Director of Commercial Strategy

This is a fully remote position, open to applicants in Ohio.

📋 Description

• Propel CRLTC’s commercial strategy and oversee GPO and Buying Group relationships.

• Create and uphold governance routines that enhance visibility, prioritization, and alignment within the commercial portfolio.

• Maintain a systematic approach to key renewals, strategic prospects, Buying Group and GPO-related priorities, and other significant opportunities.

• Facilitate commercial strategy and deal committee forums.

• Manage intake, prioritization, and review processes for renewals, acquisitions, strategic customer opportunities, Buying Group strategy decisions, and GPO-related decisions.

• Develop decision-ready materials that include customer context, strategic objectives, pricing, economics, risks, trade-offs, approvals, and recommended actions.

• Analyze customer economics, Buying Group performance, profitability drivers, pricing scenarios, contract terms, share-of-wallet opportunities, leakage, and enterprise trade-offs.

• Collaborate with Sales, Pricing, Finance, Buying Group leadership, and other stakeholders to shape customer-specific and group-level strategies.

• Oversee execution from strategy formulation through governance, approval, contracting, implementation, and post-signature tracking.

• Ensure internal alignment on GPO relationship strategies, commitments, growth expectations, share-of-wallet objectives, and execution requirements.

• Track commitments, milestones, market-share objectives, leakage-recapture priorities, and governance requirements; escalate risks and execution gaps as needed.

• Assist in GPO business reviews, governance meetings, renewals, forecasting discussions, amendment planning, and strategic interactions.

• Foster alignment across Sales, Pricing, Commercial Finance, SmartSource, Strategic Global Sourcing, Supply Chain/USSC, Commercial Excellence, Legal/Contracting, segment leaders, and enterprise stakeholders.

• Coordinate competitive intelligence, market insights, customer feedback, and win/loss analyses.

• Develop fact-based perspectives on customer profitability, Buying Group performance, purchasing behavior, share-of-wallet, leakage, market dynamics, and competitive positioning.

• Integrate internal and external inputs into recommendations for go-to-market strategies, partnership management, portfolio planning, and deal decision-making.

• Prepare executive-ready summaries, recommendations, and discussion materials for leadership.

⛳️ Requirements

• Bachelor’s degree in Business, Finance, Economics, Marketing, Healthcare Administration, or a related field; an advanced degree is preferred.

• Typically, 10+ years of pertinent experience in commercial strategy, deal governance, pricing/contracting, commercial finance, portfolio management, GPO management, or related roles within healthcare, pharmaceutical distribution, or a comparable B2B environment.

• Experience in supporting or leading commercial governance forums, strategic deal reviews, contract/renewal processes, and cross-functional decision-making.

• Preferred experience in working with or supporting GPOs, Buying Groups, strategic customer partnerships, or other complex channel/customer structures.

• Strong understanding of commercial strategy principles, pricing frameworks, contract governance, and economic value drivers.

• Excellent analytical and financial skills, including the ability to evaluate deal economics, profitability, share-of-wallet, leakage, and contract performance.

• Proven ability to influence and align stakeholders across a matrixed organization without direct authority.

• Strong skills in executive communication, meeting facilitation, and material development.

• Demonstrated capability to manage multiple strategic priorities with strong organization, follow-through, and attention to detail.

• A robust mindset focused on commercial strategy and governance.

• High analytical capacity and financial discipline.

• Ability to translate data, assumptions, and commercial complexities into actionable business recommendations.

• Skill in creating structure, discipline, and visibility across complex opportunities.

• Credibility with cross-functional leaders and comfort in executive-facing environments.

• Sound judgment in balancing customer needs, enterprise priorities, and execution realities.

• A collaborative and highly organized approach to advancing strategic initiatives within a matrixed environment.

🏝️ Benefits

• Medical, dental, and vision care.

• Backup dependent care.

• Adoption assistance.

• Infertility coverage.

• Family building support.

• Behavioral health solutions.

• Paid parental leave.

• Paid caregiver leave.

• Training programs.

• Professional development resources.

• Mentorship programs.

• Employee resource groups.

• Volunteer activities.