Position SummaryThe Director of Sales Operations and Field Effectiveness is responsible for developing and overseeing the approach, delivery, and communication of US sales operations and field effectiveness capabilities. The Director serves as a core member of the Commercial Operations team and is a significant partner to Sales Leadership, Marketing, Market Access, Finance, and other cross-functional stakeholders. The Director is accountable for enabling field execution through strong sales operations, incentive compensation, goal setting, targeting, segmentation, territory alignment, fleet management, field reporting, and operational support that improves productivity and commercial performance.
The Director will report to the Vice President, Commercial Excellence & Insights and Analytics.
Primary Responsibilities - Lead the design, implementation, and ongoing optimization of sales operations processes to support field execution and commercial performance
- Recommend incentive compensation design based on business objectives and ensure plans are motivational, compliant, equitable, and aligned to strategic priorities
- Lead incentive compensation operations, including territory-level goal setting, sales leadership reviews, payout support, plan communication, and field inquiry resolution
- Design and oversee field reporting, including national and sub-national analytics, dashboards, scorecards, and KPI tracking to support leadership decision-making and performance management
- Develop reporting and insights that help Commercial leaders assess field productivity, execution quality, and business trends
- Lead field strategy implementation, including territory alignment, account and HCP targeting, segmentation, deployment support, and field alerts
- Lead fleet management activities, including coordination with internal stakeholders and external vendors, policy administration, driver support, and oversight of processes that ensure an efficient and compliant field vehicle program
- Partner with Sales Leadership and other stakeholders to improve resource allocation, focus the field on the highest-value opportunities, and strengthen execution in priority accounts and customer segments
- Support field force planning, roster management, and business processes required to enable efficient commercial execution
- Partner with field teams to solicit input, build buy-in, and ensure operational strategies are practical, actionable, and well-adopted
- Respond in a timely manner to field leadership and stakeholder inquiries related to goals, reporting, alignment, operations, and performance analytics
- Lead operational support for selected sales, marketing, and market access activities that are field-facing and execution-critical
- Manage external vendor partners and oversee delivery against timelines, scope, and quality expectations
- Build and manage annual budget elements related to sales operations, field effectiveness, reporting, and vendor support
- Participate in ad-hoc commercial projects and cross-functional initiatives as required
Competencies - Strong knowledge of pharmaceutical sales operations, field execution, and commercial performance management
- Excellent critical thinking and analytical skills
- Strong understanding of incentive compensation, goal setting, territory alignment, targeting, segmentation, field reporting, and fleet management processes
- Ability to translate business strategy into practical sales operations plans and field-facing execution
- Detail oriented with strong focus on quality, accuracy, and compliance
- Excellent interpersonal skills and demonstrated ability to develop effective relationships with key stakeholders and senior leaders
- Strong verbal and written communication skills
- Strong planning, project management, and prioritization skills
- Ability to thrive in a fast-paced, innovative environment while remaining flexible, proactive, and efficient
- Strong business acumen and ability to identify risks, opportunities, and operational tradeoffs
- Proficiency in Microsoft Office, with advanced Excel skills
- Ability to work cross-functionally and influence without direct authority
Experience- Bachelor's degree in business, finance, marketing, analytics, or related field required; master's degree preferred
- At least 9 years of pharmaceutical/biotechnology experience, including meaningful experience in sales operations, commercial analytics, field effectiveness, consulting, or related commercial functions
- Experience with incentive compensation design and administration, goal setting, and performance reporting required
- Experience with territory alignment, targeting, segmentation, and field deployment decisions required
- Experience developing and using Excel-based models; Power BI or similar reporting tools experience preferred
- Experience with forecasting principles and commercial KPI development preferred
- Experience working with key pharmaceutical data assets such as wholesaler, GPO, customer, sales, patient, EMR, claims, lab, and other secondary data preferred
- Experience administering commercial business systems and processes, including data warehouse, business intelligence, CRM, omnichannel marketing, and field alignment tools preferred
- Oncology and/or hematology experience preferred
