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Sales Operations & Commercial Intelligence Lead
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Sales Operations & Commercial Intelligence Lead
As the Sales Operations & Commercial Intelligence Lead, you will play a critical role in the success of Inside Sales and Business Development Managers (BDMs) by driving lead generation, market intelligence, and commercial insights that enable the team to identify, prioritize, and engage high-value opportunities across the pharmaceutical and life sciences industry.
This role will own and optimize prospecting and market intelligence tools while developing a comprehensive view of the industry landscape and value chain, to include key suppliers and service providers, current and potential pharma customers, and cold chain competitors, and develop a running list of prospects factoring in drug pipelines, clinical trial activity, and key developments in the commercial distribution of drug products requiring cold chain packaging and logistics. You will connect insights from multiple internal and external sources to identify whitespace, uncover emerging opportunities, and provide Inside Sales and BDMs with clear, actionable intelligence that drives customer engagement and pipeline growth.
Serving as a key liaison between Inside Sales, BDMs, and Marketing & Sales Enablement, you will understand commercial needs and priorities, translate them into clear requirements, and coordinate the tools, data, insights, and enablement support needed for success. Working closely with the Salesforce Platform team and other cross-functional partners, you will ensure commercial intelligence is effectively captured, shared, and acted upon, resulting in pipeline growth and revenue conversion.
In addition, you will own the end-to-end sales process with a firm understanding of the MEDDPICC sales methodology, and will look for ways for continuous improvement to optimize the process, driving higher conversion rates at each stage of the process, higher overall win rates, and shortening the sales cycle length.
The successful candidate is analytical, commercially minded, curious, and highly proactive, with the ability to connect business needs to execution and turn complex information into meaningful insights and new commercial opportunities.
Primary Duties & Responsibilities
Lead Generation & Prospecting
- Own and drive the lead generation strategy, identifying high-potential prospects, accounts, programs, and opportunities for Inside Sales and BDMs.
- Manage and optimize prospecting and intelligence platforms, including ZoomInfo and LinkedIn Sales Navigator, to maximize commercial value, data quality, and adoption.
- Develop targeted prospect lists based on defined customer profiles, therapeutic areas, geographies, pharmaceutical pipelines, and strategic commercial priorities.
- Conduct account whitespace analysis to identify opportunities within existing customers, including divisions, locations, therapeutic areas, programs, and contacts not currently engaged with the business.
- Identify net-new target accounts and develop actionable intelligence to support focused Sales outreach.
- Establish processes for lead qualification, prioritization, routing, and follow-up to ensure high-value opportunities are acted upon consistently.
- Establish a disciplined lead handoff and feedback process with Inside Sales and BDMs, ensuring outcomes are captured and used to continuously improve lead quality and targeting.
Market & Commercial Intelligence
- Develop and maintain a comprehensive view of the pharmaceutical and life sciences landscape, including key companies, therapeutic areas, drug pipelines, and market participants.
- Monitor pharmaceutical development lifecycles, clinical trial activity, and key development and regulatory milestones to identify opportunities to engage earlier in packaging, temperature-controlled distribution, and shipment planning decisions.
- Research key decision-makers, influencers, partners, CDMOs, CROs, logistics providers, and other organizations involved throughout the pharmaceutical supply chain.
- Analyze where the company currently does business, where relationships are limited, and where significant market opportunities exist.
- Monitor market developments, industry trends, customer activity, partnerships, investments, expansions, and other commercial signals that may create new business opportunities.
- Synthesize intelligence from multiple internal and external sources to identify patterns, emerging opportunities, risks, and clear recommended actions.
- Develop regular commercial intelligence updates highlighting priority opportunities, market developments, and recommended areas of commercial focus.
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Competitive Intelligence
- Lead ongoing competitive research to strengthen understanding of key competitors, their customers, capabilities, product offerings, positioning, partnerships, and market activity.
- Develop and maintain competitive profiles and intelligence that help Inside Sales and BDMs understand the competitive landscape and differentiate effectively.
- Monitor competitor announcements, product launches, customer wins, partnerships, expansions, and other relevant market developments.
- Identify potential competitive displacement opportunities and provide actionable account-level intelligence to support Sales engagement.
- Partner with Marketing and Sales to ensure competitive insights are incorporated into messaging, sales tools, account strategies, and commercial planning.
Sales Partnership & Enablement
- Serve as a key liaison between Inside Sales, BDMs, and Marketing & Sales Enablement, ensuring commercial needs and priorities are clearly understood and translated into actionable requirements.
