Summary: The Sr. Director, Commercial Planning & Performance reports to the VP, Commercial Operations and is responsible for making Apnimed's commercial organization sharper and more effective every day, owning territory design, call planning, roster management, customer data, and field engagement measures, and setting the standards for KPI and Field Contact Reporting. The role increasingly uses AI to surface opportunities and anomalies and keep the data behind every field decision clean and current. The successful candidate will also play a key role in anticipating opportunities, market changes, and emerging signals before they show up in a dashboard, partnering closely across the commercial organization to keep commercial execution on track. This is an exciting opportunity to ensure the field never has to wonder whether the numbers reflect their reality as Apnimed prepares for the potential commercialization of AD109, an investigational therapy, and to be at the forefront of a major paradigm shift in the treatment of sleep apnea from medical devices and surgery to a first in class pharmaceutical treatment.
The expected annual base salary range for this role is $270,000.00 to $294,000.00. Final compensation will depend on the selected candidate's level, education and relevant experience.
Key Job Duties include, but are not limited to:• Direct field force sizing, deployment, and territory design, including the rules for mid-cycle realignment and launch readiness for territories, roster, targets, and call plans.
• Lead dynamic call planning, defining the triggers, prioritization logic, and cadence that keep call plans current. Translate commercial models into clear, actionable next steps for every stop.
• Set the direction and standards for KPI and Field Contact Reporting (FCR), defining what is measured and how performance trends, field objections, message adoption, and competitive signal are surfaced. FCR outputs are produced by Field Data Operations & Reporting on the FCR platform owned by Commercial Systems & Platforms.
• Provide territory potential and goal-setting methodology to Incentive Compensation & Recognition so goals reflect real opportunity.
• Set standards for roster management, customer data, field data governance, and crediting integrity in CRM.
• Build compliance guardrails into targeting and call plans, including no-see and opt-out lists, state restrictions, and HCP eligibility, in partnership with Compliance.
• Partner cross-functionally across the commercial organization to align territory design, call planning, and field-readiness efforts with how the rest of the business operates.
Requirements• Bachelor's degree required; advanced degree (MBA, quantitative field) preferred.
• 12+ years of progressive commercial operations, analytics, or sales operations experience in the biopharmaceutical industry, with direct experience in KPI reporting, CRM data management, territory design, or call planning.
• Experience with territory design, call planning, or field deployment models for a specialty or CNS-related product preferred.
• Familiarity applying AI and predictive analytics tools (e.g., anomaly detection, next-best-action recommendations, data quality monitoring) to commercial planning functions.
• Familiarity with call intelligence or conversation analytics tools (e.g., call transcription, AI-assisted call summarization) a plus.
• Demonstrated ability to spot emerging field opportunities, market shifts, or risks before they become visible in standard reporting.
• Strong analytical rigor with the ability to translate data into clear, actionable narratives for executive audiences.
• Excellent communication and cross-functional stakeholder management skills.
• Ability to manage simultaneous priorities and changing deadlines.
• Ability to plan, organize and prioritize work.
• Proficiency in the use of MS Word, PowerPoint; experience with Adobe Acrobat Professional.
Benefits- 401(k) with company match
- Generous time off for vacation
- Generous healthcare benefits
- Flexible working environment
- Motivated and experienced team
- Winner of 2024 and 2025 Boston Business Journal Best Places to Work
Location and Other Information:- Apnimed is a publicly licensed company based in Cambridge, MA; we are generally virtual and specific location within the US is not critical.
- We are a small growing Company with an inclusive environment.
- Must be able to travel as necessary.
- Please visit us at www.apnimed.com to learn more about our work with Obstructive Sleep Apnea.
