Senior Director, Commercial Strategy

Location: Foster City, CA, US

Job Description:


Reporting to the Executive Director Commercial Strategy, this role will be responsible for leading all aspects of global commercial strategic assessment in our most important Business Development (BD) arrangements, partnerships and collaborations. The candidate will be accountable for developing and leading a strategic evaluation on behalf of Commercial, bringing others into the assessment process as appropriate, including TA expertise from Global Marketing and market expertise from the Commercial Regions. This role will also interface with senior Commercial and cross-functional leaders across the organization as required to sufficiently consider the full merits of a potential deal.

The successful Commercial Strategy leader will be a dynamic, experienced individual with a strong track record of strategy and strategic assessment experience across a variety of settings and topics in the pharmaceutical or biopharmaceutical industry. She/he must have the proven ability to effectively manage complex and ambiguous projects, influence stakeholders without authority, effectively network across the organization and communicate with senior leaders all within a fast moving, challenging and dynamic Commercial environment.

Essential Duties And Job Functions

Specific responsibilities include but will not be limited to the following:

  • Oversee, as required Commercial team due diligence assessments required to fully evaluate and recommend a Commercial course of action associated with a specific BD deal opportunity.

  • Consolidate regional / global Commercial team input and TA/global brand input and provide a voice for Commercial into the Business Development assessment process.

  • Team effectively with point experts from a specific Global Marketing TA or geographic region if and when a BD opportunity requires point expertise. Support the efforts of point experts by facilitating the process with BD colleagues.

  • From time to time, conduct other special strategic projects as requested by the Executive Director Commercial Strategy or the VP Global Commercial Strategy & Operations.

  • Champion strategy and strategic planning disciplines for global commercial strategic imperatives

  • Coordinate and cooperate cross-functionally with Corporate Strategy, Finance, Investor Relations, Business/Corporate Development, R&D, Medical and other functions as required to carry out the Commercial Strategy remit as it pertains to BD and ensure strategic solutions carry cross-functional perspective.

  • Determine overall global Commercial capabilities strategy required for critical Commercial processes into BD – determine when to bring others from Global Marketing and the Region into deal evaluation and due diligence, and identify point experts in all critical areas.

  • Communicate with the Executive Director Commercial Strategy when overflow coverage on BD deal activity is more than the Senior Director can handle alone.

  • Interface with the Pipeline Marketing Sciences (PiMS) team to ensure development of appropriate and accurate market research, analytics and forecasts to support our Commercial efforts in BD deal evaluation and due diligence. Provide guidance to the PiMS team as needed for alignment with strategic direction.

  • Conduct proactive Commercial scanning from time to time to identify potential viable Commercial targets for BD consideration.

  • Monitor trends in global healthcare markets and communicate implications for the Commercial organization, especially related to BD considerations. Ensure global scanning occurs regularly and that Commercial Strategy maintains a strong linkage with the Commercial Intelligence function.

  • Work with the Commercial Transformation Office and Communications to develop and drive the change management agenda associated with any Commercially relevant (on market) assets or M&A deals being consummated. Ensure Commercial readiness to absorb new entities or molecules.

  • Join the Executive Director Commercial Strategy as members of the Corporate Strategy Office on behalf of the Commercial organization.

  • Build relationships and engage with organization senior executives and functional stakeholders

  • Ensure that strategic plans, goals and objectives are documented, communicated, reviewed and evaluated on a continuous basis

  • Ensure stakeholders are engaged throughout strategy development processes, continuously incorporating feedback to ensure relevance and inclusion.

  • Organize and lead strategy development workshops and problem solving with commercial groups across the organization as needed.

  • Proactively engage with commercial groups to resolve issues, conflicts and interdependencies

  • Develop relevant strategic frameworks, templates, and solutions to meet the evolving needs of the global Commercial organization

  • Lead by example, respecting Gilead core values of integrity, accountability, teamwork, excellence, and inclusion

Skills And Experience

  • 12+ years’ experience with MS, 14+ years with BS working in the biopharmaceutical and/or health care industry in Commercial strategy roles with increasing responsibilities and accountabilities.

  • Demonstrated ability developing long-term pharma/biotech strategies across a range of Commercial topics and customer types (e.g., physicians, patients, payers, etc.).

  • Strong leadership and self-direction, comfort and experience tackling very ambiguous and complex problems. Must be able to lead others as well as do own work.

  • Excellent interpersonal skills with ability to lead, interact with, focus, negotiate, resolve conflict and drive consensus among individuals from a variety of cultures and disciplines

  • Excellent communication skills with an ability to efficiently and productively communicate both orally and in writing, experience presenting before executive staff

  • Proven ability to lead collaborative and creative problem solving and overcome resistance or barriers

  • Demonstrated ability to manage cross-functional teams or work groups as well as motivate and develop direct reports

  • Demonstrated excellence in program management, project management, change management and effectively managing multiple projects/priorities

  • Proficiency in MS Word, Excel and PowerPoint. Must be expert in Powerpoint and be able to demonstrate the ability to produce own presentation materials of extremely high quality.

  • Background in strategic management consulting or strategic advisory highly desired

  • BA/BS degree required with an MBA or advanced scientific degree highly desired

Additional (preferred)

  • Knowledge and experience in franchise-specific markets (e.g., oncology, infectious diseases, liver diseases and inflammation)

  • Experience in global markets (e.g. EU, Japan, other Rest of World)

  • Prior experience in Business Development is desirable.

  • Experience in other Commercial roles (marketing, sales, market access, etc.) is desirable

  • Experience interfacing or working with R&D and Medical functions


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