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Life changing therapies. Global impact. Bridge to thousands of biopharma companies and their patients.
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Our investment is in People who make an impact, drive progress and create a better tomorrow. Our strategy includes building teams across our global network to pioneer and shape the future of PCI.
The VP, North America Commercial Business Development is a transformative senior executive accountable for driving accelerated commercial growth, large pharma penetration, and go-to-market excellence across a ~$1B USD integrated CDMO business segment. This leader owns the full commercial engine across Advanced Drug Delivery (drug-device / combination products), Oral Solid Dose, Commercial Packaging, and Storage & Distribution - spanning SMID/biotech innovators through Top 20 Big Pharma.
This role is both a market shaper and disciplined operator: building C-suite relationships, implementing modern GTM methodologies, championing an integrated "one-CDMO" go-to-market model, and delivering consistent, profitable results. The VP partners closely with Operations, Quality, Technical/Scientific, Finance, and Program/Client Services to ensure differentiated value delivery and an exceptional, compliant customer experience.
Scope & Impact - Key Outcomes
• Owns segment commercial performance including orders/bookings, revenue, margin, pipeline quality, and forecast accuracy for a ~$1B business.
• Expands Top 20 Pharma relationships and enterprise strategic partnerships while building scalable coverage models for SMID/emerging biotech.
• Leads and develops a high-performance North America commercial organization (sales leaders, account leaders, and enabling functions).
• Drives integrated portfolio growth: ADD / drug-device combination, high potent & OSD, commercial packaging, and global warehousing including cold/ultra-cold chain.
• Leads GTM transformation - deploying structured methodologies, data/analytics leverage, and consistent commercial discipline across the organization.
• Ensures adherence to cGMP/GxP standards and regulated industry expectations while representing the company at the highest executive levels.
Key Strategic Priorities
1. Large Pharma Penetration & Enterprise Expansion
• Build and deepen C-suite relationships across Top 20 Global Pharma, positioning the company as a preferred, long-term CDMO partner.
• Drive enterprise account strategies that integrate multi-site solutions, multi-year governance, and joint value creation.
• Create land-and-expand motions for SMID/biotech clients, scaling partnerships through clinical-to-commercial transitions.
2. Go-To-Market Transformation & Commercial Excellence
• Implement structured, data-driven GTM methodologies that drive consistency, rigor, and scalability across the commercial organization.
• Build a customer segmentation strategy spanning SMID/emerging pharma, mid-market, and enterprise Big Pharma with defined coverage models and value propositions.
• Leverage analytics and CRM data to improve pipeline velocity, forecast accuracy, and win-rate performance.
• Standardize tools, KPIs, and commercial frameworks to enable best-practice sharing across sites and regions.
3. Integrated Portfolio & Solutions Selling
• Champion an integrated "one-CDMO" approach that bundles and cross-sells: Advanced Drug Delivery (drug-device combination), OSD/high potent manufacturing, commercial packaging (launch readiness, artwork/change management), and storage & distribution/cold-ultra-cold chain.
• Ensure commercial teams can articulate differentiated value: speed-to-market, quality, regulatory compliance, risk management, and total cost-of-value.
• Support development-to-commercial pathways and lifecycle expansion across the full product portfolio.
Essential Duties & Responsibilities
Strategy & Go-To-Market Leadership
• Define and execute the North America commercial strategy for the integrated CDMO segment, aligned to enterprise growth priorities and capacity/capability roadmap across ADD, OSD, packaging, and logistics.
• Build and continuously refine customer segmentation strategy with differentiated coverage models, value propositions, and expansion plays for each segment.
• Establish annual and multi-year plans for net-new logo acquisition, share-of-wallet expansion, and retention/renewal across the full product lifecycle.
• Deploy data-driven GTM frameworks that drive predictability, discipline, and scalable commercial execution.
Revenue Growth, Pipeline Management & Forecasting
• Deliver sustainable revenue and profit growth by leading pipeline generation, opportunity qualification, pursuit governance, and win/loss learning loops.
• Own executive-level forecasting cadence, ensuring high-quality deal hygiene, stage integrity, and transparent risk/opportunity management.
• Drive pipeline velocity and conversion improvement through structured coaching, deal reviews, and commercial operating rhythms.
• Embed rigorous win/loss analysis to continuously refine strategy, positioning, and competitive differentiation.
Strategic Account Leadership - SMID through Top 20 Pharma
• Provide direct executive engagement on strategic accounts; serve as senior sponsor for critical relationships, escalations, and partnership governance.
