Head of Commercial Operations

Job Description

Job Description

Job Summary:

The Head of Commercial Operations plays a pivotal role in shaping and executing Aquestive Therapeutics’ commercial launch strategy and reports to the Chief Commercial Officer as a strategic partner and member of the commercial leadership team. This individual will be responsible to continue the buildout and overall leadership of the Commercial Operations function, ensuring operational readiness to support the successful commercialization of Anaphylm® and Aquestive’s future portfolio. This role is charged with working cross-functionally across Commercial, Sales, Marketing, Market Access, Medical Affairs, Information Technology, Finance, Supply Chain, Human Resources, and Compliance to further build out commercial infrastructure, systems, and processes. Key areas of responsibility include business analytics, market landscape assessments, sales forecasting and targeting, data strategy and management, vendor evaluation, CRM, incentive compensation, fleet, sales reimbursement, and eCommerce enablement.

As we prepare for our launch of Anaphylm, the incumbent must thrive in a high-growth, fast-evolving environment where solving unforeseen challenges and navigating ambiguity are daily expectations. The ideal candidate is a solutions-oriented leader who can operate with agility, balancing strategic oversight with hands-on execution. As a strategic thought partner, the incumbent will drive alignment with brand strategy and contribute meaningfully to commercial planning, launch execution, and long-term growth strategies ensuring operational excellence, a patient-first focus, and scalable systems to support Aquestive’s evolving clinical and commercial pipeline.

Job Summary:

• Lead the implementation of a clear framework of goals and tactics that result in a first-in-class commercial operations organization; including Data Analytics, Forecasting, Sales/Business operations, Commercial Systems and processes.

• Establish and maintain the analytics and operational infrastructure and processes for supporting the commercial business.

• Serve as a strategic partner to the Chief Commercial Officer, supporting executive decision-making through coordinating cross-functional initiatives, driving alignment on strategic priorities, and acting as a central point of communication and execution across the commercial organization.

• Develop a high performing and diverse team; attract, develop and retain talented individuals positioned to meet Aquestive’s commercial growth strategy.

• Utilize a data driven approach to provide insights to the CEO, CFO and Commercial Leadership Team in support of current business and future opportunities.

• Partners with marketing in developing metrics surrounding promotional activities and creates timely reports that provide insight into the effectiveness of promotional response analyses by brand and customer segments/channels.

• Works cross-functionally with internal stakeholders (Sales, Marketing, Patient Services, Market Access, Medical Affairs, and Executive Leadership) to achieve department and company objectives.

• Delivers projects on time, meeting budgets and quality standards.

Data Analytics

• Forecast modeling for Anaphylm including monthly/quarterly current estimate updates, annual forecast updates and long-term outlook (working with external forecasting consultants as needed).

• Acquire and analyze market data including claims data, product demand data (national and physician level) and channel inventory (3PL, wholesale/channel, retail, key accounts), payer data, and competitive data.

• Create an HCP targeting program using analytics and CRM system, including potential segmentation, to focus field force on appropriate customers.

• Establish a sustainable data infrastructure and analytics capabilities to provide regular product and market updates

• Ensure competitive price tracking and analysis.

• Update trends and insights and meet the internal and external reporting needs of the company (Includes vendor selection and ongoing management of data aggregator).

• Partner with finance and commercial management team to ensure key business insights are incorporated into ongoing business planning/execution and regular reporting including monthly/quarterly business reviews and executive updates/meetings.

Forecasting

• Oversee the design, development, and execution of forecasting models for products to inform long-range planning for therapeutic areas and brands.

• Carries out base-case and scenario analysis to support decision making by Commercial, Corporate Strategy, R&D, Business Development, Finance, Manufacturing, and Executive leadership.

• Collaborate with internal partners to capture insights and translate into high quality forecasting.

