Director, Commercial Strategy & Operations (Ophthalmology) - OptymEdge

Overview

Job Title: Director, Commercial Strategy & Operations (Ophthalmology)

Location: Remote in US & UK

OptymEdge, (part of the Emmes Group), develops proven solutions for training and certification of Visual Function Examiners and Visual Acuity Rooms. OptymEdge partners with study teams to provide visual function certification that ensures a high level of quality and consistency for ophthalmic clinical trial data.

OptymEdge is the largest and longest-standing certification organization in the industry. We pioneered visual acuity certification from conception. Our services have grown to be synonymous with providing the highest level of quality and standardization of clinical trial data.

Over 2,500 sites certified worldwide, since 1995

Phase I through post-marketing experience across anterior segment and retina trials

Clinical Ophthalmology, Optometry, and clinical trial expertise

Primary Purpose

The Director, Commercial Strategy & Operations shapes and supports OptymEdge’s commercial growth strategy while leading a disciplined, data-driven commercial operations function. The role is accountable for commercial intelligence, qualified pipeline generation, CRM and forecasting governance, and effective proposal, budget and pricing processes. It combines strategic thinking with hands-on leadership to improve commercial performance and enable sustainable new business growth.

The primary focus:

Commercial strategy and growth plan

Data-driven commercial operations

Qualified pipeline and new business growth

Pricing and contract governance

Alignment between lead generation and the commercial teams

Team performance and development

Responsibilities

Commercial Strategy & Market Insight

Work with the Head of Commercial to develop annual commercial plans, target segments, priority accounts and growth initiatives.

Analyse market trends, clinical development pipelines, customer needs and competitor activity to identify attractive opportunities and inform positioning.

Provide practical recommendations to leadership on pipeline quality, customer opportunities, pricing trends and commercial priorities.

Support account planning, qualification and win strategy for high-priority pursuits.

Commercial Operations & Governance

Lead commercial operations including Salesforce governance, pipeline reporting, forecast processes, performance dashboards and KPI definitions.

Own the governance and continuous improvement of proposal, budget and pricing workflows, ensuring timely, accurate outputs and appropriate approvals.

Develop clear commercial controls for pricing, discounts and non-standard terms in partnership with appropriate decision-makers.

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

Lead Generation & Pipeline Development

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

Define target account priorities and research-led prospecting approaches to create a reliable flow of relevant opportunities.

Engage prospective customers directly where senior-level involvement can improve access or accelerate qualification.

Establish practical qualification criteria, lead follow-up expectations and conversion feedback loops to improve the quality of pipeline generated.

Commercial Collaboration & Execution

Partner with commercial leadership to align prospecting priorities with sales capacity, customer strategy and opportunity conversion needs.

Coordinate with relevant marketing and enterprise stakeholders on campaigns, conferences and market engagement, while respecting their functional ownership.

Facilitate efficient collaboration across finance, scientific, operational and other teams to support commercial decision-making and timely execution.

Leadership & Continuous Improvement

Coach and develop assigned team members, establish clear deliverables and foster accountability for results.

Monitor commercial process effectiveness and recommend improvements to turnaround times, governance, reporting and productivity.

Promote a proactive, analytical and growth-focused commercial culture across the organisation.

Additional duties, as assigned.

Qualifications

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

Demonstrated capability in new-logo pipeline generation, prospecting strategy and development of customer relationships.

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

Experience in pharmaceutical, biotechnology, CRO, clinical trials or broader life sciences preferred.

Experience building or leading a small team and influencing across a global organisation.

Excellent commercial judgement, analytical, communication and presentation skills; ophthalmology or endpoint services experience advantageous.

Why work at Emmes?

At Emmes, your actions and hard work will have a direct impact on public health initiatives, both globally and in our local communities with opportunities for volunteerism through our Emmes Cares community engagement program. We offer a competitive benefits package focused on the health and needs of our growing workforce, including:

Flexible Approved Time Off

Tuition Reimbursement

401k Retirement Plan

Work From Home Anywhere in the US

Maternal/Paternal Leave

Casual Dress Code & Work Environment

CONNECT WITH US!

Follow us on Twitter - @EmmesCRO

Find us on LinkedIn - Emmes

The Emmes Company, LLC is an equal opportunity employer and does not discriminate in its selection and employment practices. All qualified applicants will receive consideration for employment without regard to disability or protected veteran status.

#LI-Remote

Commercial Strategy & Market Insight

Work with the Head of Commercial to develop annual commercial plans, target segments, priority accounts and growth initiatives.

Analyse market trends, clinical development pipelines, customer needs and competitor activity to identify attractive opportunities and inform positioning.

Provide practical recommendations to leadership on pipeline quality, customer opportunities, pricing trends and commercial priorities.

Support account planning, qualification and win strategy for high-priority pursuits.

Commercial Operations & Governance

Lead commercial operations including Salesforce governance, pipeline reporting, forecast processes, performance dashboards and KPI definitions.

Own the governance and continuous improvement of proposal, budget and pricing workflows, ensuring timely, accurate outputs and appropriate approvals.

Develop clear commercial controls for pricing, discounts and non-standard terms in partnership with appropriate decision-makers.

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

Lead Generation & Pipeline Development

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

Define target account priorities and research-led prospecting approaches to create a reliable flow of relevant opportunities.

Engage prospective customers directly where senior-level involvement can improve access or accelerate qualification.

Establish practical qualification criteria, lead follow-up expectations and conversion feedback loops to improve the quality of pipeline generated.

Commercial Collaboration & Execution

Partner with commercial leadership to align prospecting priorities with sales capacity, customer strategy and opportunity conversion needs.

Coordinate with relevant marketing and enterprise stakeholders on campaigns, conferences and market engagement, while respecting their functional ownership.

Facilitate efficient collaboration across finance, scientific, operational and other teams to support commercial decision-making and timely execution.

Leadership & Continuous Improvement

Coach and develop assigned team members, establish clear deliverables and foster accountability for results.

Monitor commercial process effectiveness and recommend improvements to turnaround times, governance, reporting and productivity.

Promote a proactive, analytical and growth-focused commercial culture across the organisation.

Additional duties, as assigned.

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

Demonstrated capability in new-logo pipeline generation, prospecting strategy and development of customer relationships.

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

Experience in pharmaceutical, biotechnology, CRO, clinical trials or broader life sciences preferred.

Experience building or leading a small team and influencing across a global organisation.

Excellent commercial judgement, analytical, communication and presentation skills; ophthalmology or endpoint services experience advantageous.

Why work at Emmes?

At Emmes, your actions and hard work will have a direct impact on public health initiatives, both globally and in our local communities with opportunities for volunteerism through our Emmes Cares community engagement program. We offer a competitive benefits package focused on the health and needs of our growing workforce, including:

Flexible Approved Time Off

Tuition Reimbursement

401k Retirement Plan

Work From Home Anywhere in the US

Maternal/Paternal Leave

Casual Dress Code & Work Environment

CONNECT WITH US!

Follow us on Twitter - @EmmesCRO

Find us on LinkedIn - Emmes

The Emmes Company, LLC is an equal opportunity employer and does not discriminate in its selection and employment practices. All qualified applicants will receive consideration for employment without regard to disability or protected veteran status.

#LI-Remote