Head of Commercial Finance

DescriptionHead of Commercial FinanceReports to: CFOLocation: Tustin/Irvine, CARole OverviewWe are seeking a highly strategic and analytically rigorous Head of Commercial Finance to serve as the financial partner to our Commercial, Business Development, and Program Management organizations.This role sits at the intersection of pricing, deal structuring, and profitability, ensuring that all commercial agreements are economically sound, cash-efficient, and aligned with the company’s value creation objectives.The ideal candidate brings deep experience in contract manufacturing and/or pharma, is comfortable operating in high-stakes negotiations, and has a strong command of how contract terms translate into revenue, margin, and cash flow outcomes over time.Key ResponsibilitiesCommercial Finance LeadershipAct as the primary finance partner to Commercial leadership on all pricing, contracting, and deal-related decisionsEstablish and continuously improve commercial finance frameworks for pricing, margin optimization, and deal approvalDrive consistency and rigor in evaluating customer profitability across lifecycle (from RFP to execution)Deal Structuring & Negotiation SupportActively participate in customer and partner negotiations as the finance leadStructure commercial agreements to optimize: Revenue recognition and timingMargin profile and cost recoveryCash flow timing (milestones, prepayments, working capital)Ensure contracts appropriately reflect: Capacity utilization dynamicsCost structure (fixed vs. variable)Risk allocation (e.g., batch failure, forecast risk, change orders)Pricing & Profitability AnalyticsBuild and own advanced models to evaluate: Project-level and customer-level profitabilityScenario analyses (volume, yield, pricing, input cost variability)Sensitivity to operational and contractual assumptionsPartner with Operations and Program Management to ensure cost assumptions reflect real manufacturing economicsContinuously track and report actual vs. expected profitability and identify drivers of varianceCash Flow & Contract EconomicsDevelop deep understanding of how contract terms impact: Cash conversion cycleWorking capital requirementsLong-term value creationEnsure commercial structures appropriately balance: Pricing vs. payment termsUpfront vs. back-ended economicsRisk vs. return trade-offsCross-Functional Business PartneringServe as a bridge between Finance, Commercial, Legal, and OperationsTranslate complex financial concepts into clear decision frameworks for non-finance stakeholdersSupport executive decision-making on strategic accounts, partnerships, and large dealsSuccess in the First 6 MonthsEnsure a standardized and effective pricing and deal review framework across all major opportunitiesEstablish visibility into customer and program-level profitabilityEnsure discipline and consistency in commercial decision-making and approvalsImprove cash flow profile through enhanced contract structuringBuild credibility as a trusted partner in negotiations and strategic discussionsRequired Qualifications10+ years of progressive experience in commercial finance, FP&A, or deal financeSignificant experience in one or more of the following: Contract manufacturing (CDMO preferred)Biopharma / life sciencesComplex project-based or long-term service contractsProven track record supporting or leading commercial negotiationsStrong financial modeling skills, including: Profitability modelingScenario and sensitivity analysisCash flow modelingKey CapabilitiesCommercial Acumen: Understands how deals are won and structured in competitive environmentsAnalytical Rigor: Able to build and interpret complex financial models quickly and accuratelyNegotiation Presence: Comfortable in customer discussions, able to influence outcomesSystems Thinking: Connects pricing, operations, contracts, and financial outcomes holisticallyJudgment: Balances risk and return, short-term vs. long-term value creationPreferred ExperienceExperience in pharmaceutical manufacturing or CDMO environmentsFamiliarity with: Capacity-based pricing modelsYield, batch economics, and manufacturing constraintsLong-term supply agreements Mindset & StyleHands-on, pragmatic, and business-firstComfortable operating in ambiguity and fast-moving deal environmentsWilling to challenge assumptions and push for economically sound outcomesStrong communicator who simplifies complexity for decision-makersWhy This Role MattersThis role directly impacts revenue quality, margin expansion, and cash generation—and is critical to ensuring the company scales with disciplined, value-accretive growth.Compensation: We offer competitive compensation packages for this role, including a base salary, performance-based bonuses, and comprehensive benefits such as health, dental, and vision insurance, 401(k) matching, and paid time off. The compensation range for this role is $172,800 - $216,000 annually depending on experience and qualifications. Additionally, we offer opportunities for career growth and development as well as a supportive and inclusive work environment.