Job Description

Level: Management
Job Location: US Remote - Hackensack, NJ 07601
Position Type: Full TimeEducation
Level: Masters Degree
Travel Percentage: 25% to 50%
Job Shift: Day
Job Category: Business DevelopmentTITLE:  Executive Vice President, Commercial
REPORTING LOCATION: US Remote (with significant travel as required)
REPORTS TO: Chief Executive Officer
OVERVIEW
Champions Oncology is seeking an experienced commercial executive to lead and scale its global commercial organization. The EVP, Commercial will design and operate the commercial infrastructure required to support the company’s next phase of growth, including sales coverage models, role clarity, forecasting discipline, and performance management.
The ideal candidate is a proven builder of commercial organizations in complex, science-driven environments—someone who brings rigor, accountability, and operational excellence to sales leadership while partnering closely with scientific, operational, and product teams.
CORE RESPONSIBILITIES
The EVP, Commercial is accountable for Champions Oncology’s full commercial P&L and for building a scalable, disciplined, and high-performing revenue engine across the company’s Services and Core CRO businesses. This role leads global sales execution, commercial operations, and revenue predictability, translating Champions’ scientific differentiation into consistent growth and margin expansion. This is a pure-play commercial leadership role—focused on execution, structure, and performance—without ownership of product management or strategic marketing.
Sales Leadership & Revenue Execution
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- Lead the global sales organization with primary focus on Services and Core CRO revenue.
- Define and execute sales coverage, territory, and account models across customer segments.
- Drive rigorous pipeline management, deal qualification, and forecast accuracy.
- Personally oversee execution of the largest and most strategic Services-led commercial opportunities
Commercial Organization Design & Enablement
- Design and implement a scalable commercial operating model, with clear role definition and accountability across:
- - Business Development
- - Key Account Management
- - Sales Coordination
- - Study Design Scientists and pre-sales scientific support
- Establish sales processes, operating cadence, CRM rigor, and performance dashboards.
- Build onboarding and coaching frameworks that support consistent execution as the organization scales.
Marketing Execution & Field Activation
- Through a dotted-line reporting relationship, own marketing execution in direct support of revenue generation, with a primary focus on field marketing, events, and customer-facing activities.
- Partner closely with the central Marketing and Growth Strategy teams to translate product positioning and messaging into effective field deployment.
- Lead execution of industry conferences, scientific meetings, and customer events, ensuring clear objectives tied to pipeline creation, deal acceleration, and account expansion.
- Ensure tight alignment between sales priorities and marketing activity, including campaign execution, account-based initiatives, and territory-specific programs.
- Provide feedback from the field to continuously improve messaging, materials, and go-to-market effectiveness, while maintaining discipline and consistency in execution.
Data Commercialization Alignment
- Drive smaller, programmatic data transactions (typically <$200K), sold through the core sales organization
- Partner closely with the Data Business Unit on larger, strategic data partnerships ($500K+), ensuring:
- Account coordination and clarity of ownership
- Alignment between Services and Data opportunities
- Commercial discipline and avoidance of channel conflict
- Appropriate BD team compensation
- Serve as the commercial integrator across offerings, while respecting Data BU deal leadership on strategic partnerships
Cross-Functional Collaboration
- Work in close partnership with Product, Scientific, Operations, and Marketing teams to translate offerings into effective commercial execution.
- Provide structured market feedback to inform product evolution and positioning, without owning product or strategic marketing decisions.
- Ensure seamless handoffs from sales to operations and delivery, supporting customer satisfaction and repeat business.
Executive Leadership & Governance
- Serve as a core member of the executive leadership team.
- Provide regular, data-driven updates to the CEO on revenue performance, pipeline health, margin trends, and commercial risks and opportunities.
- Represent Champions Oncology with senior biopharma stakeholders as required.

Qualifications
QUALIFICATIONS & CORE COMPETENCIES
Education & Experience
- Bachelor’s degree required; advanced degree (MBA, PhD, or equivalent) preferred.
- 15+ years of progressive commercial leadership experience within life sciences, CRO services, precision medicine, or complex scientific services.
- Demonstrated success building and scaling sales organizations delivering predictable revenue growth.
- Strong background selling services-led, consultative solutions into biopharma R&D, translational, and clinical stakeholders.
Skills & Attributes
- Proven commercial operator with strong P&L ownership mindset.
- Deep expertise in sales execution, forecasting, and commercial infrastructure.
- Ability to translate scientific value into disciplined commercial outcomes.
- High-integrity, data-driven leader who sets clear expectations and drives accountability.
- Executive presence with strong communication and relationship-building skills.
- Comfortable leading through growth, change, and increasing organizational complexity.
Key Performance Indicators (KPIs)
- Revenue growth across Services and Core CRO businesses.
- Gross margin performance and deal quality.
- Pipeline coverage, conversion rates, and forecast accuracy.
- Sales productivity and quota attainment.
- Effectiveness and scalability of the commercial operating model.
- Retention and development of top commercial talent.
This description reflects management’s assignment of essential functions, it does not proscribe or restrict the tasks that may be assigned.  We celebrate diversity and are committed to creating an inclusive environment for all employees.