Sr. Director, Commercial Operations Leader

Overview

Make a global impact-join Repligen.
We're united by a mission to inspire advances in bioprocessing as a preferred partner in the production of biologic drugs that improve human health worldwide. No matter your role or background, at Repligen, you will play a key part in shaping some of the most innovative and life-changing therapies in the world. We foster a culture of purpose, collaboration, and shared success-where every voice matters and every contribution drives progress. Join us!

The Senior Director, Commercial Operations at Repligen is responsible for leading and developing the commercial operations team to drive business performance and operational excellence. This role ensures commercial effectiveness through strategic leadership, process optimization, and the integration of advanced technologies, including CRM and AI solutions to enable commercial intelligence and effectiveness. Acting as a key liaison across sales, marketing, finance, and customer service, this leader plays a critical role in aligning commercial strategies with organizational goals.

Responsibilities

• Team Leadership: Lead, manage, and develop the commercial operations team to achieve organizational objectives.
• Strategy: Develop and implement commercial strategies, business plans, and budgets to achieve company objectives and improve commercial effectiveness and efficiency, while enhancing the customer experience.
• CRM Management: Maintain and enhance the Salesforce CRM system to support commercial activities and execute a long-term strategic roadmap.
• Technology Integration: Develop and implement an AI roadmap to improve commercial efficiency and effectiveness.
• Sales Operations: Oversee quarterly commissions processes, ensuring accuracy and timely payroll submissions; design and administer commission programs to drive desired behaviors.
• Contract Management: Lead commercial negotiations, review Master Supply Agreements, and manage customer-facing commercial and contractual requirements.
• Financial Oversight: Maintain accruals for annual rebate schemes and manage budgets related to commercial operations.
• Price Realization : Work with the finance organization to drive positive price realization, understand reasons for leakage and opportunities to meet and exceed annual price realization targets.
• Analytics & Insights: Deliver sales analytics and business intelligence to identify opportunities and guide strategic decisions.
• Cross-Functional Collaboration: Partner with sales, marketing, finance, and customer service to ensure alignment and operational efficiency.
• Customer Experience: Enhance customer satisfaction and retention through improved processes and commercial strategies.

Qualifications

• 10+ years of experience in commercial leadership, preferably within life sciences or technology sectors. Bachelor's Degree required.
• Strong expertise in CRM systems, particularly Salesforce.
• Demonstrated ability to develop and implement AI-driven solutions.
• Experience designing and administering sales commission programs.
• Excellent negotiation skills and experience managing commercial contracts.
• Strong analytical skills with the ability to deliver actionable insights.
• Proven ability to build, lead, and develop high-performing technical teams.

• Strong balance of strategic leadership and hands-on implementation; ability to translate vision into practical outcomes.

• Solid understanding of business finance, strategic planning, and operational management.
• Proficiency with business software tools (CRM, Excel, financial modeling).

What Repligen Offers

Our mission is to inspire advances in bioprocessing as a trusted partner in the production of biologic drugs that improve human health worldwide. Focused on cost and process efficiencies, we deliver innovative technologies and solutions that help set new standards in bioprocessing. The estimated base salary range for this role, based in the United States of America is $207,153- $295,712. Compensation decisions are dependent on several factors including, but not limited to an individual's qualifications, location, internal equity, and alignment with market data. Additionally, employees are eligible to participate in one of our variable cash programs (bonus or commission) and eligible roles may receive equity as part of the compensation package. We offer a wide range of benefits such as paid time off, health/dental/vision, retirement benefits and flexible spending accounts. All compensation and benefits information will be confirmed in writing at the time of offer.

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