VP, Commercial

At West, we’re a dedicated team that is connected by a purpose to improve patient lives that has been at the center of our Company for more than a century. Our story began when Herman O. West solved the problem of supplying penicillin in mass quantities to the US Government during World War 2. Through our work to deliver thousands of life-saving and life-enhancing injectable medicines to millions of patients daily, West’s indelible mark on the healthcare industry has just begun. A name started our story. How will yours help write our future?  

There’s no better place to join an inclusive community of professionals with opportunities for lifelong learning, growth and development. Supported by benefit programs, we empower the physical, mental, emotional and financial health of our team members and their families.  

We believe in giving back to help those in need in the communities where we live and work. And are equally committed to creating a healthier environment and planet through our sustainability efforts.  

Job Summary

The VP, Commercial is responsible for defining and executing the global commercial strategy across the West Vantage Operating Unit (“OU”), including all regions and segments. Reporting to the OU President and serving as a member of the OU Senior Leadership Team, this role drives sustainable revenue growth, margin expansion, and long-term value creation.

In a highly regulated Pharma Services/CDMO environment, the VP, Commercial for West Vantage ensures commercial excellence across the full customer lifecycle—from early-stage development partnerships through commercial manufacturing and lifecycle management—while aligning growth strategy with operational capacity, regulatory requirements, and capital investment priorities.

This role leads all global commercial functions for the OU, including Marketing and Commercial Operations, and Account Management and Business Development for Strategic Global Accounts, Channel Partners, and Emerging and Mid-Tier Pharma. A key responsibility will be to shape the commercial organization, standards, and processes, while driving high-value growth across the global network, strategically focused on drug/device assembly and packaging, as well as integrated combination product services. This role will be positioned as a possible future successor to the OU President.  #LI-CT1

Essential Duties and Responsibilities

OU Commercial Strategy

• Define and execute a multi-year global commercial strategy aligned with corporate objectives and the 10-year strategic plan
• Shape growth priorities across customer segments, geographies, and offerings
• Lead global go-to-market architecture across early development, clinical supply, and commercial manufacturing
• Present commercial strategy, outlook, and growth scenarios to executive leadership
• Lead strategic and tactical marketing in support of strategic planning and market adoptions, including market sizing, pipeline modeling, offering definition, and multi-channel marketing plans (trade shows, digital marketing, sales enablement tools, etc.)

Revenue Growth & Margin Expansion

• Lead commercial organization to meet or exceed strategic plan revenue and margin commitments, driving sustainable, profitable revenue growth across all regions and segments
• Own global pricing strategy, program scope, investment models, and value-based selling frameworks
• Manage the opportunity gating and proposals process to ensure alignment to customer scope, execution requirements, commercial thresholds, and strategic business priorities
• Manage and track investment models to ensure adherence to program assumptions
• Establish disciplined deal governance through structured approval frameworks and commercial policy oversight
• Lead targeting and lead generation, and implement tracking mechanisms

Strategic Account & Portfolio Management

• Oversee enterprise strategic account governance, including executive sponsorship models
• Drive long-term lifecycle partnerships with key pharma, biotech and channel partners
• Conduct whitespace and adjacency analysis to expand share of wallet
• Influence portfolio prioritization through customer and market insights

M&A & Commercial Integration

• Lead commercial due diligence in acquisitions and strategic partnerships
• Assess revenue synergies and market expansion opportunities
• Oversee commercial integration planning post-acquisition
• Ensure seamless customer continuity during integration processes

Additional Responsibilities

Digital Commercial Transformation

• Drive CRM optimization, AI-enabled forecasting, and advanced analytics adoption
• Implement standardized global commercial processes and data governance
• Develop omnichannel engagement strategies tailored to pharma, biotech, and channel partner expectations
• Strengthen forecasting accuracy to support capacity and capital planning

Customer Experience & Lifecycle Management

• Champion a customer-centric culture across the OU
• Design differentiated service models aligned with segment complexity (e.g., emerging biotech vs. large pharma)
• Integrate Voice-of-Customer insights into new service offerings, business models and operational design
• Ensure seamless coordination between Commercial, Operations, Quality, Regulatory, and other cross-functional stakeholders

Global Operating Model & Organizational Leadership

• Define the global commercial operating model across regions and business offerings
• Establish sales compensation philosophy aligned with margin and growth objectives
• Standardize global account management frameworks
• Build and lead a high-performing, diverse commercial organization
• Develop succession planning and enterprise leadership capabilities

Key Performance Indicators

• Revenue growth (organic and inorganic)
• Gross margin expansion
• Pricing realization and discount discipline
• Strategic account penetration and retention
• Forecast accuracy
• Customer satisfaction and Net Promoter Score (NPS)
• Pipeline conversion rates
• Post-M&A revenue synergy realization

Leadership Impact

• Embedding commercial discipline in capacity planning
• Strengthening long-term supply agreements
• Enhancing predictability of revenue streams
• Improving margin resilience in regulated markets
• Supporting innovation through customer insight integration

Education

• Bachelor's degree or equivalent required
• Master's degree or equivalent preferred

Work Experience

• Minimum of 20 years of work experience
• Minimum of 10 years of experience in Sales and/or Marketing roles
• Minimum of 10 years of experience in progressive Leadership roles

Preferred Knowledge, Skills and Abilities

• Ability to communicate and collaborate effectively with a variety of internal and external stakeholders, including executive leadership, Board membersand colleagues
• Excellent verbal and written communication skills to effectively convey ideas, negotiate, and influence stakeholders at all levels of the organization
• Ability to listen, partner, and team with other leaders on decisions and gain credibility with leadership internally and at clients by consistently delivering business-oriented advice in a timely fashion
• Sees the big picture, connects the dots, and creates strategies to achieve the competitive advantage; can see the possibilities, defines the map to get there and translates actions into meaningful value
• Demonstrated ability to understand regulatory environments (FDA, etc.), long term supply agreements, tech transfer dynamics, and Lifecycle management
• Ability to attract, develop, and mentor talent, build high-performing teams, and foster a culture of collaboration, innovation, and continuous learning

Travel Requirements

40% Up to 104 business days per year

Physical Requirements

Sedentary-Exerting up to 10lbs/4kgs of force occasionally, and/or negligible amount of force frequently or constantly to lift, carry, push, pull, or otherwise move objects, including the human body. Sedentary work involves sitting most of the time.

What We Offer

This is a remote position allowing the team member to work from homeInclusive & Collaborative Culture: A global workforce that values diversity, equity, and inclusion—where all voices are heard and respected in a supportive environment.Global Career Opportunities: With facilities across North America, Europe, and Asia-Pacific, employees have opportunities for international exposure and cross-functional collaboration.Generous Paid Time Off (PTO):
Flexible vacation, personal, and holiday leave ensures employees can maintain a healthy work-life balance and recharge effectively.Community Involvement: West encourages volunteerism through its West without Borders initiative and other charitable programs that make a difference in local communities.Continuous Learning & Development: Opportunities for professional growth through training programs, tuition assistance, leadership development, and skill-certification initiatives.

West is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sex, gender identity, sexual orientation, age, marital status, veteran status, or disability status.  If you have a special need that requires accommodation in order to apply to West, please send an email to [email protected].  Where permitted by law, an offer of employment with West Pharmaceutical Services, or any of its subsidiary or affiliate companies, is contingent upon the satisfactory completion of background screening.