Senior Director, Sales Operations

About the Role

Key Responsibilities

• Manage the Sales Operations team across all applicable therapeutics areas.
• Lead, manage, and develop direct reports in the execution of core sales operations functions with a focus on collaboration across teams.
• Assist in building roadmap and execution of team expansion, future state capabilities, and business development opportunities.
• Work closely with executive sales leaders to identify opportunities for increased field efficiencies and coordinate with product strategy.
• Coordinate with Multichannel Strategy team to support multi-channel sales execution.
• Develop educational materials to support ongoing representative and regional manager development.
• Evaluate team structure to optimize resources and customer support.
• Lead sales force sizing and structure projects for efficiency or new opportunities.
• Develop call plans and promotion response models for field sales teams.
• Manage sales data inquiries related to incentive compensation, sales reporting, and CRM reporting.
• Align territories/regions to maximize sales force effectiveness and ensure compliance.
• Support creation and management of incentive compensation activities, including goal setting, validation, and payout analysis.
• Manage rewards and recognition programs such as Mighty Oak and field contests.
• Analyze sales performance trends and sales force effectiveness to identify opportunities and inefficiencies.
• Oversee quality assurance in tracking and implementing field force targets and affiliations within CRM.
• Partner with sales management to produce or enhance sales productivity reporting.
• Coordinate deployment of sales force reporting tools and data quality assurance.
• Provide field training on sales tools and dashboards.
• Support development and alignment of CRM platforms and master data management capabilities.
• Collaborate on developing performance metrics and dashboards with analytics teams.
• Oversee field sampling programs ensuring compliance and federal reporting.
• Manage the Field Fleet program across North America focusing on fiscal and environmental responsibilities.
• Develop communication materials for business reviews and sales tools.
• Work with Business Information Services to define requirements for sales tools and deliverables.
• Support review and approval of field-based requests for exhibits and displays.
• Design and manage expense report audits and recommend remediation actions.

Requirements

• BA or BS degree required, preferably with a mathematical background.
• 8-10 years leading diverse Sales Operations functions in the Pharma/BioTech industry.
• Detailed understanding of sales processes, data tracking, sales force automation, incentive compensation, promotional response concepts, and sales force alignments.
• Extensive experience in designing, adapting, and communicating incentive compensation plans, including senior leadership enrollment.
• Experience managing and developing direct reports with proven motivation and coaching skills.
• Proficiency in analyzing healthcare sales data and field activities.
• Proficiency in customer relationship management systems, such as Sales Force.com.
• Excellent verbal, written, and stakeholder management skills.
• Strong project management skills and extensive data processing and analytics capabilities.

Nice to Have

• Experience with sales force automation tools and analytics platforms.
• Knowledge of federal reporting requirements related to sampling programs.
• Experience in managing large sales teams across multiple therapeutic areas.

Qualifications

• Bachelor's degree (BA or BS), preferably with a mathematical background
• 8-10 years of experience in Sales Operations within the Pharma/BioTech industry

Benefits & Perks

• Competitive salary
• Full-time, day shift schedule
• Supportive work environment focused on diversity and inclusion