Manager, Sales Operations

The Role:

Reporting to the Director, Sales Force Effectiveness (SFE), the Manager, Sales Operations role will be responsible for developing, implementing, and managing various elements of field force operations and plans for the oncology sales teams.

This role will work cross-functionally to ensure that incentive compensation (IC) programs are competitive, compliant, and aligned with corporate goals while motivating the field team to achieve sales targets, as well as assist in the creation and management of sales effectiveness capabilities such as targeting/call planning and analytics / reporting tools (sub-national reports, triggers, and alerts) for the field force.

It will also develop field communications and work with the sales leadership team to coordinate other operational elements for the field force (field vehicle program, business reviews, territory roster management, field credentialing). The ideal candidate has a strong background in sales operations, incentive compensation administration, sales analytics, sales operations tools and platforms, and oncology sales force structures.

Responsibilities:

• Oversee IC program administration, payout calculations, and field team communications related to sales compensation plans. Partner with Finance and HR to ensure timely and accurate IC payments.
• Support development and maintenance of dashboards and reports that will track field activity, sales performance, quota attainment, and incentive payouts.
• Support sales training for IC plan rollouts, contest rollouts, CRM system learnings and change management trainings as required.
• Work with HR and Sales Directors to manage field rosters.
• Support analysis of targeting and call planning data, maintain territory alignments and changes.
• Support CRM maintenance and implementation of CRM feature enhancement / development.
• Support data driven ad hoc SFE initiatives for business planning while maintaining compliance with industry regulations, legal/regulatory guidelines, and corporate policies.
• Support field inquiries related to sales data from various data sources such as SP, SD, claims.
• Support administration of fleet / vehicle reimbursement program for field facing teams.
• Support sales representative credentialing process by coordinating with vendors and field sales teams to ensure compliance with credentials process.

Competencies Include:

• Foster a culture of empowerment, collaboration, and a focus on patient impact
• Cross-Functional Collaboration – Ability to work with Sales, Finance, HR, Compliance, and Sales Operations to align field programs with company goals
• Problem-Solving & Decision-Making – Able to see the big picture as well as zoom into details as required; able to frame a problem statement and proactively find resolutions while keeping the team informed.
• Project Management – Able to manage concurrent projects at different stages, lead vendor teams and keep internal stakeholders updated. Identify and flag risks early.
• Quantitative Aptitude – Able to work with large data sets, comfortable with ambiguity, able to create and work with complex spreadsheets, incentive compensation models and develop analytics for high level presentation from raw data.
• Change Management & Adaptability – Ability to prioritize and optimize resource allocation based on market conditions, product launches, or strategic shifts
• Training & Sales Engagement – Capability to educate and support sales teams in understanding targeting, call planning, and incentive structures and how they can optimize performance
• Healthcare data & ecosystem – understanding of healthcare data and a good grasp of the healthcare ecosystem

 Qualifications:

• Bachelor’s degree in Business, Finance, Analytics, Information Systems, Computer / IT Engineering or a related field (MBA preferred).
• 4-8 years of experience in incentive compensation, sales operations, or commercial analytics, preferably in oncology or specialty pharmaceuticals.
• Proficient in Excel, Powerpoint; proficient SQL, or data visualization tools (e.g., Tableau, Power BI).
• Strong analytical and problem-solving skills with the ability to translate data into strategic recommendations.
• Excellent communication and stakeholder management skills.
• Knowledge of IC design principles, quota setting, and field performance metrics a plus.
• Experience working with Veeva, Salesforce, or other CRM and sales performance management tools a plus.