Director Sales Operations

Overview:

In this role, you will collaborate closely with the US Head of Commercial Operations to support the sales team in their day-to-day operations. You will be responsible for building and leading the commercial infrastructure that supports the field force and drives execution excellence. This role oversees incentive compensation, field analytics, CRM operations, territory design, reporting, fleet, and sampling. The ideal candidate has significant experience supporting sales teams, strong analytical capabilities, and the ability to partner cross-functionally to maximize field performance and commercial impact.

Responsibilities:

• Lead day-to-day sales operations for the sales organization, ensuring high-quality support and operational readiness.
• Partner with Sales, Marketing, and Market Access teams to align commercial strategy and field execution priorities.
• Partner closely with sales leadership to develop key performance metrics and dashboards that help the sales organization focus on performance drivers.
• Lead the design, modeling, and administration of compliant incentive compensation plans, ensuring fairness, clarity, and motivation for the field force.
• Work directly with cross-functional teams and vendors to coordinate and manage data availability and Q/A process for sales reporting.
• Deliver sales reports, dashboards, IC scorecards, resource allocation recommendations, and next best recommendations, etc.
• Serve as business owner for Veeva CRM and related commercial systems, including workflows, call plans, segmentation, and reporting capabilities.
• Develop targeting and segmentation strategies that optimize field execution across hospital accounts, HCPs, and HCOs.
• Manage alignment process of territories/regions to maximize effectiveness of the sales force, compliance measures for promotional activity, and IC plan equity.
• Support digital engagement programs and field-triggered digital content.
• Manage sampling and sample compliance programs for the field.
• Manage field Fleet program
• Manage vendor relationships (CRM, data providers, IC consultants, analytics tools, roster management).
• Ensure compliance with legal, regulatory, and quality standards for all field operations activities.
• Provide support to field teams by addressing data and reporting requests, resolving inquiries, and delivering actionable insights for daily execution.
• Perform other duties as assigned.

Qualifications:

• Bachelor’s degree required
• Demonstrated strategic thinking and business acumen, with the ability to translate commercia objectives into scabble operational solutions.
• Minimum of 10 years Commercial / Sales Operations, or related commercial leadership experience in the Pharma/Biotech industry
• Strong leadership and people management skills, with a proven ability to develop, coach, and motivate high-performing team.
• Proficient in all aspects of analyzing healthcare sales data and field force activities
• Expertise in CRM platforms (Veeva/Salesforce)
• Excellent verbal, written and stakeholder management skills to effectively influence and manage expectations with sales management and cross-functional teams
• Strong understanding of the pharmaceutical industry and familiarity with third-party data sources (e.g., Symphony Health, IQVIA, etc.).
• Strong proficiency in Excel
• Experience with BI tools (Tableau, Power BI, Qlik etc.) preferred.
• Travel: up to 15%