Job Summary:

Reporting to the Head of Commercial Operations Excellence, the Director of Commercial Operations is a strategic leadership role responsible for optimizing sales performance, driving operational excellence, enabling revenue growth, and advancing digital transformation across the US Innovative Medicines organization. The role leads sales planning, incentive compensation, CRM strategy, field force effectiveness, commercial analytics, commercial processes, and fleet administration. This leader will set Commercial Operations business priorities and desired outcomes and partner closely with Commercial IT, and other enabling functions to modernize business processes, and leverage AI, automation, and advanced analytics to improve customer engagement, commercial effectiveness, productivity, and decision making.

Responsibilities:

• Establish and drive the Commercial Operations strategy and business priorities to integrate and optimize sales processes, data, systems, and technology platforms.

• Contribute to development and execution of a Commercial Operations governance and prioritization framework in order to align initiatives, investments, and resources to the highest-value commercial priorities.

• Develop and maintain a multi-year Commercial Operations capability roadmap aligned to business priorities and evolving business needs.

• Lead Commercial Operations readiness for new product launches, portfolio expansion and business integrations, ensuring processes, and field capabilities are positioned to support successful execution.

• Support Sales Leadership in field communications, special incentive programs, and national and regional meetings.

• Lead incentive compensation design, implementation, reporting, governance, and effectiveness assessments.

• Oversee IC health checks to ensure accurate payouts, compliance, field trust, and operational excellence.

• Provide subject matter expertise in segmentation, targeting, territory alignment, call planning, and field force sizing.

• Lead CRM strategy and evolution, leveraging AI-driven insights, workflow automation, next-best-action capabilities, and advanced reporting.

• Identify and prioritize business requirements for system capability enhancements that improve field productivity and user experience.

• Develop and execute the Commercial Operations AI and automation strategy aligned to business priorities and measurable outcomes.

• Partner with Commercial, IT, Analytics, Compliance, and external partners to identify, prioritize, AI-powered solutions, analytics, and automation capabilities that improve field effectiveness, decision quality, operational efficiency, and user adoption through, effective training, and change management.

• Develop executive dashboards, KPIs, and performance management frameworks.

• Establish a continuous improvement framework focused on automation and AI-enabled workflows.

• Ensure effective onboarding, transfer, and termination processes for field personnel.

• Oversee fleet operations and continuous improvement.
• As a member of the Commercial Operations Excellence leadership team, serve as a strategic advisor to business leaders to optimize the value & impact of data, technology, and AI.

Education & Qualifications:

• Bachelor's degree required; advanced degree preferred.
• 10+ years of progressive Sales Operations or Commercial Operations leadership experience within branded pharmaceuticals.

• Experience with IQVIA, Symphony Health, claims data, and other commercial data assets.

• Experience with commercial data strategy, data governance, data quality and stewardship strongly preferred.

• 3+ years of people leadership experience.

• Experience in Specialty markets preferred.

• Dermatology, Ophthalmology, or Oncology experience preferred.

• Additional experience in Consulting, Managed Care, Marketing, Sales, Analytics, or Commercial Excellence preferred.

• Demonstrated experience leading digital transformation, automation, AI, machine learning, predictive analytics, or workflow optimization initiatives.

• Strong understanding of commercial analytics, KPI development, data visualization, and self-service reporting tools.

• Proven ability to drive innovation through technology, automation, and data-driven decision making.

• Experience leading cross-functional initiatives in close partnership with Commercial IT .

• Demonstrated change-management capabilities.

• Exceptional executive communication and stakeholder management skills.

The presently-anticipated base compensation pay range for this position is $174,500 to $212,500. Actual base compensation may vary based on a number of factors, including but not limited to geographical location and experience. In addition, this position is part of the Annual Performance Bonus Plan. Employees are eligible to participate in Company employee benefit programs which include medical, dental and vision coverage; life insurance; disability insurance; 401(k) savings plan; flexible spending accounts; and the employee assistance program. Employees also receive various paid time off benefits, including vacation time and sick time.
The compensation and benefits described above are subject to the terms and conditions of any governing plans, policies, practices, agreements, or other materials or documents as in effect from time to time, including but not limited to terms and conditions regarding eligibility. If hired, employee will be in an "at-will position" and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company, or individual department/team performance, and market factors.

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees as assigned to this job. Nothing herein shall preclude the employer from changing these duties from time to time and assigning comparable duties or other duties commensurate with the experience and background of the incumbent(s).

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