Careers Healthcare & Life Sciences Management & Strategy Consulting NJ-NYC-PA

Director, Sales Operations

The Director, Sales Operations will be responsible for functioning as the business lead for operational implementation of commercial systems and collaboration with brand marketing, in preparation for the launch of our endocrinology portfolio in the United States. This role leads the incentive compensation, resource deployment, and field enablement practices for all roles in the commercial organization. Focus areas include design, development, and administration of all incentive compensation plans that align to our guiding principles, development of call plans following brand strategy, implementation of field technology enabling seamless customer/home office engagement, and ensuring overall field force execution supports brand and franchise strategy.

The position will be based in New Jersey and will report directly to the Vice President, Commercial Analytics & Operations.

  • Lead master data management (customer master), call plan development, and field execution reporting
  • Establish scope and business priority-setting for commercial systems initiatives in partnership with IT:
    • Partner with IT, Marketing, Sales, Market Access, and Medical Affairs for implementation of field enablement (CRM/SFA) platforms
    • Partner with Commercial Analytics lead to develop tools and dashboards that capture key performance metrics
    • Partner with Training to implement the learning management system
  • Facilitate/drive internal discussions with IT partners to build or streamline systems as necessary
  • Lead the design and implementation of our incentive compensation plan
  • Provide support to VP of Sales & Other Commercial Team members for resource planning, targeting, call planning, incentive compensation and other field force initiatives
  • Partner with Commercial & Medical Affairs teams on data acquisition, data processing, etc…
  • Partner with vendors to build and maintain our data warehouse
  • Lead sub-national level performance reporting and data sets
  • Collaborate with analytics lead to generate & manage brand specific dashboards and reporting systems capturing comprehensive monthly trends and insights
  • Collaborate with Marketing, Marketing Agencies and Analytics to design, develop and maintain core NPP operations processes
  • Act as a liaison with Corporate Compliance to ensure all systems support our field representatives and meet compliance requirements
  • Support Speakers Bureau lead by ensuring proper execution, identifying areas for improvement and troubleshooting issues as they arise. Includes working closely with sales and marketing partners to manage budgets and operations.
  • Lead annual projects at the request of Commercial leadership, which may include field force structure, resource allocation, performance reporting, and field technology innovation projects
  • Lead administration and management of plan performance through goal setting and forecasting business trends as it related to incentive compensation metrics. Monitor any deviations from the quarterly IC budget and support leadership decision making on plan deviations.
  • Leverage CRM/SFA systems to full capabilities and enhance to support the field
  • Execute strategy of SFA platform and initiatives on field devices and software
  • Leverage secondary data sources, understanding their applications and limitations, to derive actionable business insights
  • Identify best practices and issues, to deliver verifiable information on organizations within and outside the pharmaceutical industry
  • Work collaboratively with Commercial leadership to actively monitor and track field force impact on IC and Call plan through weekly / monthly reporting
  • Manage assigned budget to accomplish all required tasks
  • Support Sales leadership in the organization and coordination of National Sales meetings, Manager Meetings, and POA meetings
  • Manage the auto allowance/FAVR program for field-based personnel
  • Responsible for supporting field communications & implementation of special programs such as Sales Force Career Ladder program and SPOT Incentive Program
  • Oversee and execute a wide variety of commercial initiatives across the organization to ensure company is launch ready


  • Bachelor’s Degree required; Master’s Degree or MBA preferred
  • 10+ years of sales operations experience in the pharmaceutical or biotech industry (which may include work as a consultant or supplier to the industry)
  • Experience in Specialty or Rare Disease, preferred
  • Proven history of working and delivering on multiple projects simultaneously, with tight deadlines and changing priorities is required
  • Demonstrated knowledge of business operations and ability to identify and investigate operational needs, and opportunities, and leads the implementation of improvements within area of responsibility
  • Demonstrated ability to work effectively in cross functional teams is required with a history of leadership, initiative in achieving organizational objectives
  • Extensive experience Sales Force Design, Targeting, Incentive Compensation
  • Extensive experience supporting technical design of commercial systems and implementing applications (CRM/SFA)
  • Ability to operate in ambiguous situations and determine focused objectives and a clear path forward in the face of open questions
  • Advanced knowledge of MS Office (Excel, PowerPoint, Word) is required
  • Strong team player with ability to manage conflicting priorities 
  • Demonstrated ability to work with many cross-functional partners 
  • Ability to understand and influence decisions 
  • Ability to interact and communicate with all levels in the organization 
  • Self-starter. Proactive in nature, actively participates and self-motivated 
  • Ability to travel up to 15% of the time domestically and international

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