Associate Director, Sales Force Operations / Effectiveness

Role Summary

Reporting to the Senior Director, Commercial Insights & Analytics, the Associate Director, Sales Force Effectiveness position will play a critical role in building and optimizing the sales infrastructure for our NSCLC portfolio. This individual will lead sales analytics, forecasting field goals, CRM management, incentive compensation design, territory alignment, and overall sales force effectiveness initiatives. The ideal candidate has strong oncology experience, a deep understanding of building unique customer engagement models, and elements of optimized sales force deployment in a launch environment.

Responsibilities

• Develop and implement a comprehensive sales operations strategy to support NSCLC salesforce
• Establish go-to-market model/sales force size and structure, territory alignments (manage field alignment roster), and targeting/call planning models to maximize field effectiveness
• Design and manage incentive compensation plans, ensuring they align with business objectives and motivate performance, also including contests and award program design
• Implement and optimize salesforce automation tools (CRM, field alerts/triggers, sales reporting dashboards, and field analytics platforms)
• Lead field goal forecasting, sales reporting, and KPI tracking to assess field performance and identify growth opportunities
• Work with sales leadership to design field business planning templates. To extent possible, pre-populate templates with relevant data for field team business reviews
• Conduct national and sub-national market and sales trend analysis, providing actionable insights to sales leadership. Develop data-driven recommendations to enhance sales execution and customer engagement strategies
• Consolidate performance metrics for mid and year end performance reviews, work with sales leadership to develop field coaching report process
• Lead field force input team (FIT) with representatives from field team to create feedback loop between headquarters and field team

Skills

• Foster a culture of empowerment, collaboration, and a focus on patient impact
• Stakeholder Influence & Communication – Strong ability to present complex data-driven insights to senior leadership and cross-functional teams
• Collaboration Across Commercial Functions – Ability to work closely with Sales, Marketing, Market Access, Medical Affairs, and Finance to align strategies
• Field Team Support & Engagement – Capability to design training on reports and support tools, and performance management systems to empower the field team
• Problem-Solving & Decision-Making – Adept at anticipating challenges, troubleshooting issues, and making sound, strategic recommendations
• Adaptability & Change Management – Ability to thrive in a fast-paced, evolving oncology environment, particularly in a launch setting
• Demonstrated organizational skills to manage multiple projects simultaneously, prioritize projects effectively and communicate at all levels within the company

Qualifications

• Bachelor’s degree in business, finance, or a related field (MBA preferred)
• 8+ years of sales operations and/or commercial analytics experience, with at least 5 years in oncology (NSCLC preferred)
• Minimum of 3-5 years of experience in a fast-paced biotech startup environment, with proven ability to thrive in a resource-constrained setting.
• Minimum of 3-5 years of experience in a pre-commercial pharma/biotech startup environment, with proven ability to build Sales Operations systems, processes and support infrastructure.
• Strong expertise in sales force deployment, analytics, goaling/forecasting, and incentive compensation design and administration
• Proficiency in CRM systems (e.g., Veeva, Salesforce), data analytics tools, deployment of field alerts/triggers, and reporting platforms
• Experience supporting product launches and commercial expansion in biotech/pharma
• Strong understanding of NSCLC treatment landscape, physician engagement, and market dynamics
• Excellent analytical, communication, and leadership skills with the ability to present insights to senior stakeholders