Your Commercial Leader Is Good. Are They Good Enough?

Your Commercial Leader Is Good. Are They Good Enough?

You don’t want to replace them.
They’ve been loyal. They work hard. The team likes them.

They’ve done everything you’ve asked.

But you’re growing. Or changing. Or raising. Or prepping to exit. And deep down, you’re asking yourself a hard question:

Are they still the right person to lead commercial?

This is the quiet tension many CEOs feel — especially in growth-stage Life Sciences.

Here’s What to Watch For

1. Execution is steady — but strategy is flat.
   They’re hitting the plan, but not evolving it. They can drive the car — but they can’t build the road ahead.
2. Marketing is still tactical.
   Product launches, brochures, campaigns… all happening. But no upstream voice. No cohesive strategy. And no market architecture.
3. Cross-functional alignment is stuck.
   They’re strong with Sales — but not building bridges to Product, Market Access, or the ELT. You hear more about execution than integration.
4. You’re still driving the commercial strategy.
   You’re the one setting direction, connecting dots, pushing for alignment. That’s a signal: you don’t have a CCO — you have a Sales leader.

If this sounds familiar, it may be time to evaluate whether a change is needed.

Why the Decision Is So Hard

Because the numbers might still look fine. Because you trust them. Because there hasn’t been a “failure.”

But here’s the truth: the role has changed — even if the person hasn’t.

That gap is what slows momentum.

Here’s how to spot when your leader is no longer growing with the business.

How to Close the Gap

You don’t always have to replace them. Some VPs of Sales or Marketing can grow into a CCO — with coaching, structure, and a strong support team.

But others are simply outgrown.

The key is clarity:
• What does the next phase demand?
• Does this leader have the vision, range, and leadership to deliver it?
• If not — is it fair to keep them in the role?

At Alder Brooks, we help CEOs make these calls with clarity, data, and confidence. No drama. Just growth.

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