Director, Commercial Contracts Operations - Pharmaceuticals

Nature and Scope

The Director, Commercial Contracts & Operations serves as a strategic leader within ARI's Commercial organization, accountable for shaping and executing the company's contracting, sales operations, and patient support infrastructure. This role provides enterprise-level oversight of commercial contracting, HUB and copay services, business rules governance, and operational processes that directly impact revenue performance, market access, and customer experience. The Director, Commercial Contracts & Operations partners with senior leadership to design and implement strategies that ensure ARI remains competitive, compliant, and operationally efficient in a dynamic marketplace. In addition to driving excellence in contract administration and sales operations, this role provides leadership for the design and governance of incentive compensation plans, territory alignment, and field analytics tools, enabling effective decision-making at the executive and field level. The Director, Commercial Contracts & Operations collaborates cross-functionally with Marketing, Market Access, Finance, Legal, Compliance, and IT to ensure alignment of policies, systems, and communication across the organization. This position requires both strategic vision and hands-on operational expertise to ensure ARI's commercial infrastructure supports long-term growth, patient access, and overall organizational success.

Essential Duties and Responsibilities

Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time.

Commercial Contracts & Operations:

• Provide strategic oversight for the execution, maintenance, and governance of commercial contracts across all customer segments including wholesalers, GPOs, specialty distributors, and institutional providers.
• Ensure accurate implementation of contract terms within internal systems, including pricing, eligibility, and customer onboarding processes.
• Lead and manage the team responsible for commercial contract operations, administrative workflows, and compliance with internal policies.
• Establish and maintain SOPs for contract processing, approvals, documentation, and archiving.
• Direct cross-functional initiatives related to commercial operations to support product launches, pricing changes and market access strategies.
• Partner closely with Legal, Compliance, and Finance to ensure policies, procedures, and risk mitigation frameworks are upheld across commercial agreements.
• Provide operational leadership during audits and ensure integrity of documentation across systems and processes.

HUB, Copay, and Patient Support Programs:

• Oversee the strategy, governance, and operational management of HUB and copay service providers to ensure seamless patient and provider support.
• Develop and enforce business rules related to HUB and copay programs to align with compliance, financial, and commercial objectives.
• Monitor vendor performance and ensure proper reporting, service quality, and alignment with contractual obligations.
• Partner with Marketing to ensure that all applicable promotional materials, patient support resources, and webpages are accurate, compliant, and updated in a timely manner.
• Manage approval processes for product replenishment and ensure operational controls are in place.

Sales Operations:

• Direct territory alignment planning and execution for customer-facing teams in partnership with sales leadership and commercial operations.
• Oversee the design, governance, and implementation of incentive compensation plans, including methodology, goal setting, performance tracking, and communication to field teams.
• Manage the end-to-end incentive compensation cycle including calculation, validation, reconciliation, and final approval for payment.
• Provide leadership for the development and maintenance of sales dashboards, call reporting systems, and field performance analytics tools.
• Collaborate with internal stakeholders to deliver actionable insights that inform sales execution, resource deployment, and commercial effectiveness.
• Ensure data governance, accuracy, and compliance with defined business rules across sales incentive, CRM, and territory management platforms.
• Lead strategic initiatives to optimize field force structure and develop reporting to measure sales effectiveness and ROI.
• Perform any other tasks/duties as assigned by management.

Education Requirements and Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required.

• Bachelor's Degree in Business, Health Administration, or related field required; advanced degree strongly preferred.
• 10-12 years of experience in pharmaceutical contracts, commercial operations, or sales operations required.
• Minimum 7 years in a supervisory/leadership role with demonstrated ability to lead cross-functional teams and managers.
• Proven experience managing HUB/copay services, contracts, and sales operations functions within a pharmaceutical organization.
• Strong understanding of pharmaceutical contracting, market access dynamics, territory planning, and incentive compensation practices.
• Familiarity with contract management systems, CRM platforms, HUB technologies, and incentive compensation software.
• Proficiency in Microsoft Excel, PowerPoint, and business intelligence/analytics tools.
• Excellent interpersonal, written, and verbal communication skills with the ability to present to executive leadership.
• Demonstrated success in leading cross-functional initiatives, vendor management, and governance frameworks in a matrixed organization.
• Strong analytical, organizational, and problem-solving skills with the ability to balance strategic oversight and tactical execution.
• High attention to detail with the ability to prioritize and manage competing business needs.
• 15% travel may be required to attend conferences, external customer meetings and team meetings.

Expected Salary Range:

$178,000-190,000

American Regent celebrates diversity and we are committed to creating an inclusive environment for all employees. We are an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, or protected veteran status.

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