Director, Commercial Operations

São Paulo
See job description.
January 30 2021
Position Type
Full Time
Organization Type


Director, Commercial Operations
Brazil - Sao Paulo

Gilead Sciences, Inc. is a research-based bio-pharmaceutical company that discovers, develops and commercializes innovative medicines in areas of unmet medical need. With each new discovery and investigational drug candidate, we seek to improve the care of patients living with life-threatening diseases around the world. Gileads therapeutic areas of focus include HIV/AIDS, liver diseases, cancer and inflammation, and serious respiratory and cardiovascular conditions.

Making an impact on a global scale
Inclusion is one of the companys five core values. Thats because we know that we are stronger and more innovative at Gilead when we are informed by a diverse set of backgrounds, experiences and points of view. Gilead Sciences is a biopharmaceutical company that discovers, develops and commercializes innovative therapeutics in areas of unmet medical need. The company's mission is to advance the care of patients suffering from life-threatening diseases worldwide.

When you join Gilead, you join our mission to change the world by enabling people to live healthier and more fulfilling lives. Come join a mission-driven bio-pharmaceutical organization that values inclusion and diversity, has a strong portfolio of products, and is constantly #CreatingPossible

Director, Commercial Operations

Location: Sao Paulo, Brazil


Gilead Sciences, Inc. is a research-based biopharmaceutical company that discovers, develops and commercializes innovative medicines in areas of unmet medical need. We strive to transform and simplify care for people with life-threatening illnesses around the world. Gilead's portfolio of products and pipeline of investigational drugs includes treatments for HIV/AIDS, liver diseases, cancer, inflammatory and respiratory diseases.

Reporting to the Director of Global Commercial Operations (GCO) - Head of Latin America Commercial Operations for the Intercontinental Region, and based in Sao Paulo, you would lead the Commercial Operations support team for the Brazilian affiliate. Areas of support will include Analytics & Insights, Commercial Learning & Development, Sales Analytics & Operations, Trade Operations, Events Management and Digital & Innovation.

Job Description:

In this role, you would be responsible for leading all aspects of Commercial Operations in Brazil, and serve as Commercial Operations partner for the General Manager (a member of the Brazil Leadership Team). In addition, you would work closely with Business Unit leads and cross-functional partners, to ensure services are rendered appropriately, and the quality of commercial operations deliverables is consistently high. You would also partner with the Intercontinental Commercial Operations (ICO) Center of Excellence (COE) leads, to ensure critical Commercial Operations capabilities are leveraged to support Brazil. COE leads include those from Analytics & Insights, Sales Operations & Training, Trade Operations, and Digital & Innovation.

We are seeking a dynamic, experienced leader, with a strong track record of experience in the pharmaceutical (or biopharmaceutical) industry. Moreover, this role requires a proven ability to effectively manage a team, complex projects, influence stakeholders without authority, network across a global organization, and effectively communicate with leaders (all within a fast moving, challenging and dynamic commercial environment).

Essential Duties:

Specific responsibilities include (but are not limited to):



  • Building strong working relationships with the General Manager and Business Unit leads for Brazil, cross-functional leaders (including Medical Affairs, Finance, Regulatory, BC/Legal, etc.), all other leaders within Intercontinental Commercial Operations, and with external stakeholders to:
    • Representing the needs of Brazil and maximizing the support and value-add for each functional area
    • Optimally leveraging their engagement and influence in critical market scenarios to drive performance
    • Promoting and sharing best practices, and collaborating on shared business issues / projects


  • Leading and mentoring the local Brazil Commercial Operations team including multiple direct reports
  • Leading the development of commercial best practices with other Intercontinental sub-regions:
    • Advancing best practice sharing and developing a body of customer and market knowledge / expertise within Brazil
    • Identifying country trends / innovative solutions applied in market, and evaluating opportunities arising for other markets
  • Supporting the development of robust Commercial plans for Brazil including:
    • Developing the 1, 3, and 10-year plans aligned with the corporate planning cycles designed to achieve / exceed targets
  • Working closely with FP&A partners to drive and support the quarterly business review process:
    • Monitoring the performance of market against plan and understanding the dynamics in-country
    • Gaining insight and identifying the key issues requiring discussion
    • Evaluating the rationale for latest estimates and forecasts and offering suggestions for improvement
  • Ensuring that Brazil Commercial Operations strategic plans, goals and objectives are documented, communicated, reviewed and evaluated on a continuous basis
  • Proactively engaging with commercial groups to resolve issues, conflicts and interdependencies
  • Developing relevant strategic frameworks, templates, and solutions to meet the evolving needs of the Commercial Operations capabilities
  • Leading the Brazil Commercial Operations team by example, respecting Gilead core values of integrity, accountability, teamwork, excellence, and inclusion
  • Ensuring market stakeholders are engaged throughout Commercial Operations work processes, continuously incorporating feedback to ensure relevance and inclusion


Skills and experience:



  • B.A./B.S. required (M.S./Ph.D. in Life Sciences, M.D or M.B.A. or equivalent preferred)
  • 12+ years in the pharmaceutical or biotech industry including expertise in commercial operations, commercial strategy or planning, marketing and/or medical affairs, with increasing responsibilities and accountabilities, including management experience
  • Fluency in both English and Portuguese is required (spoken, reading, and writing)
  • Commercial roles in Brazilian market
  • Demonstrated ability to develop and deliver compelling presentations to large audiences
  • Strong leadership and self-direction, comfort and experience tackling ambiguous and complex problems. Must be able to lead and influence without authority
  • Excellent interpersonal skills with ability to lead, interact with, focus, negotiate, resolve conflict and drive consensus among individuals from a variety of cultures and disciplines
  • Excellent communication skills, with an ability to efficiently and productively communicate both orally and in writing, experience presenting before members of the executive staff
  • Proven ability to lead collaboratively, solving problems creatively, to overcome barriers or resistance
  • Demonstrated excellence in program management, project management, change management and effectively managing multiple projects/priorities
  • Proficiency in MS Word, Excel and PowerPoint



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