Associate Director, Sales Operations

Role Summary

The Associate Director, Sales Operations, is responsible for leading and optimizing the operational infrastructure supporting field-based commercial teams. This role develops and oversees processes, analytics, systems, and cross-functional alignment that enable effective sales planning, performance management, forecasting, and execution. The position serves as a strategic partner to the Commercial leadership team to ensure disciplined, data-driven decision-making and operational excellence. The Associate Director will also contribute to functional strategic planning and ensure operational readiness to support product launches and ongoing field excellence initiatives.

Key Responsibilities

Field Operations Strategy & Leadership

• Lead and execute the field operations strategy to support commercial and medical field teams across all therapeutic areas.
• Establish scalable processes, tools, and policies that promote compliant and efficient field operations.
• Serve as the guide of field operations processes, governance, and performance standards.
• Partner with senior commercial leadership to anticipate operational needs and deploy proactive solutions.
• Oversee administration of CRM Platforms (roster systems, reporting portals) and guide enhancements with IT partners.
• Motus Fund Forecasting & Management

Lead a best-in-class incentive compensation function

• Facilitate the committee and processes to compliantly design, document and administer incentive plans.
• Design and administer compliant incentive compensation plans that appropriately motivate the commercial field team(s).
• Develop tracking, attainment reconciliation and payout calculation process.
• Design timely and effective standardized incentive compensation reporting.
• Lead quarterly IC committee discussions (present the proposal(s), address questions and obtain relevant approvals) from key stakeholders including commercial field leadership, legal, finance, compliance, and HR.

Field Team Enablement & Deployment

• Lead territory, roster, and alignment management, ensuring optimized coverage models and compliant assignment processes.
• Coordinate with Training, HR, and Compliance to manage onboarding operational components for new field hires.
• Ensure timely distribution and governance of field communications, playbooks, and process updates.
• Support field deployment planning for new product launches and field-force expansions or restructures.

Field Reporting & Insights

• Oversee development and maintenance of standardized reporting suites, dashboards, and business insights for field teams and leadership.
• Monitor KPIs, identify performance trends, and recommend operational improvements.
• Partner with Analytics and Data Operations teams to ensure accuracy, data integrity, and compliant use of field performance information.

Compliance, Quality, & Operational Excellence

• Ensure all field operational processes align with FDA, OIG, and corporate compliance expectations for a biotech environment.
• Collaborate with Compliance to maintain audit-ready documentation and field interaction controls.
• Lead continuous improvement projects to enhance efficiency, scalability, and quality of field operations systems and processes.

Cross-Functional Collaboration

• Maintain strong partnerships with Commercial, Medical Affairs, IT, Legal, HR, and Finance to support integrated field readiness.
• Represent Field Operations in strategic planning meetings, cross-functional governance forums, and launch preparation initiatives.

Qualifications

Other duties and responsibilities as assigned

Required Qualifications

• Bachelor’s degree required; advanced degree preferred.
• 10+ years of experience in Field Operations, Commercial Operations, Sales Operations, or related functions within biotech or pharmaceuticals.
• Proven experience in the development of strategic and equitable incentive compensation plans.
• Demonstrated leadership experience overseeing complex operational programs supporting field-based teams.
• Strong understanding of FDA, OIG, and industry compliance standards for field activities.
• Experience managing CRM systems (e.g., Veeva), field analytics platforms, and roster/alignment technologies.
• Proven ability to collaborate across functions and influence at senior levels.

Preferred Capabilities

• Experience supporting product launches in small–midsize biotech organizations.
• Prior management experience leading high-performing operations teams.
• Advanced analytical capabilities and familiarity with field insights or forecasting tools.
• Ability to design and scale SOPs, governance models, and operational infrastructure.
• Strong project management skills and comfort operating in fast-paced, evolving environments.