Company Description
Eurofins is seeking a highly strategic and analytical Director, Commercial Operations to support a commercial organization responsible for biopharmaceutical testing services.
This individual will serve as the operational leader for the commercial organization, driving forecasting, sales performance reporting, compensation administration, CRM governance, territory planning, and commercial process improvement. The role will partner closely with executive leadership, sales management, marketing, finance, CRM teams, and business unit stakeholders to improve visibility, accountability, and commercial effectiveness.
The successful candidate will bring a strong blend of business acumen, analytical capability, systems expertise, and leadership presence. This role will play a critical part in enabling profitable growth and ensuring the commercial organization has accurate, timely, and actionable insights to drive decision making.
Job Description
Executive Reporting & Business Intelligence
- Develop executive dashboards providing visibility into revenue, pipeline, forecast, bookings, activity, and sales productivity.
- Deliver recurring business reviews and performance analyses for executive leadership.
- Own KPI governance and reporting standards across the commercial organization.
- Identify trends, risks, and opportunities and provide actionable recommendations.
Forecasting & Revenue Planning
- Lead monthly and quarterly forecasting processes.
- Improve forecast accuracy through process, reporting, and governance enhancements.
- Develop predictive models and analysis supporting growth planning.
- Partner with sales leadership to identify gaps and develop mitigation strategies.
Sales Compensation & Planning
- Administer commercial incentive compensation programs.
- Support annual quota-setting and territory planning processes.
- Manage quarterly commission calculations, reporting, and dispute resolution.
- Analyze plan effectiveness and recommend enhancements to drive desired behaviors.
CRM & Commercial Process Excellence
- Define and enforce opportunity management standards and pipeline governance.
- Partner with CRM administrators to improve reporting, automation, and data quality.
- Drive CRM adoption and process compliance across the sales organization.
- Identify and implement workflow improvements that increase commercial productivity.
Commercial Strategy & Optimization
- Conduct sales productivity, territory, account, and market analyses.
- Support acquisition integration activities related to sales territories, account ownership, compensation, and performance management.
- Lead initiatives focused on scaling the commercial infrastructure and improving operational effectiveness.
- Serve as a trusted advisor to commercial leadership.
Qualifications
Required
- Bachelor's degree in Business, Finance, Analytics, Life Sciences, or related field.
- 8+ years of experience in sales operations, commercial operations, revenue operations, business planning, or related functions.
- Experience supporting commercial organizations with 40+ sales professionals.
- Strong expertise in forecasting, pipeline management, sales compensation, and performance analytics.
- Demonstrated experience building executive dashboards and KPI reporting frameworks.
- Advanced proficiency with CRM platforms, preferably Microsoft Dynamics.
- Strong analytical, communication, and stakeholder management skills.
Preferred
- Experience supporting life sciences, biopharmaceutical services, CRO, CDMO, laboratory testing, diagnostics, or regulated healthcare organizations.
- Experience integrating acquisitions and aligning commercial teams.
- MBA or advanced degree.
- Experience leading commercial operations teams and building scalable processes.
Additional Information
Position is full-time, Monday-Friday, 8:00am.- 5:00 pm, with additional hours as needed as workloads require. Candidate living with a commutable distance of Lancaster PA are encouraged to apply.
Position is hybrid and reports to the Vice President of Business Development
Eurofins USA BioPharma Services is a Disabled and Veteran Equal Employment Opportunity employer.