- Proactively gather and prioritize Sales needs to help guide the development of tools, data, content, insights, and enablement resources.
- Partner with Marketing & Sales Enablement to coordinate execution of prioritized commercial initiatives and ensure deliverables meet the needs of Inside Sales and BDMs.
- Identify gaps in Sales tools, information, processes, and enablement and recommend solutions that improve commercial effectiveness.
- Maintain a consistent feedback loop with Inside Sales and BDMs to evaluate effectiveness, identify evolving needs, and continuously improve commercial support.
- Help connect Sales priorities across teams to ensure resources are focused on the activities and opportunities with the greatest potential commercial impact.
Salesforce & Data Partnership
- Partner closely with the Salesforce Platform team to ensure lead generation and commercial intelligence processes are effectively supported within Salesforce.
- Define business requirements for capturing prospect, account, competitive, and market intelligence within Salesforce.
- Ensure intelligence gathered through ZoomInfo, LinkedIn Sales Navigator, clinical trial databases, and other sources is incorporated into Salesforce where appropriate and can be effectively acted upon by Inside Sales and BDMs.
- Partner with the Salesforce Platform team to improve lead management, account intelligence, reporting, dashboards, and commercial workflows.
- Support data quality and enrichment initiatives to improve the completeness and usefulness of customer and prospect information.
- Identify opportunities to automate intelligence gathering, lead enrichment, prioritization, and Sales notifications.
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Commercial Analysis & Action
- Partner with Sales leadership to identify and prioritize strategic accounts, prospects, therapeutic areas, and market opportunities.
- Provide intelligence and analysis to support territory planning, account planning, and commercial strategy.
- Identify early indicators of future demand and help Inside Sales and BDMs proactively engage before packaging and distribution decisions are finalized.
- Translate commercial data and intelligence into clear recommendations regarding where Sales should focus, who should be engaged, and what actions should be taken.
- Connect market, customer, competitive, and pipeline intelligence to identify opportunities that may not be visible through any single source of information.
Performance & Continuous Improvement
- Own the end-to-end sales process, utilizing the MEDDPICC sales methodology, and identify opportunities to optimize the process, driving higher conversion rates at each stage of the process, higher overall win rates, and reduced the sales cycle length.
- Develop reporting and analytics to measure lead generation activity, lead quality, conversion, account penetration, and commercial opportunity.
- Establish KPIs that demonstrate the effectiveness and business impact of Sales Operations and commercial intelligence activities.
- Measure the contribution of lead generation and commercial intelligence activities to qualified pipeline and revenue.
- Track outcomes from identified opportunities to continuously improve targeting models, intelligence sources, tools, and lead generation strategies.
- Use feedback and performance data to continually improve how commercial intelligence is identified, prioritized, delivered, and acted upon.
Job Requirements
- Bachelor's degree in Business, Marketing, Life Sciences, Analytics, or related field.
- 2-5 years of experience in Sales Operations, Commercial Operations, Business Development, Market Intelligence, or a related commercial role.
- Experience within pharmaceutical, life sciences, healthcare, logistics, packaging, or another complex B2B environment strongly preferred.
- Strong understanding of lead generation, account targeting, market research, competitive intelligence, and commercial analytics.
- Experience with Salesforce CRM and sales intelligence/prospecting platforms such as ZoomInfo and LinkedIn Sales Navigator.
- Experience researching pharmaceutical pipelines, clinical trials, drug development lifecycles, or life sciences markets strongly preferred.
- Strong analytical and problem-solving skills with the ability to combine information from multiple sources, identify patterns, and translate findings into commercial action.
- Ability to move beyond reporting what happened to identifying what it means, where the opportunity is, and what the commercial team should do next.
- Excellent communication, stakeholder management, and presentation skills, with the ability to communicate insights clearly to Sales teams and leadership.
- Self-motivated, curious, and proactive with the ability to manage multiple priorities in a fast-paced, global environment.
What we offer
- Competitive annual salary
- Hybrid working
- Annual Bonus Scheme
- Electric vehicle salary sacrifice scheme
- Cycle to Work scheme
- WPA – Optional private medical insurance and/or dental and optical cash plan
- Employee Assistance Programmes (EAPs)
- Free eye tests
- 26 days' annual leave, plus bank holidays
- Long service awards
- Pension scheme with employer contributions matched up to 6%
- Death in service benefit
- Life assurance (4x annual salary)
- Plus many more
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