Director, Commercial Strategy & Operations (Ophthalmology) - OptymEdge

Accountabilities • Partner with commercial leadership to develop annual growth plans, define target market segments, prioritize strategic accounts, and establish commercial initiatives.

• Analyze market trends, clinical development pipelines, customer needs, and competitor activity to identify business opportunities and inform market positioning.

• Provide leadership with actionable insights into pipeline quality, customer opportunities, pricing trends, and commercial priorities.

• Support strategic account planning, opportunity qualification, and win strategies for high-priority pursuits.

• Lead commercial operations, including Salesforce governance, pipeline reporting, forecasting processes, performance dashboards, and KPI development.

• Oversee and continuously improve proposal, budget, and pricing workflows, ensuring accurate and timely delivery and appropriate approvals.

• Establish and maintain commercial controls for pricing, discounts, and non-standard contractual terms in collaboration with relevant decision-makers.

• Improve CRM data quality, reporting consistency, win/loss analysis, and adoption of effective commercial tools and processes.

• Lead and develop lead-generation capabilities, setting measurable expectations for qualified meetings, accepted opportunities, and pipeline contribution.

• Define target account priorities and research-driven prospecting strategies to generate a consistent flow of relevant opportunities.

• Engage directly with prospective customers when senior-level involvement can strengthen relationships or accelerate opportunity qualification.

• Establish qualification criteria, lead follow-up standards, and conversion feedback processes to improve pipeline quality.

• Align prospecting priorities with commercial leadership, sales capacity, customer strategies, and conversion objectives.

• Coordinate with marketing and other enterprise stakeholders on campaigns, conferences, and market engagement initiatives while respecting functional ownership.

• Facilitate collaboration across finance, scientific, operational, and other teams to support effective commercial decisions and execution.

• Coach and develop assigned team members, establish clear performance expectations, and encourage accountability.

• Monitor commercial processes and recommend improvements to efficiency, turnaround times, governance, reporting, and productivity.

• Promote a proactive, analytical, and growth-oriented commercial culture.

Requirements:

• Typically 8–10+ years of progressive experience in commercial strategy, commercial operations, or sales operations.

• Demonstrated success in new-customer acquisition, pipeline generation, prospecting strategy, and customer relationship development.

• Strong experience with Salesforce, commercial forecasting, analytics, pricing governance, and process improvement.

• Experience in pharmaceutical, biotechnology, contract research organizations (CROs), clinical trials, or the broader life sciences sector is preferred.

• Experience building or leading a small team and influencing stakeholders across a global organization.

• Strong commercial judgment and the ability to translate market intelligence and business data into practical growth strategies.

• Excellent analytical, communication, presentation, and stakeholder-management skills.

• Ability to work collaboratively across commercial, scientific, operational, finance, and marketing functions.

• Experience in ophthalmology or clinical endpoint services is an advantage.

• Strong organizational skills, with the ability to manage multiple priorities and drive initiatives through to completion.

Benefits:

• Flexible approved time off.

• Tuition reimbursement.

• 401(k) retirement plan.

• Work-from-home flexibility anywhere in the United States.

• Maternal and paternal leave.

• Casual dress code and work environment.

• Opportunities to participate in community engagement and volunteer initiatives.

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