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.

#LI-JM1

Join us and be part of building the bridge between life changing therapies and patients. Let's talk future