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April 6, 2025
Not all top performers become great leaders.
Many executive searches miss the mark because companies focus on performance history instead of evaluating true leadership traits.
In Life Sciences, where growth hinges on Commercial execution, hiring the wrong Chief Commercial Officer, VP of Sales, or VP of Marketing can cost you time, capital, and momentum.
It’s not about finding the best seller or marketer.
It’s about finding someone who can build, lead, and scale a team — across Toos, Diagnostics, Therapeutics, Devices, or Infusion.
So, what do great Commercial leaders have in common?
Top sales performers are often great at executing playbooks.
But leaders must write the playbook, align it to strategy, and adjust in real time.
Look for candidates who can zoom out:
✅ Understand market dynamics
✅ Prioritize investments
✅ Link activity to long-term value creation
A strong Commercial leader knows that scale comes from people.
They:
✅ Recruit A-players and upgrade teams
✅ Set a performance standard
✅ Coach individuals to improve
✅ Create a culture of accountability and energy
If your CCO or VP of Sales can’t develop others, your growth curve will hit a ceiling.
Life Sciences markets evolve fast — regulations shift, funding tightens, new competitors enter.
Great leaders don’t cling to a fixed playbook.
They adapt. They pivot. They re-energize the team.
Especially in Diagnostics or Therapeutics, where GTM models are complex, adaptability is a must-have trait — not a bonus.
Your Commercial leader must lead beyond their org chart.
They need to:
✅ Align with Operations and Regulatory
✅ Communicate effectively with the CEO and Board
✅ Influence without micromanaging
✅ Earn trust across all Commercial areas: Marketing, Sales, Business Development, Medical Affairs, and Market Access
We often talk about traits and competencies.
But motivators matter too.
Ask:
👉 Are they driven by growth?
👉 Do they want to prove something — or build something?
👉 Do they show a track record of owning outcomes, not just participating?
The best Commercial leaders don’t just want the title.
They want the challenge.
Too many companies hire based on where a candidate’s been — not how they lead.
At Alder Brooks, we help Life Sciences companies identify and recruit leaders who don’t just perform — they unlock performance in others.
The difference?
One hits budget.
The other spins their wheels.
Want to make better hiring decisions at the executive level? Start by building a Success Profile that aligns with what drives success in your business.