Sales/Business Operations

• Establish key business operations vendors CRM system, data warehouse, secondary data vendors, promo material distribution, LMS (learning management system), meeting planning, amongst other key systems

• Manage the analysis for size and structure of field force (sales/medical affairs), including ongoing optimization and territory mapping/alignment

• Lead incentive compensation design and ongoing evaluation as well as sales activity reporting.

• Establish field force processes, e.g., support integration of CRM to expense systems, vehicle reimbursement, field force credentialing (where needed), required field policies and procedures (fleet, speaker bureau, expenses).

Systems/Processes

• Design, deploy, train, and maintain a field CRM system to capture field activity, physician demand/prescribing and market data, integrated MIRF reporting, and promotional material automation.

• Data warehouse management (dissemination to field force and sales activity reporting) and promotional material ordering system and supporting infrastructure (storage, distribution).

Leadership, Influence and Communication

• Lead, motivate, and inspire a team, maintaining an environment consistent with Aquestive’s core values.

• Serve as a trusted advisor to commercial team, therapeutic area leads, and other critical partners/stakeholders across the organization.

• Effectively tailor and present findings with clear strategic storylines appropriately to maximize relevance, understanding, and impact.

• Collaborate effectively with senior leaders across multiple functions, and influence as needed.

• Communicate complex dynamics/challenges in a clear and concise manner.

• Provide recommendations with objective and actionable insights to senior leaders. Navigate organizational complexity effectively in a professional manner.

• Other duties as assigned.

Qualifications:

• Bachelor’s degree in related business or analytical field.

• Minimum of 15 years of related experience in biotechnology or pharmaceutical industry.

• Experience in building-out business operations infrastructure to support product launch and commercialization through mature product life cycle.

• Experience in small/emerging biopharma as well as mature, full-scale biopharma organizations.

• Expertise in medical legal review of promotional materials and system to support appropriate infrastructure to manage the process and maintain compliance.

• Experience with procuring and analyzing third-party data to inform market understanding, monitoring competitive landscape, tracking product launch including market share and payer environment, physician targeting, and sales force effectiveness. Proven experience surveying and analyzing biotech/pharma market trends and best practices to enable forward looking plans.

• Experience with process development/project management in an emerging/growing company environment.

• Demonstrated experience working collaboratively across the organization including Sales, Market Access, Medical Affairs, Regulatory, Clinical, Legal, Human Resources, and Compliance. Developed effective partnerships with regulatory, legal, compliance in all aspects of business operations.

• Strong people management skills, with a record of accomplishment of managing and building a complete team.

• Demonstrated effectiveness working on multiple projects simultaneously.

• Demonstrated leadership focused on driving results and building successful team culture, a record of people management/development accomplishment, experience leading teams and cross-functional projects, and strong interpersonal, communications and presentation skills.

• Group and project leadership (interaction with cross-functional partners, conflict resolution, and consensus-driving) and project management (planning, prioritization, objective setting, meeting management, and plan execution) with history of working and delivering on multiple projects simultaneously, with tight deadlines and changing priorities.

• Effective communication/influencing skills and executive presence.

• A genuine passion for analytics and insights with natural curiosity and interest in solving complex problems.

Preferred

• A master’s or advanced degree preferred

• A foundation of experience in building a business operations team from the ground up, working in nimble organizations and company first product launches

The above statements are intended to describe the general nature and level of the work being performed by employees assigned to this position. This is not intended as an exhaustive list of all responsibilities, duties, and skills required. Aquestive reserves the right to make changes to the job description whenever necessary.

As part of Aquestive’s employment process, final candidate will be required to complete a drug test and background check prior to employment commencing.

Aquestive provides equal employment opportunities to all colleagues and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

The Company is required to provide a reasonable estimate of the salary range for this job in certain states and cities within the United States. Final determinations with respect to salary will take into account a number of factors, which may include, but not be limited to the primary work location and the chosen candidate’s relevant skills, experience, and education.

Expected salary range: $250,000 to $275,000/year

Available benefits include bonus eligibility, health care and other insurance benefits (for employee and family), retirement benefits, paid holidays, vacation, and sick days.