VP, North America Commercial Business Development

About the role

Life changing therapies. Global impact. Bridge to thousands of biopharma companies and their patients. We are PCI. Our investment is in People who make an impact, drive progress and create a better tomorrow. Our strategy includes building teams across our global network to pioneer and shape the future of PCI. The VP, North America Commercial Business Development is a transformative senior executive accountable for driving accelerated commercial growth, large pharma penetration, and go-to-market excellence across a ~$1B USD integrated CDMO business segment. This leader owns the full commercial engine across Advanced Drug Delivery (drug-device / combination products), Oral Solid Dose, Commercial Packaging, and Storage & Distribution - spanning SMID/biotech innovators through Top 20 Big Pharma. This role is both a market shaper and disciplined operator: building C-suite relationships, implementing modern GTM methodologies, championing an integrated "one-CDMO" go-to-market model, and delivering consistent, profitable results. The VP partners closely with Operations, Quality, Technical/Scientific, Finance, and Program/Client Services to ensure differentiated value delivery and an exceptional, compliant customer experience. Scope & Impact - Key Outcomes - Owns segment commercial performance including orders/bookings, revenue, margin, pipeline quality, and forecast accuracy for a ~$1B business. - Expands Top 20 Pharma relationships and enterprise strategic partnerships while building scalable coverage models for SMID/emerging biotech. - Leads and develops a high-performance North America commercial organization (sales leaders, account leaders, and enabling functions). - Drives integrated portfolio growth: ADD / drug-device combination, high potent & OSD, commercial packaging, and global warehousing including cold/ultra-cold chain. - Leads GTM transformation - deploying structured methodologies, data/analytics leverage, and consistent commercial discipline across the organization. - Ensures adherence to cGMP/GxP standards and regulated industry expectations while representing the company at the highest executive levels. Key Strategic Priorities 1. Large Pharma Penetration & Enterprise Expansion - Build and deepen C-suite relationships across Top 20 Global Pharma, positioning the company as a preferred, long-term CDMO partner. - Drive enterprise account strategies that integrate multi-site solutions, multi-year governance, and joint value creation. - Create land-and-expand motions for SMID/biotech clients, scaling partnerships through clinical-to-commercial transitions. 2. Go-To-Market Transformation & Commercial Excellence - Implement structured, data-driven GTM methodologies that drive consistency, rigor, and scalability across the commercial organization. - Build a customer segmentation strategy spanning SMID/emerging pharma, mid-market, and enterprise Big Pharma with defined coverage models and value propositions. - Leverage analytics and CRM data to improve pipeline velocity, forecast accuracy, and win-rate performance. - Standardize tools, KPIs, and commercial frameworks to enable best-practice sharing across sites and regions. 3. Integrated Portfolio & Solutions Selling - Champion an integrated "one-CDMO" approach that bundles and cross-sells: Advanced Drug Delivery (drug-device combination), OSD/high potent manufacturing, commercial packaging (launch readiness, artwork/change management), and storage & distribution/cold-ultra-cold chain. - Ensure commercial teams can articulate differentiated value: speed-to-market, quality, regulatory compliance, risk management, and total cost-of-value. - Support development-to-commercial pathways and lifecycle expansion across the full product portfolio. Essential Duties & Responsibilities Strategy & Go-To-Market Leadership - Define and execute the North America commercial strategy for the integrated CDMO segment, aligned to enterprise growth priorities and capacity/capability roadmap across ADD, OSD, packaging, and logistics. - Build and continuously refine customer segmentation strategy with differentiated coverage models, value propositions, and expansion plays for each segment. - Establish annual and multi-year plans for net-new logo acquisition, share-of-wallet expansion, and retention/renewal across the full product lifecycle. - Deploy data-driven GTM frameworks that drive predictability, discipline, and scalable commercial execution. Revenue Growth, Pipeline Management & Forecasting - Deliver sustainable revenue and profit growth by leading pipeline generation, opportunity qualification, pursuit governance, and win/loss learning loops. - Own executive-level forecasting cadence, ensuring high-quality deal hygiene, stage integrity, and transparent risk/opportunity management. - Drive pipeline velocity and conversion improvement through structured coaching, deal reviews, and commercial operating rhythms. - Embed rigorous win/loss analysis to continuously refine