Director, Commercial Strategy & Operations (Ophthalmology) - OptymEdge

Emmes Group; Greater London; Remote; GBP 135,000 - 179,000; Full time

Benefits offered by this job

Flexible Approved Time Off

Tuition Reimbursement

401k Retirement Plan

Work From Home Anywhere in the US

Maternal/Paternal Leave

Casual Dress Code & Work Environment

Job summary

OptymEdge, part of the Emmes Group, is seeking a Director, Commercial Strategy & Operations (ophthalmology) to drive commercial growth across the US and UK from a remote setting. You will lead data‑driven commercial operations, manage the qualified pipeline and pricing governance, and partner with leadership to accelerate new business.

The role combines strategic thinking with hands‑on leadership to improve performance, forecast accuracy, and cross‑functional collaboration with marketing,

Qualifications

• Demonstrated capability in new-logo pipeline generation and prospecting strategy.
• Experience developing customer relationships across global organisations.
• Strong Salesforce, forecasting, pricing governance and process improvement.
• Experience in pharmaceutical, biotechnology, CRO or life sciences.
• Experience building or leading a small team and influencing across a global organisation.
• Excellent commercial judgement, analytical, communication and presentation skills; ophthalmology experience advantageous.

Responsibilities

• Develop annual commercial plans, target segments and growth initiatives.
• Analyse market trends, pipelines, customer needs and competitor activity to identify opportunities.
• Provide recommendations on pipeline quality, pricing trends and commercial priorities.
• Lead Salesforce governance, pipeline reporting, forecast processes and KPI definitions.
• Own proposal, budget and pricing governance workflows and approvals.
• Improve data quality, reporting consistency and tool adoption.
• Lead generation capability development with measurable targets for opportunities.
• Coordinate with marketing and enterprise stakeholders on campaigns and engagement.
• Coach and develop team members and monitor performance.

Skills

Pipeline generation

Prospecting strategy

Customer relationships

Forecasting

Pricing governance

Commercial analytics

Communication

Presentation

Global collaboration

Team leadership

Ophthalmology domain knowledge

Tools

Salesforce

Job description

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

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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.