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 an 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.

• 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 Zoom Info and Linked In 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.

• 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 life cycles, clinical trial activity, and key development and regulatory milestones to identify opportunities to engage earlier in packaging, temperature‑controlled distribution, and shipment…