Director, Commercial Strategy & Operations; Ophthalmology; OptymEdge

Overview

Job Title:
Director, Commercial Strategy & Operations (Ophthalmology)

Location: Remote in US & UK

Optym Edge, (part of the Emmes Group), develops proven solutions for training and certification of Visual Function Examiners and Visual Acuity Rooms.

Optym Edge partners with study teams to provide visual function certification that ensuresa high levelof quality and consistency for ophthalmic clinical trial data.

Optym Edgeis the largest and longest-standing certification organization in the industry. We pioneered visual acuity certification from conception. Our services have grown to be synonymous with providing the highest level of quality and standardization of clinical trial data.

• Over2,500 sites certified worldwide, since 1995

• Phase I through post-marketing experience across anterior segment and retina trials

• Clinical Ophthalmology, Optometry, and clinical trial expertise

Primary Purpose

The Director, Commercial Strategy & Operations shapes and supports Optym Edge’s commercial growth strategy while leading a disciplined, data-driven commercial operations function. The role is accountable for commercial intelligence, qualified pipeline generation, CRM and forecasting governance, and effective proposal, budget and pricing processes. It combines strategic thinking with hands‑on leadership to improve commercial performance and enable sustainable new business growth.

The primary focus:

• Commercial strategy and growth plan
• Data-driven commercial operations
• Qualified pipeline and new business growth
• Pricing and contract governance
• Alignment between lead generation and the commercial teams
• Team performance and development

Responsibilities Commercial Strategy & Market Insight

• Work with the Head of Commercial to develop annual commercial plans, target segments, priority accounts and growth initiatives.
• Analyse market trends, clinical development pipelines, customer needs and competitor activity to identify attractive opportunities and inform positioning.
• Provide practical recommendations to leadership on pipeline quality, customer opportunities, pricing trends and commercial priorities.
• Support account planning, qualification and win strategy for high-priority pursuits.

Commercial Operations & Governance

• Lead commercial operations including Salesforce governance, pipeline reporting, forecast processes, performance dashboards and KPI definitions.
• Own the governance and continuous improvement of proposal, budget and pricing workflows, ensuring timely, accurate outputs and appropriate approvals.
• Develop clear commercial controls for pricing, discounts and non-standard terms in partnership with appropriate decision-makers.
• Improve data quality, reporting consistency, win/loss analysis and adoption of effective commercial tools and processes.

Lead Generation & Pipeline Development

• Lead and develop lead generation capability, setting measurable expectations for qualified meetings, accepted opportunities and pipeline contribution.
• Define target account priorities and research‑led prospecting approaches to create a reliable flow of relevant opportunities.
• Engage prospective customers directly where senior‑level involvement can improve access or accelerate qualification.
• Establish practical qualification criteria, lead follow‑up expectations and conversion feedback loops to improve the quality of pipeline generated.

Commercial Collaboration & Execution

• Partner with commercial leadership to align prospecting priorities with sales capacity, customer strategy and opportunity conversion needs.
• Coordinate with relevant marketing and enterprise stakeholders on campaigns, conferences and market engagement, while respecting their functional ownership.
• Facilitate efficient collaboration across finance, scientific, operational and other…