strategy.

Experience:

• 10+ years of progressive commercial experience in the U.S. pharmaceutical industry, with substantial experience in generic pharmaceuticals.
• Strong understanding of the U.S. generics market, including customers, channels, pricing, contracting, product economics, and competitive dynamics.
• Demonstrated experience managing strategic pharmaceutical customers and negotiating commercial agreements, pricing, RFPs, and/or bids.
• Experience supporting product launches and commercialization in a competitive, multi-source generic environment.
• Strong commercial and financial acumen, with the ability to work with forecasting, pricing, gross-to-net, margins, and product or customer economics.
• Experience supporting portfolio strategy, business development, licensing, or commercial assessments is highly desirable.
• Comfortable operating in an entrepreneurial, high-growth environment where processes are still evolving and leaders are expected to be hands-on.
• Strong communication and influencing skills, with the ability to work effectively across functions, geographies, and organizational boundaries.
• Established relationships with key U.S. generic pharmaceutical customers and channel partners are strongly preferred.