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April 6, 2025
Why Executive Searches Fail in Life Sciences — And How to Fix Them
Executive search in Life Sciences is high stakes.
When a company needs to hire a new Chief Commercial Officer, VP of Sales, VP of Marketing, or a Board-level Commercial leader, they often assume that a few interviews and a strong resume will be enough to get it right.
But here’s the reality:
Many executive searches miss the mark — not because there’s a shortage of talent, but because the process is flawed from the start.
And in Life Sciences — where commercial success drives enterprise value — a wrong hire can slow growth, shake investor confidence, and damage team morale.
Too often, companies rely on instinct instead of structure.
They prioritize prestige over performance.
And they confuse charisma with leadership.
In our work with Tools, Diagnostics, Therapeutics, Devices, and Infusion companies, we see the same issues repeated:
👉 Overweighting a candidate’s previous title instead of assessing real commercial impact
👉 Searching for the perfect resume instead of building a Success Profile tailored to the company’s needs
👉 Focusing on product knowledge instead of true leadership capability
Successful executive search is more than recruiting.
It’s about alignment — between business goals, team dynamics, and the traits that drive measurable growth.
Here’s what we’ve learned after years of placing high-performing Sales and Marketing leaders across the Life Sciences industry:
✅ Define success before you recruit.
What should this leader achieve in Year 1? What metrics will define success — revenue growth, market expansion, team performance?
✅ Build a Success Profile.
Look beyond titles. Define the traits, competencies, behaviors, and drivers that matter in your business. The best Vice President of Sales for a diagnostics startup won’t be the same as for a global device company.
✅ Benchmark every candidate.
Use structured criteria to evaluate each candidate’s fit — not just their past, but their potential to thrive in your company’s unique environment.
✅ Prioritize leadership over familiarity.
Industry experience matters. But it’s not a substitute for strategic thinking, team development, and commercial execution.
The stakes are higher in 2025.
Economic pressure. Market complexity. Tighter capital.
Investors and Boards want Commercial leaders who can scale revenue fast — not just sell, but build teams, drive strategy, and grow share of market.
Whether you're hiring a VP of Business Development, a Chief Commercial Officer, or a Board Director with go-to-market expertise, the right search process can be the difference between breakthrough growth and stalled momentum.
At Alder Brooks, we’re the only executive search firm focused solely on Commercial leadership in Life Sciences.We help CEOs and investors recruit Chief Commercial Officers, VPs of Sales, and Marketing leaders who deliver oversized impact — not just impressive resumes.We don’t just recruit — we help you build a growth engine, one leader at a time.
