Position Summary
The Senior Director – Commercial Partnerships is a senior global commercial leader responsible for acquiring, expanding, and managing high-value strategic partnerships across healthcare, biotechnology, pharmaceutical, CDMO, CRO, and Central Laboratory sectors.
This is a growth-driven role focused on securing new global enterprise clients, expanding share-of-wallet within existing accounts, building executive-level strategic partnerships, and driving measurable revenue and margin growth.
The role serves as the global commercial owner of assigned strategic accounts, ensuring alignment, accountability, and sustained growth across all regions. The position orchestrates internal regional and functional teams to ensure client KPI, service, and spend targets are achieved, without direct line management responsibility.
Core Responsibilities
1. Global New Business Acquisition
- Identify, pursue, and close global enterprise healthcare and life-science accounts.
- Develop multi-year account penetration strategies across sponsors, CDMOs, CROs, and Central Labs.
- Lead global RFP/RFI responses in partnership with operations, quality, and finance.
- Negotiate Master Service Agreements (MSAs), global rate cards, and long-term strategic frameworks.
- Build and maintain executive relationships at VP and C-suite levels.
2. Strategic Account Growth & Share-of-Wallet Expansion
- Develop and execute structured global account growth plans.
- Identify expansion opportunities across temperature-controlled logistics, clinical trial supply chains, direct-to-patient models, advanced therapy distribution, and digital visibility solutions.
- Drive annual contracted spend growth and margin expansion.
- Expand services across geographies and therapeutic pipelines.
3. Global Commercial Account Ownership
- Act as the global commercial sponsor for assigned strategic accounts.
- Chair Quarterly Business Reviews (QBRs) and executive governance meetings.
- Monitor and drive alignment around KPI performance including on-time performance, temperature compliance, exception management, and financial commitments.
- Protect and grow account retention.
4. Orchestration of Internal Stakeholders
- Coordinate internal regional leaders to deliver seamless global execution.
- Engage operations, quality, finance, innovation, and customer experience teams to support account success.
- Ensure accountability across stakeholders without direct line management authority.
- Translate client strategy into structured internal action plans and escalate risks appropriately.
5. Market & Strategic Intelligence
- Provide insight into evolving pharmaceutical, biotech, CDMO, CRO, and central lab market dynamics.
- Identify consolidation trends and partnership expansion opportunities.
- Support global pricing strategy and commercial positioning.
Required Experience
- 20+ years of experience within healthcare, pharmaceutical, biotechnology, CDMO, CRO, or life-sciences logistics sectors.
- 15+ years in senior commercial, strategic partnership, or enterprise account leadership roles.
- Proven record securing, growing, and retaining global enterprise accounts.
- Extensive experience negotiating complex global MSAs and multi-region agreements.
- Deep understanding of clinical trial and commercial supply chains, temperature-controlled logistics, GDP/GxP regulatory frameworks, and advanced therapy distribution models.
Core Competencies
- Executive influence and stakeholder management
- Global commercial strategy
- Negotiation and contract structuring
- Financial acumen and margin management
- Cross-regional alignment and orchestration
- Strategic account planning and risk management
Region Scope: Global