Director, Commercial Development

ProPharma; United States; Remote; USD 120,000 - 190,000; Full time

Job summary

ProPharma is seeking a senior Inside Sales leader to translate corporate growth priorities into actionable plans, drive campaign execution, and lead a high-performing team. You will collaborate across Marketing, Business Development, and Service Lines to optimize lead qualification, routing, and pipeline development.

The role focuses on data-driven performance, CRM optimization, and adoption of commercial technologies to improve efficiency.

Qualifications

• Eight or more years of progressive experience in inside sales, business development, or related commercial functions.
• Eight or more years of relevant commercial experience, preferably in life sciences.
• Three or more years of leadership experience directing an inside sales or similar team.

Responsibilities

• Build, lead, coach, and develop a high-performing Inside Sales team.
• Translate growth priorities into an actionable inside sales strategy and plan.
• Lead intake, prioritization, planning, execution, and evaluation of campaigns/events.
• Serve as liaison between Marketing, Business Development, and Service Lines.
• Improve CRM utilization, reporting, and lead management; drive data-driven decisions.

Skills

Leadership

Inside sales

Campaign management

CRM utilization

Analytics tools

Cross-functional collaboration

Education

Bachelor’s degree in Business/Marketing/Life Sciences

Tools

CRM platforms

Sales engagement tools

Marketing automation systems

Commercial analytics tools

Job description

For the past 25 years, ProPharma has improved the health and wellness of patients by providing advice and expertise that empowers biotech, med device, and pharmaceutical organizations of all sizes to confidently advance scientific breakthroughs and introduce new therapies. ProPharma partners with its clients through an advise-build-operate model across the complete product lifecycle. With deep domain expertise in regulatory sciences, clinical research solutions, quality & compliance, pharmacovigilance, medical information, and R&D technology, ProPharma offers an end-to-end suite of fully customizable consulting solutions that de-risk and accelerate our partners’ most high-profile drug and device programs.

Essential Functions

• Leadership and Team Development: Build, lead, coach, and develop a high-performing Inside Sales team focused on developing qualified opportunities, RFP invitations, and pipeline growth. Establish clear expectations, accountability measures, and professional development plans for team members. Manage team capacity, activity, and resource allocation in alignment with approved commercial priorities. Foster a culture of continuous improvement, collaboration, data-driven decision-making, and commercial excellence.
• Inside Sales Strategy and Execution: Translate corporate and commercial growth priorities into an actionable inside sales strategy and operating plan. Execute the inside sales plan in coordination with the Vice President, Commercial Operations and Business Development leadership. Collaborate with Business Development and Service Line leaders to align outreach activities with target accounts, priority markets, and growth initiatives. Ensure effective lead management processes, including lead intake, qualification, nurturing, and routing. Drive continuous optimization of prospecting methodologies and engagement strategies. Monitor team performance and recommend adjustments based on results, capacity, and changing business priorities.
• Campaign and Event Management: Lead the intake, prioritization, planning, execution, and performance evaluation of campaigns and events. Recommend campaign and event priorities to the Vice President, Commercial Operations and relevant commercial stakeholders. Partner closely with Marketing to ensure campaigns are strategically aligned, effectively executed, and supported by appropriate messaging and content. Establish clear objectives, target-prospect strategies, follow-up expectations, and performance measures for supported campaigns and events. Evaluate outcomes and recommend improvements to meeting generation, lead development, follow-up execution, and return on investment.
• Cross-Functional Collaboration: Serve as a key liaison between Marketing, Business Development, and Service Lines. Facilitate campaign, event, and operational planning sessions and stakeholder reviews. Clarify roles, responsibilities, deliverables, timelines, and follow-up expectations across participating teams. Escalate competing priorities, resource constraints, or unresolved cross-functional issues to the Vice President, Commercial Operations as appropriate.
• Technology and Process Optimization: Partner with Commercial Operations and Business Development stakeholders to improve CRM utilization, campaign attribution, reporting, and sales enablement capabilities. Establish and monitor standards for data integrity, activity capture, lead management, and pipeline development. Use campaign, CRM, and commercial performance data to evaluate team effectiveness and identify opportunities for improvement. Identify opportunities to leverage technology, automation, and AI-enabled capabilities to improve efficiency and effectiveness. Support the implementation and adoption of approved commercial technologies, processes, and reporting standards.

Necessary Skills and Abilities

• Demonstrated ability to translate commercial priorities into targeted outreach plans and measurable team objectives.
• Experience managing campaigns and events designed to generate meetings, qualified leads, RFP invitations, and pipeline.
• Experience defining and monitoring KPIs related to activity, engagement, lead progression, opportunity creation, pipeline contribution, and campaign performance.
• Exceptional leadership, communication, stakeholder management, and cross-functional collaboration skills.
• Experience working within CRM platforms, sales engagement tools, marketing automation systems, and commercial analytics tools.
• Experience in the life sciences, pharmaceutical, biotech, medical device, CRO, pharmacovigilance, regulatory, or related professional-services sector is preferred.

Educational Requirements

Bachelor’s degree in Business, Marketing, Life Sciences, or a related field, or an equivalent combination of education and relevant professional experience. Advanced degree is beneficial but not required.

Experience Requirements

• Eight or more years of progressive experience in inside sales, business development, commercial operations, lead generation, or a related commercial function.
• Eight or more years of relevant commercial experience, preferably within the life sciences sector.
• Three or more years of experience leading or directly managing an inside sales, business development, sales development, lead-generation team or a comparable commercial function.

We celebrate our differences and strive to create a workplace where each person can be their authentic self. We are committed to diversity, equity, and inclusion. Employees are encouraged to unleash their innovative, collaborative, and entrepreneurial spirits. With a holistic approach as an Equal Opportunity Employer, we provide a safe space where all employees feel empowered to succeed.

All applications will be treated on their own merit and candidates will not be at any advantage or disadvantage based on their proximity to an office.

ProPharma will never ask you for any bank account information, financial information, or another form of payment to be considered for a role. Additionally, the ProPharma talent acquisition team will only use their work email addresses ([e-mail]).

ProPharma Group does not accept unsolicited resumes from recruiters/third parties. Please, no phone calls or emails to anyone regarding this posting.