Job Description

Executive Commercial Director plays a crucial role in defining and implementing the company's commercial strategy. This position encompasses oversight of sales, marketing, business development, and partnerships. The Executive Commercial Director is instrumental in driving revenue growth, strengthening market position, and ensuring sustainable profitability. building relationships with and delivering at C-suite level both internally at the company and externally among prospective clients.

Position overview

We are seeking a highly qualified and experienced Commercial Director to lead our commercial operations across both private and public channels. This pivotal role involves managing strategic relationships with health institutions, hospitals, insurers, distributors, and commercial partners, while overseeing a team of healthcare professionals. The ideal candidate will possess a deep understanding of the pharmaceutical sector, along with demonstrated expertise in commercial strategy, financial planning, team development, key account management, and performance analysis.

Main responsibilities:

Lead Commercial Strategy

Spearhead the formulation and execution of innovative commercial strategies that align with the company's overarching goals and objectives, driving sustainable growth and market expansion.

Lead high-stakes negotiations and finalize commercial agreements with key accounts, ensuring favorable terms that foster long-term partnerships and enhance business relationships.

Monitor and evaluate the performance of commercial activities through the use of key performance indicators . Prepare detailed reports for senior management, providing insights and recommendations for continuous improvement.

Conduct Market Research and Analysis
Perform comprehensive market research and analysis to develop detailed business plans that identify and capitalize on commercial opportunities, including expansion and business development initiatives.

Understand Customer Requirements
Assess and understand the needs of existing customers to ensure their requirements are effectively met and satisfaction is maintained.

Proactively pursue new customer acquisition while fostering and managing relationships with both new and existing clients.

Negotiation of Product Pricing and Contractual Commitments

Lead negotiations regarding product pricing, including discounts, rebates, and contractual commitments. Ensure that pricing strategies are competitive and aligned with market conditions while also meeting sales and profit targets across the product portfolio.

Overall Profit and Loss Management

Take responsibility for the comprehensive management of the P&L statement, ensuring that revenue targets are met while controlling costs. Analyze financial performance regularly to identify trends, variances, and opportunities for improvement.

Oversee budget management for the responsible area, ensuring effective allocation of resources to support commercial initiatives. Monitor expenditures, analyze financial performance, and implement cost-control measures to optimize the use of funds while achieving strategic goals.

Collaborate with Diverse Teams
Work collaboratively with cross-functional teams, including marketing, sales, and customer service, to ensure cohesive execution of commercial strategies.

Establish and nurture profitable partnerships with key stakeholders to enhance business opportunities and drive mutual success.

Key Supplier and Customer Relationship Management

Cultivate and maintain strong relationships with key suppliers and customers to support the operational needs of the sales and commercial business. Engage in regular communication to ensure alignment on objectives and to address any issues that may arise.

Implement a structured program of field visits and meetings with key stakeholders to strengthen relationships with major customers. Utilize these interactions to gather feedback, understand customer needs, and identify opportunities for upselling or cross-selling.

Leadership of Commercial Teams

Provide strong leadership to commercial teams, promoting a culture of engagement and alignment with the company's strategic objectives. Encourage team members to embrace the company's operational identity and values, ensuring that all staff are immersed in the business's mission and vision.

Current Employees apply HERE

Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Employee Status:
Regular

Relocation:
No relocation

VISA Sponsorship:
No

Travel Requirements:
25%

Flexible Work Arrangements:
Hybrid

Shift:
Not Indicated

Valid Driving License:
Yes

Hazardous Material(s):
NA

Required Skills:
Agile Methodology, Agile Methodology, Authentic Communication, Business, Business Expansion, Business Relationship Building, Change Management, Commercial Agreements, Commercial Strategies, Customer Acquisition Strategy, Customer Engagement, Customer Service Management, Direct Marketing, Financial Management, Financial Performance, Key Performance Indicators (KPI), Management Process, Market Research, Market Research Methodologies, People Leadership, Pricing Strategies, Product Launch Management, Product Management, Professional Networking, Results-Oriented {+ 4 more}

Preferred Skills:

Job Posting End Date:
06/14/2025
*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.