Head of Commercial Development Ophthalmic

Strategic Portfolio Management

· Assess market opportunities and customer needs.

· Develop business cases and growth strategies.

· Define target service offerings and commercialization plans.

· Develop the financial Business Case (with finance) and act as Business Case Owner in the sense of project management;

Strategic Market Leadership

· For these programs, act as "intrapreneur" (internal entrepreneur), driving the progress, and monitoring key financials of the business case;

· For ophthalmic programs, create and lead the cross-functional "business/product team", bringing together key functions such as market facing functions, R&D, Project Management, Engineering and Finance and ensuring choices made along the way are always aligned with market needs;

· In case of "buy" decisions, develop the partner network to assure all competencies are accessible, and set up a structure in which the contributions and roles (fee-for-service, risk partner, etc.) of all partners is clear; and

· In case of ophthalmic partnerships (buy), act as external customer and orchestrate (with procurement and project management) the deliverables, terms and progress of the partner.

Commercial Strategy & Business Development

· Develop and deliver customer presentations and business development meetings;

· Effectively manage a new business pipeline of potential opportunities to feed growth strategy;

· Participate in industry meetings and trade shows as needed;

· Maintain current knowledge of, and advise on, pricing trends and deal structures as it relates to ophthalmic development programs and commercial manufacturing in order to advise during strategic negotiations with pharma partners.

· Articulate a crystal clear value proposition, and express that in attractive and convincing collateral (with MMS), identifying and separately addressing key stakeholders in the Decision Making Unit;

· Articulate a commercial strategy (LTS risk appetite, ideal partner profile, channel strategy, customer priorities);

Market Intelligence

· Stay current of competitive and device marketplace and strategic positioning of competitors and device manufacturers;

· Identify market potential within the market landscape of addressable segments and their respective needs;

· Understanding the competitor (direct / indirect) landscape, and articulating clear differentiators for the LTS solution;

· Propose and decide on external support required to validate market demand (market studies) and market resonance (surveys, panels, consumer research);

Leadership

· Provide coaching, direction and support to other team members as required;

· Train the commercial teams in value proposition and commercial strategy;

· Support, motivate, stimulate and where necessary challenge the commercial teams to generate and close customer projects with the offerings in scope;

· Ensure compliance at all times to regulatory requirements and internal policies.