Senior Director, Sales Operations (Oncology)

Overview of Role:

The Senior Director of Sales Operations (Oncology) is responsible for building and leading the commercial infrastructure that supports the oncology field force and drives execution excellence. This role oversees, incentive compensation, field analytics, CRM operations, territory design, reporting, fleet. The ideal candidate has deep experience supporting oncology sales teams, strong analytical capabilities, and the ability to partner cross-functionally to maximize field performance and commercial impact for the benefit of patients. In addition, this position will develop appropriate educational content in collaboration with Marketing and Sales Training to address any ongoing analytical education and tactical execution opportunities.

Role and Responsibilities:

• Lead day-to-day sales operations for the oncology sales organization, ensuring high-quality support and operational readiness

• Partner with Sales, Marketing, and Market Access teams to align commercial strategy and field execution priorities

• Establish scalable processes to support new launches, new indications, and expansion of the oncology portfolio

• Partner cross functionally to develop key performance metrics and dashboards that help the sales organization focus on performance drivers

• Lead the design, modeling, and administration of compliant incentive compensation plans, ensuring fairness, clarity, and motivation for the field force

• Work directly with cross-functional teams and vendors to coordinate & manage data availability and Q/A process for sales reporting

• Deliver sales reports, dashboards, IC scorecards, resource allocation recommendations, and next best recommendations, etc.

• Manage CRM platforms (e.g., Veeva or Salesforce) including workflows, call plans, segmentation, and reporting capabilities

• Develop targeting and segmentation strategies that optimize field execution across oncology HCPs & HCOs

• Manage alignment process of territories/regions to maximize effectiveness of the sales force, compliance measures for promotional activity, and IC plan equity

• Support digital engagement programs, field-triggered digital content, and omnichannel alignment with marketing ops

• Support contracting and execution of all other Field support tools and licenses such as, but not limited to, RxVantage, Mobile Locker, Vendormate, etc.

• Manage field Fleet program

• Manage vendor relationships (CRM, data providers, IC consultants, analytics tools, roster management)

• Support commercial data procurement (Outlet level data (DDD/SNR), Dx claims data, oncology datasets, specialty pharmacy/SD channels)

• Ensure compliance with legal, regulatory, and quality standards for all field operations activities

• All other duties as assigned

Experience, Education and Specialized Knowledge and Skills:

• Bachelor’s degree required; MBA or advanced degree preferred

• Minimum of 12+ years Commercial / Sales Operations experience in the Pharma/Biotech industry

• Oncology experience strongly preferred

• Deep understanding of oncology market dynamics, data sources, field roles, and buying pathways

• Detailed understanding of sales processes, sales data tracking, sales force automation, incentive compensation operations, and sales force alignments

• Ability to develop and effectively coach direct reports

• Proficient in all aspects of analyzing healthcare sales data and field force activities

• Expertise in CRM platforms (Veeva/Salesforce), IC modeling, forecasting, and commercial analytics

• Excellent verbal, written and stakeholder management skills to effectively influence and manage expectations with sales management and cross-functional teams

• Strong leadership, communication, cross-functional collaboration, and project-management skills

• Ability to excel in fast-paced, high-growth biotech environments