• Develop multi-year account plans for top customers integrating multi-site solutions, joint innovation roadmaps, and lifecycle expansion.
• Build and sustain C-suite relationships across global and regional pharma, elevating the company from vendor to strategic CDMO partner.
• Lead a land-and-expand motion for SMID/biotech clients, growing relationships through clinical milestones and commercial scale-up.
Pricing, Contracting & Deal Governance
• Establish pricing strategy and deal governance frameworks to protect margin and ensure disciplined, profitable growth.
• Partner with Legal and Finance to accelerate contracting cycles while managing risk and maintaining commercial integrity.
• Ensure a robust and scalable RFP/proposal process with cross-functional deal orchestration to improve responsiveness and win rates.
• Drive proposal planning, technical input coordination, accurate scoping, and sound financial structuring on complex, multi-service deals.
Commercial Excellence & Operating Cadence
• Establish and maintain a high-performance commercial operating system: QBRs/MBRs, pipeline reviews, account reviews, and escalation pathways.
• Standardize tools, CRM discipline, KPIs, and commercial best practices across the North America team.
• Leverage data and analytics to monitor performance, identify trends, and drive continuous improvement in commercial outcomes.
• Champion a customer experience culture aligned with site/BU leadership on execution, launches, and issue resolution.
Cross-Functional Leadership & Collaboration
• Partner with Operations, Quality, Technical/Scientific, Supply Chain/Logistics, Program Management, and Customer Operations to ensure solutions sold are delivered with excellence and compliance.
• Collaborate with Marketing, Proposal/Estimating, and Sales Operations to build enabling capabilities that accelerate commercial velocity.
• Serve as a senior internal voice of the customer - sharing market intelligence, customer feedback, and competitive insight to inform strategy and capability roadmap.
Team Leadership & Talent Development
• Lead, coach, and develop a high-performing commercial organization; set clear expectations, measurable performance metrics, and defined career pathways.
• Build a results-driven, accountable culture with high standards for pipeline quality, customer engagement, and commercial discipline.
• Identify, attract, and develop top commercial talent; upgrade capability where needed to meet the demands of a complex, regulated CDMO environment.
• Build team capabilities in strategic selling, executive engagement, negotiation, technical/solutions fluency (ADD/OSD/packaging/logistics), and consultative selling.
Quality, Compliance & Ethical Leadership
• Demonstrate knowledge of and adherence to cGMP/GxP standards and regulated environment expectations across all commercial activities.
• Model ethical selling, appropriate customer commitments, and high-integrity leadership in every interaction.
• Reinforce a quality mindset and operating discipline within the commercial team as a hallmark of the company's brand.
Key Interfaces
Internal
• Segment/BU General Managers and Site Leaders
• Operations, Quality, and Technical/Scientific leadership
• Finance, Legal, and Supply Chain/Logistics
• Program Management, Client Services, and Customer Operations
• Sales Operations, Marketing, and Proposal/Estimating teams
External
• C-suite, procurement, and technical operations leaders at Top 20 and Big Pharma organizations
• R&D and device/combination product stakeholders for ADD partnerships
• Quality, compliance, and regulatory contacts at customer organizations
• Executive and commercial leadership at SMID, mid-market, and emerging biotech companies
Qualifications
Education & Experience - Required
• Bachelor's degree required; advanced degree (MBA, MS, or scientific discipline) strongly preferred.
• 15+ years of progressive commercial leadership experience in CDMO, pharma services, or adjacent life sciences services, including enterprise selling and large/global account leadership.
• Demonstrated success driving revenue growth with Top 20 and Big Pharma organizations at the C-suite level.
• Proven track record leading large revenue portfolios and commercial teams; experience scaling commercial motions across regions and capabilities.
• Proven executive negotiation and complex deal leadership in multi-site, multi-service, regulated delivery environments.
• Strong business and financial acumen: pricing discipline, margin management, deal governance, and forecasting rigor.
• Experience driving go-to-market transformation - implementing structured methodologies, CRM discipline, and commercial analytics.
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Equal Employment Opportunity (EEO) Statement:
PCI Pharma Services is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.
At PCI, Equity and Inclusion are at the core of our company's purpose: Together, delivering life-changing therapies. We are committed to cultivating an inclusive workplace by holding ourselves accountable to the highest standards of understanding, fairness, respect, and equal opportunity - at every level. We envision a PCI community where everyone can belong and grow, and we strive to bring this vision to reality by continuously and intentionally assessing our people practices, policies and programs, marketing approach, and workplace culture.