Associate Director/Director, Sales Operations & Field Force Effectiveness

Key Responsibilities:
- Serve as business owner of Veeva CRM, responsible for system configuration, data integrity, user training, enhancement roadmap, and issue resolution
- Drive CRM utilization and adoption across the field team; translate workflow gaps into system improvements through implementation
- Implement CRM design best practices in partnership with IT, Compliance, and field leadership; stay current on platform capabilities and updates
- Own field-facing technology decisions and act as internal expert on how commercial systems support field execution and compliance
- Personally build and maintain territory alignments using performance data, call activity, and market response
- Lead field force sizing, design, alignment, targeting, and call planning; partner with Analytics on sizing models
- Design and produce subnational analytics and account-level planning support for field leadership and key account teams
- Serve as liaison between field teams (Sales, MSLs, TLLs) and Commercial Insights & Operations to translate field realities into operational decisions
- Own full incentive compensation (IC) lifecycle: plan design/scenario modeling, attainment tracking, payout calculations, dispute resolution, and field communications
- Evaluate attainment data and build analytical case for IC plan design; own recommendations
- Solicit input on plan designs from Sales, Finance, HR, and Compliance; provide first-line approval for plans and payouts
- Ensure IC documentation, audit requirements, and compliance standards are met end-to-end
- Build and own field-facing dashboards, key account analytics, and performance reports
- Analyze call activity, targeting attainment, and HCP engagement; identify course-corrections with a point of view
- Deliver weekly, monthly, and quarterly field performance summaries with actionable interpretation
- Contribute analytics to forecasting and data warehouse workstreams with the Analytics function
- Maintain knowledge of regulatory requirements applicable to field operations; ensure workstreams are executed in compliance
- Collaborate across Sales, Marketing, Finance, Customer Service, and Medical Affairs to drive operational programs
- Build and maintain strong cross-functional relationships; act as a trusted operational partner

Qualifications:
- 7+ years of progressive pharmaceutical sales field operations experience (preferably in small/mid-size biotech)
- Hands-on Veeva CRM experience (configuration, administration, project management with vendors/managed services)
- Direct experience building IC plans, territory models, and call planning frameworks (own analytical product)
- Proven ability to manage competing operational workstreams with strong planning and prioritization
- Fluency with pharmaceutical field operations compliance requirements (sample management, regulatory standards, policy alignment)
- Advanced Excel required; BI tool proficiency (Tableau, Power BI) and familiarity with IQVIA or Symphony strongly preferred
- Strong interpersonal and communication skills; ability to influence without authority
- Rare disease or specialty pharmacy experience strongly preferred; oncology experience a plus
- Demonstrated ability to grow into team leadership as the organization scales

Benefits / Compensation:
- Base salary range: $175K–$245K; eligible for annual bonus, equity compensation, and competitive benefits package