What are the responsibilities and job description for the Director of Life Sciences - Commercial Operations position at HORIBA Instruments?
The HORIBA Group of worldwide companies provides an extensive array of instruments and systems for applications ranging from automotive R&D, process and environmental monitoring, in-vitro medical diagnostics, semiconductor manufacturing and metrology, to a broad range of scientific R&D and QC measurements. Proven quality and trustworthy performance have established widespread confidence in the HORIBA Brand.
Inspired by our unique motto, “JOY and FUN,” we focus on social responsibilities by building state-of-the-art products for scientific advancement, especially for protecting health, safety, and the environment. “HORIBARIANs,” the HORIBA employees all over the world, look forward to working with additional creative and entrepreneurial self-starters. To learn more about our unique culture, visit our culture page.
Life Science Director Job Description:
The Life Science Commercial Operations Manager is responsible for enabling commercial excellence for HORIBA within the Life Science Field. Serving primarily the pharmaceutical and biopharmaceutical sectors, but also food and beverage, and cosmetics. This role ensures the commercial organization at HORIBA for Life Sciences has the tools, resources, processes, data, and insights needed to drive growth across instruments, complete solutions, consumables, and service offerings. The ideal candidate understands regulated pharma environments, long capital equipment sales cycles, and the operational requirements of selling into R&D, QC, and manufacturing environments.
Key Responsibilities:
- Drive commercial strategy execution aligned with business growth objectives
- Analyze market trends and customer needs to refine marketing and go-to-market strategies
- Translate customer pain points into product requirements, value propositions, and launch plans
- Support product development and commercialization, including technical content and KOL engagement
- Partner with Marketing on campaign execution and market positioning
- Lead pricing strategy, quoting processes, and margin optimization
- Develop revenue forecasts, demand plans, and pipeline analytics
- Build dashboards and reporting for bookings, revenue, and performance tracking
- Ensure compliance with GxP/GMP requirements and validation processes
- Support account segmentation across pharma R&D, QC, and manufacturing
- Collaborate cross-functionally with Sales, Product, Service, Marketing, and Finance
- Drive operational efficiency, scalable processes, and continuous improvement
- Manage complex, multi-stakeholder sales cycles and capital equipment workflows
Qualifications
Required:
- Bachelor’s degree in Life Sciences, Engineering, Business, or related field
- 7–10 years in Commercial Operations, Sales Operations, or Business Analytics within life sciences, pharma, or analytical instruments
- Strong understanding of pharmaceutical R&D, QC, and manufacturing workflows
- Experience with CRM and BI tools (e.g., Salesforce, Power BI, Tableau)
- Strong analytical, forecasting, and project management skills
- Excellent communication and cross-functional collaboration abilities
Preferred:
- MBA or advanced scientific degree
- Experience with capital equipment sales and long sales cycles
- Familiarity with GxP environments and validation processes (IQ/OQ/PQ)
- Experience supporting field service or applications teams
- Knowledge of installed base analytics and service revenue models
Compensation Package:
HORIBA Instruments offers a competitive compensation package that includes a 401(k) plan with match; employee group dental, vision, life, and disability (short and long-term) paid for by the company; medical insurance, family dental and vision insurance, and supplemental life insurance available with reasonable employee contributions; employee assistance program; paid holidays, vacation, and sick time; flexible spending accounts; and educational reimbursement and commuter benefit programs.
If you are an individual with a disability and need an accommodation during the application/hiring process, please call (732)494-8660 for assistance. HORIBA will provide reasonable accommodations, upon request, to support individuals with disabilities to be able to participate in the hiring process. HORIBA is committed to making our workplace accessible for individuals with disabilities.
EEO/Affirmative Action/Veteran Status/Disabilities.
Salary : $140,000 - $200,000