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Director, Commercial Operations

About Catalent San Diego

Catalent San Diego, Inc. (Formerly Pharmatek Laboratories, Inc.) is a premier pharmaceutical chemistry development and manufacturing organization supporting the pharmaceutical and biotechnology industries. Catalent San Diego (CSD) focuses on bringing client drug compounds from discovery to the clinic with services that include analytical development, preformulation testing, formulation development, GMP manufacturing and stability storage and testing.

At Catalent San Diego, we recruit and develop exceptional individuals with a passion for science and determination to excel. We offer a technically challenging and stimulating environment and the opportunity to learn from the best. We provide a generous benefits package, on-site gym and fitness programs, team sports, activities and competitive compensation.

Commercial Operations Director

The position is responsible for supporting the Business Development team and the site Operations, by providing management of existing customer relationships and providing on-site leadership for potential new customers and their business development opportunities. Works with CSD senior management and business development to finalize contracts which support the oral/injectable development and manufacturing business.  Working with business development and operations teams across multiple CTLT sites, ensures that customer programs effectively transition from Phase I/II services at CSD to development/tech transfer programs for later stage clinical trials and commercial opportunities at other CTLT sites. 

The position will directly supervise the Manager-Client Services and a team of Proposal Leads. The Manager-Client Services is responsible for onboarding customers and the Proposal Leads are responsible for the writing of proposals and the project management of the proposal process. 

Essential Duties and Responsibilities include the following. Other duties may be assigned.

  • Act as key relationship manager for customers (existing and new) working within a given site and ensure a superior level of communication occurs between the parties.
  • Coordinate and conduct customer site visits and associated hospitality with Manager-Client Services.
  • Work closely with the BD team to qualify opportunities for the site and manage the sales process.
  • Work closely with Internal Sales Group, BD, and Marketing to identify early phase customers and opportunities in the marketplace. 
  • Engage appropriate technical team members (from Corporate Science and Technology as well as site SMEs) to support the sales process.
  • Work closely with on-site Paralegal and Corporate Legal to review and modify proposals to ensure customer and CSD legal positions are supported. 
  • Supervise the Sr. Proposal Lead and be accountable for all transactions.
  • Supervise the Manager, Client Services and be accountable for all transactions for the Team.
  • Provide support to other BD team members on strategy/negotiation of development and manufacturing proposals.
  • Support the BD team in reporting and tracking functions.
  • Work as an integral member of the site, working closely with site GMs, supply chain directors, and BD team to identify and pursue current fiscal year revenue opportunities with existing customers. Develop and support delivery of budgeted customer revenue numbers for a site through participation in the site S&OP process and feedback to VP.
  • Collaborate with other Business Unit BD teams in the construction and execution of their strategic account plan(s), if applicable.
  • Oversee metrics tracking, reporting and forecasting business:
  • Work with IT/corporate sales operations to bridge existing offline metrics tracking with reporting in Voyager
  • Act as key point person for site S&OP and forecasting processes – work with site and BD team to pursue short-term revenue opportunities
  • Oversee and track pipeline value projections – with input from broader BD team
  • Act as key site resource for communication of pricing to broader BD team; works with site finance and GM to understand profitability and works with BD on pricing strategy.
  • Assist quality department in the negotiation of quality agreements with clients in collaboration with the legal department.
  • Continually evaluate and adapt new business and customer processes to create greater efficiency and effectiveness in pursuing new business and managing existing customers
  • Work with Project Management and Operations to manage customer complaints.


  • 10+ years of relevant experience in pharmaceutical or medical device manufacturing, quality or regulatory, general business management, technical project management and analysis
  • Bachelor’s degree in science, business administration or other related field; Master’s of business administration preferred.
  • Relevant industry knowledge of early phase drug product development, analytical research and development, project scale-up, product manufacturing, quality, validations, and regulatory
  • Experienced contract negotiator
  • Analytical, financial, and statistical skills
  • Customer services skills and professional demeanor
  • MS Office skills
  • Knowledge of ERP/MRP systems
  • Read, understand, interpret, and apply technical writing and instructions including manufacturing instructions
  • Demonstrated ability to read, write, and speak clear English.

About Catalent

Catalent Pharma Solutions is the leading global provider of advanced delivery technologies and development solutions for drugs, biologics and consumer health products. With over 80 years serving the industry, Catalent has proven expertise in bringing more customer products to market faster, enhancing product performance and ensuring reliable clinical and commercial product supply. For more information, visit

More products. Better treatments. Reliably supplied.™

Catalent is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

If you require reasonable accommodation for any part of the application or hiring process due to a disability, you may submit your request by sending an email along with the job number and title to This option is reserved for individuals who require accommodation due to a disability. Information received will be routed to a recruiter who will provide assistance to ensure appropriate consideration in the application or hiring process.

Notice to Agency and Search Firm Representatives:

Catalent Pharma Solutions (Catalent) is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Catalent employee by a third party agency and/or search firm without a valid written & signed search agreement, will become the sole property of Catalent. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank-you

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